马雪亮 Email and Phone Number

帮助解决客户的特殊需求和策略实现目标。作为客户员工的扩展，保持对于客户环境持续的了解，配合其审核项目计划，帮助识别风险，并且可以在项目部署的生命周期内提供最佳实践的指导。同时配合供应商实现高级别且快速的技术支持。提供访问丰富的虚拟化知识库，协调各类产品团队和后台专家团队的相关资源并进行有效沟通，发掘客户对于其它产品的需求。重点帮助客户确保其虚拟化的成功部署和最大限度的实现其虚拟架构的ROI目标。

1. Gathers and assesses customer technical needs;2. Identifies related needs (lead generation, opportunity expansion)3. Identifies site-specific parameters and constraints that impact the solution4. Identifies probable competition5. Solicits inputs from other experts as required6. Investigates and optimizes a solution's fit to the requirements of an opportunity7. Adapts solution design to new requirements8. Establishes the validity of a solution and its components9. Generates an implementation plan with timelines for the solution10. Creates the appropriate test plan as required11. Anticipates some of the potential challenges for the proposed project plan12. Assists peers in area of expertise as needed13. Maintains excellent communications with customers14. Advances opportunities through the use of effective consultative selling techniques15. Builds customer loyalty through being a trusted advisor16. Partners effectively with others in the account to ensure problem resolution and customer satisfaction17. Actively supports the account team with solution advice, proposals, presentations, and other customer communications18. Engages appropriate additional technical resources as needed19. Provides support to deals in the pipeline where needed20. Contributions have some impact in assigned territory or Regional BU21. Contributes to the presales direction for the Country or some areas of a BU22. Breadth of influence goes across the Presales and Sales organization within the Country and is sought, valued and used

独立进行客户拜访与技术交流并使用技术手段增加客户黏合度。根据客户需求，针对虚拟化产品，规划并设计整体解决方案。通过自身技术能力放大客户采购需求，并帮助客户经理赢得各类销售订单，配合其完成项目投标活动中的各类技术支持工作，增加项目中标率。对于项目拥有在技术层面的把控能力以及全局的影响力，同时通过自身经验判断项目赢单机率，为客户经理提供技术层面依据，避免不必要的资源投入。配合行业开拓与市场营销活动进行相应技术展示，通过自身技术实力与讲解能力提升品牌知名度与影响力。

配合客户经理进行客户拜访和技术交流，挖掘客户需求。根据客户需求，针对服务器存储产品，设计相应的技术解决方案，并进行客户讲解和演示。配合客户经理完成项目投标活动的技术支持工作，如投标技术方案的确定、投标讲解和客户答疑、技术谈判等。同时配合市场营销活动进行相应技术展示。并通过培训等手段，提升销售人员及合作伙伴的技术能力。