Roy Sousa Email & Phone Number

Greater Boston Area

• Train and coach Partners Systems Engineers on the value of proposed EMC solutions.• Participate in sales campaigns with partner sales reps and system engineers in the field, and provide presales technical support.• Responsible for Partner enablement activity: messaging sessions, whiteboard sessions, product updates and competitive information.• Provide biweekly communications to field and channel presales/sales teams.• Provide quarterly technical accreditation training to all partners• Maintain and manage Partner Systems Engineer skill ratings and individual development plans.• Provide guidance, leadership, and participation in tactical and strategic initiatives.• Engage and leverage corporate resources, abilities, budgets as appropriate to assist Partners with customer account strategies and sales plans.• Provide mentorship to more junior EMC partner systems engineers.• Further sales campaigns by meeting with customers at Executive Briefing Centers.• Articulate to customers how EMC technology can address their business challenges. When relevant, leverage past IT experience to bring credibility.

Focused on growing existing accounts. Direct team toward greatest opportunities. Assess and refine the CSL deployment model and map quota objectives and resources to the model as necessary. Build partner plan to cover detailed list of accounts. Create and execute a business plan that defines account/territory potential revenue and deploy CSL resources as needed. Conduct regularly scheduled, structured account inspections and coaching sessions at the individual and team level (e. g. strategies/ tactics; objectives, results and next steps). Provide guidance and direction to CSL resources. Monitor employee job performance and establish performance standards. Provide coaching, counseling, and motivation to maximize employee performance. Recruit and hire employees who can help grow and drive EMC's business. Develop and maintain strong ties to Sales, practice and program delivery management to ensure desired linkage between all teams.

Storage Area Network Manager for large 7x24x365 IT environment with 40 fabrics, 12000 ports, 180 arrays with 3.0 PB of storage, 2000 servers across 6 locations around the globe.Provide direct management to 17 technical individual contributors, SAN Architects and Sr. Storage Administrators. •Responsible for storage/SAN planning, forecasting, procurement and deployments.•Customer briefings and tours to showcase how EMC uses its own product set to run the business and demonstrate the applied value proposition in a practical Operations environment.•Mentor team of IT professionals to achieve assignments and project goals within estimated time frames.•Customer Relations - develop and maintain mutually beneficial partnerships between the business and technologies groups. •Service Level Management – perform in depth performance analysis to determine if existing systems and operations are meeting service level agreements.•Innovation – Business analysis followed by design and implement effective solutions to ensure systems keep pace with corporate strategic planning goals.•Mentor staff to apply a best practice in the area of Application Alignment methodology, leading to optimal investment practices in infrastructure based on an objective understanding of business process criticality.