Strategic
Accounts is the Engineering face of the Unified Storage Division. We
evangelize Unified technologies globally to help drive sales and gain market
share. We serve as the Engineering liaison between the Dell EMC field, our
customers and development and escalation engineering. We engage across the
entire sales cycle with the goal to remove obstacles, provide accurate and
timely information, and become trusted advisers to our internal and external
customers.
As a Strategic
Accounts team member I have served in a variety of customer-facing activities. I also have the opportunity to drive engineering requirements. I am also a resource for the local UIG field organization providing a
quick an efficient knowledge transfer.
My activities have included:
• Customer-Facing Activities
– Beta Support
– EBCs / Field Briefings
– Roadmap Updates
– Escalation / Issues Assistance
• Engineering Requirements
– Drive requirements for strategic
accounts
– Escalate issues and propose solutions
• Transparent Knowledge Transfer
– Quick and efficient access to
engineering knowledge via training etc.
– Quick and immediate escalation of sales
issues to engineering management
• Ownership of PoC's and other customer
facing activities
– This is driven out of the field
organizations
• Prolonged engagement at a single
customer site
– Too few resources to be effective
• Implementation or other Professional
Services
– Fix local resource constraints
• General Break / Fix support
– Post-sales escalations / issues for
strategic accounts will be supported on a case by case basis
• Guarantees that the roadmap will
change or that code upgrades will become available faster
– The ultimate decision is made by
engineering management
