Dell is looking for people who have a strong sale and technical background in building relationships and a true passion for selling and acquiring new accounts to provide best solution for our customers
The Job Description :
Uses thought leadership to build customer relationships and assist customers in developing business solutions using Dell products and services.
Proactively identifies and solves customer business problems by providing subject matter expertise and by using higher complexity product and services lines to create solutions.
Manages a territory or group of accounts to ensure opportunities are identified and closed.
Attains volume objectives.
Refers leads beyond the scope of this job to other sellers within the organization.
Usually assigned an overlay or shared quota.
Deployed against qualified opportunities.
Customarily and regularly engaged at customer / client facilities and delivers high impact presentations leveraging strong technical skills.
Understands and communicates technology roadmaps and vision and associated technical advantages of the proposed solution.
Recommends product and service configurations to assist with overall system design and integration.
Solution approach based on : Microsoft, Oracle, Symantec, Red Hat and Vmware
Licensing understanding of : Microsoft, Oracle, Symantec, Red Hat and Vmware
Coaches others in closing complex deals and assists others in keeping up-to-date on Dell’s technology, products, and services.
Overview of Daily Tasks :
On site customer visits.
Daily communication with inside and outside team members
Email Management and correspondence
Sells multiple LOBs and / or high-end solutions.
Sells to a small number of medium to large accounts, or owns small to large size accounts in a specified territory.
Will typically deal with more than one decision maker unless dealing with multiple small / medium business owners across a broader account set.
Knowledge, Skills, and Abilities
Exhibits a broad base knowledge of multiple or related industries as well as an acute business understanding
Organizes internal / external resources in response to customer needs.
Articulates how the Dell business model relates to selling Dell products and services.
Key point of contact for customer but may escalate customer issues / concerns as appropriate.
Works with minimal direction.
Work is guided by sales objectives
Independently develops solutions that are thorough, practical, and consistent with functional or customer objectives.
Provide guidance, direction and subject matter expertise to lower level representatives.
Take ownership of a particular solution offering
Lead technical presentations, demonstrations and developer-centric product evaluations
Develop and execute a solution strategy and business plan that support product growth
Survey market landscape for solution insights, direction, vendors, and methods
Help sales and marketing activities for the Software and Peripherals offering
Define and present implementation architectures and project blueprints for customers and partners
Develop, use case demonstrations and proofs of concept in collaboration with sales, product specialists and product development
Lead technical responses to RFI / RFP
Maintain highest level of technical and market knowledge; create thought leadership through writing, user group presentations
Act as customer and partner advocate for project success and best practices
Experience and Skills Required
Previous experience in complex IT solutions implementation
Previous experience in large accounts relationship
English fluency is required
Undergraduate degree and 4-6 years relevant experience or Graduate degree and 2-4 years relevant experience
6-10 years of relevant experience or equivalent combination of education and work experience.
Knowledge of technical products, vendors, and families of technologies.
Oral and written communication skills to communicate with customers, support personnel, and leadership
High software technical knowledge
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