Client facing individual contributors responsible for selling Dell's full product and service lines (Pro Consult & Pro Manage) to new and existing customers in specified segments. Solution and relationship focused and maybe specific to a practice area. 100% presales.
Accountable for achieving closure on large value and complex service opportunities Overall accountability for all aspects of allocated opportunities, account campaigns, bids and proposals to the point of signature Responsible for the development and planning of sales strategy on target accounts to achieve long-term sales and establish long term relationships Manage the coordination of extended teams on all relevant sales engagements Facilitates account and opportunity planning sessions to develop clear strategies, value propositions, tactics and actions to win complex services Works with Sales teams to sell services and provides on-going communication with Sales teams to ensure a consistent and cohesive message to the customer Stays up to date with new Services offerings and Solutions Delivers exceptional customer experience in alignment with Dell Standards Represents Dell in an appropriate professional, ethical and competent manner Keeps up to date with current industry trends and fully assess the impact on Dell customers and potential customers Works cooperatively with Dell colleagues Relays customer feedback to assist with the future development of Dell's technology, products, and services.
Sponsors and institutionalizes new and innovative ways of working in teams to meet customer needs/sales objectives.
Works effectively with functional leaders throughout the organisation/models effective team leadership.
Finance & legal
Partners (Dell Services Providers for services delivery) EMEA services teams
Has a strong track record in complex sales
Fluent in English.
Experienced and proficient at selling Consulting and Managed Services
Strong negotiation skills
Has the ability to build confidence rapidly with customers
Highly proficient in creating new sales acquisitions
Experienced and proficient at working to CIO and next two levels down
Technical background as Solution Architect or Project Manager or Program Exec in one of the Dell ICS practices arena (Microsoft, Storage, Server consolidation & virtualization,..) and/or DMS arenas (MDS , MCS , ARS , CFI ,..)