Dell Outside Sales Specialist, Cloud Client Computing (CCC) in Jakarta, Indonesia

We are looking for an Outside Sales Specialist III to join our top-caliber team, based in either Singapore or Jakarta, Indonesia. The Dell outside Sales Specialist’s (OSS) goal is to grow Dell Cloud Client Computing revenue and margin, primarily in Philippines and Indonesia. S/he is responsible for acquiring, developing and retaining customers to achieve this. The OSS engages in effective account planning to ensure Dell solutions are correctly positioned and their value understood by the customers. S/he maps the customer team to ensure champions help Dell win the deal. The OSS displays good financial acumen to ensure we are pricing our products to win bids while securing adequate margin improvement via Run Rate and multiple LOB sales to the account. This is an Individual contributor role.

IDEAL CANDIDATE PROFILE

The ideal candidate for this position is a person with successful sales track record and with a solid technical background. Experience in Virtualization technologies sales is highly desirable.

PRINCIPLE DUTIES AND RESPONSIBILITIES

WHAT: MANAGING THE BUSINESS (60%)

  • Manages a territory or group of accounts to ensure opportunities are identified and closed

  • Attains unit, revenue and margin objectives for CCC business

  • Proactively identifies and solves business problems faced by customer by providing subject matter expertise

  • Works with customer to move an opportunity through the funnel to successful closure

  • Engages in effective account planning to ensure Dell is working to meet needs of champions and keeping detractors in check

  • Maintains a balance of account portfolio between acquisition, development and retention accounts to ensure consistent business growth

  • Demonstrates sound financial acumen to price bids to win while putting in place margin recovery plans by selling more LOB’s and balancing bid and run rate mix

  • Collaborates with account Executives to improve overall Dell share of wallet in account across BU’s

  • Anticipates market and competitive actions and builds strategies to win and grow Dell’s business in territory

  • Collaborates with Product Group to identify gaps in product portfolio that are needed to meet customer needs better

  • Recognized by customer as a thought leader and has the executive presence to build senior executive relationships

  • Works effectively across functions at Dell to solve customer problems and deliver value.

  • Demonstrates team leadership and influence a needed to make things happen.

    KNOWLEDGE, SKILLS AND ABILITIES

  • 12 years’ experience in a IT direct sales role

  • Desktop Virtualization sales experience with Dell Wyse, Citrix Xen Desktop/XenApp, VMware Horizon View, Microsoft highly desirable

  • Good understanding of VMware vSphere, vCenter and Microsoft Hyper-V technologies

  • Good understanding of Philippines and Indonesia IT markets including current trends and needs

  • Strong Drive for Results and ability to work independently with minimum supervision

  • Ability to work effectively with partners, customers and internal team members

  • Dedicated to meeting the expectations and requirements of internal and external customers

  • Sound sales forecasting experience

  • Skills to develop and maintain relationships with partners and alliances

  • Solid organizational & time management skills

  • Self-Starter and strong change management skills

Job: *Product Specialist

Organization: *Client Solutions

Title: Outside Sales Specialist, Cloud Client Computing (CCC)

Location: AP-ID-Jakarta

Requisition ID: 17000HSW