1© Copyright 2011 EMC Corporation. All rights reserved.

Sales Talent Academy

2© Copyright 2011 EMC Corporation. All rights reserved.

Sales Talent Academy program

Level 1: SA certification

• 6 weeks• Fundamentals• Cold calling

focus• Base Salary

Level 2: SA on the job

• 12 weeks• Lead

generation• Aligned with

Sales TA/ hierarchy

• Base Salary + SMBO

Level 3: ISR or IPTR certification

• 8 weeks• specialised

tracks for either ISR, IPTR

• Theory & Practice

• Base Salary + SMBO

• STA program: 26 weeks in total

• Proven lead generation experience

3© Copyright 2011 EMC Corporation. All rights reserved.

26 weeks: Sales Talent Academy

SA certificatio

n

SA on the job ISR IPTR

• Technology fundamentals• Business fundamentals• Cold calling / soft skills workshops• EMC base solutions

• Lead follow up• Lead qual. After marketing campaigns• Cold calling• Productivity metrics: 60 calls/day, 4 leads/day

• IT industry workshops• Market vertical • Channel knowledge• Competitive training• Sales tools & processes (DXP, SFDC, Pricing...)•Opportunity qualification• ISR certification

• Channel knowledge• Partner recruitment• Competitive training• Sales tools & processes (CXP, SFDC, Pricing...)• Team lead essential•IPTR certification

OR

4© Copyright 2011 EMC Corporation. All rights reserved.

STA recruitment• Recruitment of Graduates with:

– 1 to 2 years experience in Sales– Hungry to achieve and demonstrate their sales skills

ability cold calling and generating leads• Promotion to ISR or IPTR on successful completion of STA

program Graduates need to successfully pass written and verbal exams Graduates need to meet performance metrics criteria as Sales

Associate on the job to stay in EMC and move to next level

– Flexible, ability to move:• To Ireland

For the duration of STA program (26 weeks) Or after if Inside Sales role located in Ireland

• Or any other location due to business requirement

5© Copyright 2011 EMC Corporation. All rights reserved.

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