Solutions Principal UK&I

Job Location: Bracknell, United Kingdom

GENERAL SUMMARY
Responsible for driving Practice bookings through the EMC field account and services sales teams. Provides sales support and lead proposal scoping and levels of effort with Practice Managers, Program Engagement Managers (if applicable), Lead Consultants, and applicable delivery consultants in order to produce a quality proposal. Partners with the field Account Managers and Client Solutions Director (and/or Managing Client Solutions Director) to maintain coordinated account selling efforts. Partners with the assigned Program Engagement Manager to drive follow-on opportunities within active accounts. Provides sales support in LOE and coordinates the development of Pratice responses to an RFP. Transitions work to delivery organization through MP.
PRINCIPAL DUTIES AND RESPONSIBILITIES
Experienced, fully competent in business development duties. Works independently to:
Coordinate sales efforts with delivery management and practice management team
Participate in regional marketing events to promote Practice.
Deliver accurate weekly bookings forecast within assigned territory.
Participate in account relationship and issue management activities.
Maintain proficiency in focused offerings, value propositions, and representative case studies.
Conducts business development activities with broad application of principles and concepts. Maintains a strong working knowledge of other related fields in competency area.

EMC Proven Professional Certification desired.
Build and maintain Practice engagements on a selected list of focused accounts agreed with management within the assigned territory.
Define, develop and implement actions according to account plans on selected focused accounts with account teams.
Drive Practice business development with CSDs/MCSDs to support presales activities, with a primary focus on identifying, scoping and proposing engagements.
Coordinate sales efforts with delivery management and practice management team.
Participate in regional marketing events to promote Practice.
Develop new business opportunities on focused accounts.
Deliver accurate weekly bookings forecast within assigned territory.
Adhere to CSIS and EMC sales process and methodologies on all opportunity pursuits.
Participate in account relationship and issue management activities.
Maintain proficiency in focused offerings, value propositions, and representative case studies.
Provides resolutions to a diverse range of complex business problems. Uses judgment to identify, scope and propose a diverse range of engagements.
Ensure formal contractual mechanisms (i.e. SOW) are established and maintained within active accounts .
Define, develop and implement actions according to account plans on selected focused accounts with account teams Develop new business opportunities on focused accounts.
Develop new business opportunities on focused accounts.
Achieves organizational goals set for them. Failure to obtain results or erroneous judgments or recommendations would normally have serious results and may require substantial expenditure of resources to correct and/or achieve.
Single point of contact for CSD coordinates project activity. Frequent inter-organizational and outside customer contacts. Represents the organization on sales leads.
Degree or equivalent and 5+ year's business development experience in a consulting and/or professional services environment.
Ideally possess at least 3 years of experience within area of expertise or specific Practice focus (Telecommunications, Financial Services, Healthcare, etc.)
Proposal writing.
Excel Skills - Modeling
SKILLS
Presentation skills.
Sense of urgency.
Interpersonal skills.
Conflict resolution skills.
Time management skills.
Negotiation skills.

Job ID: 117619BR

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