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Hope it fits somebody from this list.
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JOB DESCRIPTION To apply for this position, please send e-mail to:
infolatam@proactel.com with attached rιsumι, salary requirements and cover letter (optional). All required documentation in English. Former or current employees of SUN, NOVELL, UNISYS, HP, ORACLE, NCR, STRATUS or any other similar company are encouraged to apply. SERVER INFRASTRUCTURE PLATFORM TECHNOLOGY STRATEGIST THE COMPANY: Our Client is a world-wide large IT company. MAIN OBJECTIVE: The Enterprise Technology Strategists (ETS) is responsible for understanding the competitive situation and define the right approach to sell the value of the company technology to win the opportunity providing presentations targeting CxOs (CEO,CTO,CIO,COO) and Business Decision Makers (BDMs) of large Enterprise Customers. ETS take key learning from customer engagements and share them with the Business Groups in order to drive change in the company. The professional will work with the field to build a community of competitive workload leaders that will share best practices with their peers and serve as an additional source of feedback to the Business Groups. The professional must also prepare a virtual network of professionals who can attend the same needs in the Upper Mid Market The responsibilities & activities are: Customer Engagements through evangelization about Server Infrastructure Platform such as Operating System, Networking, Internet Server, in competitive escalations, driving to Wins and high satisfaction with the account teams/partnersCustomer Feedback to Corporate and the Region Competitive Community Development participating in local and corporate training, meetings and other related activities. Field Enablement building a virtual network of professionals comprised by Terchnical Specialist and partners to attend Corporate Accounts and Upper Mid Market MAIN DUTIES & RESPONSIBILITIES (JOB DESCRIPTION): The Enterprise Technology Strategist primary focus is on helping the field to win competitive opportunities. The Enterprise Technology Strategist will be responsible for conducting and commissioning deep analysis of their focus areas competitors, communicating internally to senior executives regarding the potential implications of those competitors strategies and actions to the company, and contributing to the formation of the overall compete strategy from a pre-sales perspective in the region. The position will involve close collaboration across multiple groups at the company, including the product teams and the worldwide field organization. In the first 3 months,
the position will focus on identifying the stakeholders, and streamlining and consolidating all existing efforts around the given competitors. Moving forward, the position will take the lead as the go-to person where those competitors technologies and products are concerned, helping to shape the companies strategies around product development, packaging, positioning, PR, marketing, etc. This will be done with the assistance of the corporate CATM Compete Team. Competitive situations in the field are handled using the CompHot competitive escalation process. The ETS is also responsible for making sure that each and every escalation request is handled correctly and that the customers (the company field sales force) rate the escalation program highly for its responsiveness and reliability. In addition, this individual will manage a system that allows any authorized employee in the region to get an accurate picture of all competitive escalations because this person will be obsessive about keeping information up-to-date. Management will be made immediately aware of any issues which require their attention, but this person will be able to make all day-to-day decisions related to running the escalation process. Specifically, this person will be responsible for: 1) Customer Engagements Monitoring incoming escalation requests. Cataloging and prioritizing each request; and as needed, communicating with the requestor for additional information. Handling and executing on the escalation requirements of those escalations that are assigned to them. Making sure that all escalation information is complete and up-to-date. Organizing the various meetings required to resolve escalations. Identifying escalations which may be reporting difficulty. Providing interim support for escalation owners who may be traveling or are otherwise out of touch. Creating reports that analyze data tracked through the escalation tools and systems. Monitoring and providing gap analysis information on escalation content. 2) Customer Feedback Develop a monthly key learning report for competitive escalations. Participate in the creation and execution of Business Group Reviews. Help drive appropriate product group research with customers. 3) Competitive Community Development Run an effective competitive community per the Global Field Leadership program from CATM (Competitive Account Technical Management team) Corporate. Ensure effective roll up of community feedback across the region.
4) Field Enablement and Training Ensure the field stays up to date on the latest competitive trends and strategies for your given workload. Effectively manage time and engagements to ensure one to many field education occurs when visiting subsidiaries within the region. This is a relatively new program. This person needs to be able to deal effectively with ambiguity and change. At the same time, the goal is to put together a well-running, finely-tuned program focused on reliability and consistency. It is critical that this individual be able to enhance and improve the process based on input from the field, from the product groups and from executive staff. At all times, there is the potential for a fair amount of stress as we will be constantly involved in competitive deals that are in crisis. Position Scope This position has a Latin America Regional scope. The CATM team is responsible for making sure the field fully understands our competitors and how to win business in situations where those competitors are present, as well as providing competitive insights to the product marketing and sales strategy groups in Corporate; as well as the Regional Management team. The management of the company needs to understand where the competitive challenges are, and where they can win or lose. This information results in more competitive products, sales processes, and services. A key part of the escalation program will be developing those lessons learned from competitive engagements. These lessons learned will be shared with the business groups and may impact the way we design and develop future product releases. It is not an overstatement to say that the results of this program will be felt throughout the company, and will be reviewed by people throughout the management chain. Position Key Decisions this job makes The ETS will be responsible for identifying which competitive technology aspects form the most important threat to the company's business, and will also be responsible for defining possible strategic responses to these. The ETS will be responsible for deciding how to best enable the technical field to win competitive engagements against our major competitors, and will have complete autonomy to manage the virtual teams. Based on analysis of the specific competitor(s) they will be responsible for defining what work needs to get done to better prepare our field. For competitive escalations, the key decisions are how escalations get handled and how we analyze and report back on the key data we track. Position strategy & Development The ETS must understand the company's technology direction and implementation, and complex customer and field requirements in order to lead and be responsible for the strategy, design, development, rollout and implementation of the field competitive program, as well as serve the company's executive level with pro-active and re-active reports related to these activities. In doing this, the ETS will be working closely with and facilitating a broad cross-company team in terms of developing and rolling out this program. For competitive escalations this position will have a chance to influence the development of the regional program, and will certainly play a central role in the implementation. As a member of this core team the ETS will gain rich experience in the
process, and the expectation is that they will use that experience to recommend changes and enhancements to it. Procedures & methods for performing this position The ideal competitive response will require the ETS to orchestrate complex interactions between various divisions (internal) and partners (external). Competitive efforts will invariably involve partnership with the Competitive Strategy Manager. KEY FACTORS FOR THE POSITION: Strategic Thinking Has an excellent understanding of how the company products and technology "fit" into the industry overall. Thinks ahead 12-18 months, projecting trends and devising strategies for the company to capitalize on opportunities. Decision Maker Must be able to define the right approach to each assigned escalation. Must be able to evaluate the define the proper content to win the opportunity. Must be able to perform timely triage on incoming escalations, with the goal of achieving a 24-hour turnaround time for all. Drive for Results Must drive for the result of winning each and every competitive escalation. Must drive for high customer satisfaction Communication Skills Communicates ideas and information in a form well matched to, and well received by, the audience. Must be able to communicate well with all levels of Customer Business and Technical management. Communicates effectively with the company senior management, using their time to maximum advantage. Must have excellent day-to-day interaction with larger escalation team and at corporate and account teams Planning, Organizing & Coordinating This person must keep the escalations running flawlessly; alerting management immediately when there are problems. This person must be able to juggle the demands of a heavy case load. This person should be able to leverage the resources properly building the right content and tools that spread content to sales team and managed partners. Interpersonal Skills Must have excellent day-to-day interaction with escalation desk team, field sales, subject matter experts and executives. Dealing with Ambiguity Must be able to work with a program and set of processes that are always being enhanced and are subject to change. REPORTS TO: Manager Latin America Division of the Company
THE POSITION WILL KEEP EXTERNAL CONTACTS: External Communication/ Business Relationship TS Technology Specialists will need to work with Partners in a similar way that they work with the internal team and SME (Small Medium Enterprises) sales teams. Stakeholders This person will need to work well with the members of different groups, the CATM Team, product group people, a broad range of other internal organizations, field executive staff and all account teams who create escalations. The success of the entire escalation program is highly dependent on this person doing an effective job. Key stakeholders are spread across the company. Internal Communication/business relationships The ETS will be responsible for measuring the success of his or her program regarding competitive success. Success or failure will be measured directly via regularly-measured field feedback as well as comments given by management. A more indirect measurement of success will be time to competitive response, increased engagements, wins and revenue against the specific competitor(s). In addition, the ETS will be expected to contribute to a monthly communication to field and corporate executives regarding our competitive efforts. The ETS must independently establish and maintain strong working relationships with corporate CATM, central marketing, field management, and the field overall. In addition, this person will participate in both corporate and field-driven competitive reviews. For competitive escalations; this person needs to have very strong communications skills and be able to develop good business relationships with others. The types of people they have to deal with will present challenges: escalation people that are extremely busy; account teams that are difficult to get in touch with, and product group people who may view escalations as a secondary priority. Perseverance will be an important attribute. This person will be responsible for data collection (making sure all escalation information is up-to-date), negotiating with escalation owners, and taking the escalation data and rolling it up into succinct status reports.
EXPERIENCE/REQUIREMENTS: 8 10 years of related experience Certifications in technology such as SE (System Engineer), DBA (Data Base Administrator) , SD (System Developer) appropriate certifications from different vendors will be advantageous. Oracle, Linux, Microsoft, Sun, Lotus etc.. ADDITIONAL EXPERIENCE/REQUIREMENTS: The candidate will have proven experience in IT technology industries: Experience working in a large organization. Ability to work across multiple departments. Knowledge of Oracle, Linux (IBM), SUN Microsistems, Microsoft, Lotus, Java, Open office technologies Ability to work in a fast-paced, stress filled environment. Skilled at using Technology applications Speak fluently English, and at least one of Brazilian Portuguese and Spanish EDUCATION: 1. Bachelor's degree or equivalent experience or equivalent experience in position of similar nature. 2. Master Degree a plus JOB LOCATION: FT. LAUDERDALE/MIAMI, FLORIDA COMPENSATION: The company is prepared to offer a competitive compensation package that will consist of a base salary commensurate with the candidate's experience as well as other company's benefits. OTHER BENEFITS: Stock award program saving plus 401 (k) plan Medical Dental Life Insurance Accidental Death and Dismemberment AD&D) Long Term Disability Flexible Spending Accounts Group Legal Plan Stay Fit Program Extras and Activities
