Dell Consultant, Product Management in Bayan Lepas, Malaysia

Responsible for cross-functional management of specific product(s) or solution(s) through their entire life-cycle to achieve P&L goals. Uses technical and industry experience to formulate product/ solution strategies. Works across functional areas to implement product/ solution strategies. Analyzes markets to determine opportunities. Ensures offerings are defined to maximize profitability. Evaluates and adjusts product strategies to respond to competition. Works with product development leaders in engineering/ R&D teams to ensure customer needs and requirements are represented. Develops and maintains the product roadmap. Subject Matter Expertise(SME) for internal and external product events, including analyst meetings, press interviews, sales training and partner meetings.

Product Management

  • Primary Segment, Regional POC

  • Subject Matter Expert (SME)

  • Clearly position partner domain-aligned solutions and how customers can benefit

  • Work with cross-functional teams (Global, Sales, Marcom, Logistic, Procurement etc.) to position partner solutions appropriately and help sales to down load the order and deliver the order smoothly

  • Ensure proper positioning of partner products and solutions online where applicable

Business Management

  • Be the business owner and drive EI (Enterprise Infrastructure) P&L including revenue and margin

  • Manage partner MDF budget to maximize ROI and revenue generation

  • Assist in development and execution of program events and spiffs

  • Track and report ROI on MDF spend, Spiffs and all events

  • Market analysis

  • Pipeline Management, development and tracking

  • Provide operational support (order escalation, reporting, etc.)

  • Coordinate with Partner Team to identify measurable objectives each quarter and execute on activities needed to achieve said goals

  • Execute quarterly business reviews, both internally and with Partners

Sales Engagement

  • Evangelize products / solutions with ESG and generalist sales community

  • Support field Sales AE (Account Executive), SE (System Engineer), SC (System Consultant), TSR (Technical Sales Representative), ISR (Inside Sales Representative) and Services

  • Align partner and Dell field resources to drive new sales opportunities

  • Assist with customer facing conference calls & presentations

  • Promote and provide deal registrations

  • Manage quoting process and pricing guidance

  • Actively manage partner sku catalog to ensure accuracy, properly maintain active or inactive sku’s and provide part numbers to sales

  • Leverage SalesEdge (and other tools) for development and delivery of sales enablement tools

  • Support partner events including FRS, Tech Summit, Team Meetings etc.

  • Coordinate and deliver training to Dell teams

Qualifications

  • Advanced technology/engineering skills relating to design, test and quality

  • Advanced understanding of business goals and objectives as they relate to customer use cases and solutions

  • Strong leadership skills for driving cross functional groups

  • Excels in understanding competitors and their products as well as potential partner relationships for the product along with Business Development.

  • Typically requires 12+ years of related experience in a professional role with a Bachelor’s degree; or 8+ years with a Master’s degree; or 5+ years with a PhD; or equivalent experience