Dell Services Sales Representative Netherlands Medium Business in Amsterdam, Netherlands
Team member responsible for driving the sale and 'attachrate' of the Dell services portfolio providing specialist & expert knowledge to the Dell sales teams (the core sales community).
The role entails both business development activity with the core sales community by supporting and driving: lead generating, services offering awareness, launch events, focus days, providing trainings as well as direct customer engagement by phone and by direct customer engagement face to face.
The Dell service's portfolio encompasses the entire services offering during the lifecycle of Dell's products & solutions from plannign and design, configuration and deployment services as well as support and asset recovery and recycle services.
Principal Duties & Accountabilities
Deliver on-going communication and trainings to Sales teams to ensure a consistent and cohesive message to the customer
Acts as a subject matter expert on the Services portfolio and engages with the sales organisation to detect, qualify opportunities drive Services sales and and/or exceed the sales plan objectives;
Direct engagement with customers with specific purpose to sell the Dell Services Value Proposition. Identifies customer needs/requirements and recommends/quotes appropriate Dell (GSD) Services offering
Engages on all large bids – both client and enterprise portfolio with specific purpose to sell the Dell Services Value Proposition. Identifies customer needs/requirements and recommends/quotes appropriate Dell Services. Manage the coordination of extended teams on all relevant sales engagements to ensure positive end-to-end customer experience.
Works with Core sales team as well as Client and Enterprise Sales teams to enable sell of Deployment, Implementation and Consultancy services and provide on-going inputs to key bids to ensure a consistent and cohesive message to the customer.
Pro-active territory planning, detection, pipeline management and reporting
Keeps up to date with current industry trends and fully assess the impact on Dell customers and potential customer
Works cooperatively with all Dell functional individuals and managers, sponsors and institutionalizes innovative ways of working in teams to meet customer needs/sales objectives.
Relays customer feedback to assist with the future development of Dell’s technology, products, and services.
Dell EMC Customers
Sales, Client and Infrastructure Solutions team members and management
Virtual Account Team members including account executives, sales representatives, numerous product specialist roles, sales operations and pre-sales team members.
Services Peer teams: Support team, deployment delivery, peer services sales teams
Required Skills & Capabiilities
Min 2 years industry related experience preferred
Bachelor’s degree (or comparable work/think capabilities) preferred
Proven track record quickly building engagements with cross functional teams, solution oriented approach, taking initiative and an open can-do attitude
Fast learner, enthusiast and experienced in working in virtual teams.
Has a strong track record in complex sales or business development
Uses advanced knowledge to build relationships and assist sales in developing business solutions using Dell specialized products and services
Strong level of competency in providing services & total solutions as well as providing cross segment teamwork.
Selling experience in a technical environment is preferred
Strong negotiation skills and has the ability to build confidence with customers
Knowledge of Dell EMCs Services portfolio, Support, Deployment, Consultative services in client and enterprise preferred e.g. Digital transformation, As a Service concepts
Experienced and proficient at selling Services preferred