I train and enable EMC's Focus Partners to position, sell and compete with EMC products, solutions and services. I develop deep relationships with Partners and their presales technical engineers to create and expand EMC mindshare. I influence, encourage and urge Partners to propose EMC solutions for all related opportunities within their customer base. I coach and mentor Partners in EMC presales techniques and strategies to drive sales and accelerate their independence. I am an EMC evangelists and provide industry-best leadership and expertise (301-401 level) to our partners and their customers in one or more EMC solution categories, such as Primary Storage (XtremIO, VMax, ViPR, EHC). I am responsible for driving channel revenue for assigned products, services and solutions across Focus partner eco-system within an assigned sales geography. I carry out targeted programs and represent EMC in all activities associated with their channel partners. They enable and influence partner resources to drive EMC programs. I also have a in-depth knowledge of my partners' technical priorities, challenges and business initiatives, and map those needs to EMC offerings. I also act as the initial point of escalation for product-related issues but engage expert technical or support resources where needed. Lastly I engage the channel sales team to communicate strategy and ensure collaboration.

• Work with customers to assess their systems infrastructure, develop technical strategies that meet their business objectives, and use technology expertise to configure solutions utilizing products and services that provided them significant business value.• Deliver ongoing formal and informal training, product positioning, and product demos that help customers understand the operational, financial, and business value of EMC solutions.• Work with our resellers' systems engineers to ensure that they have the information and resources that they needed to effectively present EMC's products as solutions, and collaborate with them as we present solutions to our customers.• Configure and document EMC software, hardware, and service solutions to meet customer requirements.• Ensure that proposed solutions, when implemented, satisfactorily meet our customers' functional requirements. Act as a liaison between our customers and EMC's implementation team to ensure that our solutions are installed and configured according to the requirements that we obtain during the proposal process.• Work with customers on an ongoing basis to ensure that our solutions continue to meet their needs, and propose solutions for any required and requested upgrades to the systems that we implement.

Strategize and Architect Storage Solutions for the Walt Disney Company. Work closely with global EMC teams of account managers and systems engineers to assure The Walt Disney Company is well positioned to utilize their technology to the fullest extent. Advise and consult Disney on all aspects of the EMC federation of companies (EMC II, VMware, Pivotal, VCE, VirtuStream and RSA)..

I work with Field and Channel Sales Teams, training and enabling Partners to position, sell and compete with EMC products, solutions and services. Develop deep relationships with Partners and their presales technical engineers to create and expand EMC mindshare. To influence, encourage and urge partners to propose EMC solutions for all EMC related opportunities within their customer base. To coach and mentor Partner SEs in EMC technical sales techniques and strategies to drive sales and accelerate their independence, as well as an EMC evangelists and provide industry-best leadership and expertise to our partners and their customers in their journey to the Cloud and Big Data•Focus on technical enablement - partner champion identification and development of Individual Development Plans for each Partner SE•Emphasis placed on the on-going technical readiness and EMC solution selling and differentiation capabilities of Partner SEs•Identify new product lines and solutions that would be suitable for the partner to sell, and assist in competitive positioning•Create Technical Business Plans together with Channel Sales Team for the partner •Assist the Channel Sales team in the creation of specific Partner development priorities and work with the Partner Enablement Team on the creation of Partner Training Plans to be executed through each Distributor and/or directly with specific partners.•Educate and Mentor the Partner SEs on how to fully qualify opportunities: information gathering, using the support matrix, presales technical processes and assessment tools, analyzing and interpreting customer data, etc.•Work with EMC channel team to identify Partner Presales individuals to participate in Champions and Global Practices calls.