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Dell DFS Go-To-Market (GTM) Planner & Resource Manager in Bucharest, Romania

Role Responsibilities:

  • Work with Sales Leadership to define and operationalize GTM strategies and priorities include sales coverage & alignment.

  • Create and maintain DFS org charts and sales coverage model slides (incl. key metrics like Dell sales headcount).

  • Participate in initiatives related to quota and account assignments to drive global standardization, process efficiency, compliance/controls, data integrity, and DFS alignment to Dell

  • Maintain DFS Account Master Files – review accounts moving segments, impact on quotas, and overlapping rules with DFS EMEA. Resolve issues with suspended rules and investigate account assignment conflicts between various data sources.

  • Review intra-quarter account movement requests: evaluate impact on quotas, document rules-based-assignments account exceptions, communicate with impacted stakeholders, obtain necessary approvals, & coordinate updates in systems

  • Manage territory alignment process driven by in-cycle quota changes relating to attrition, new hires, role changes, Dell segment changes, and any other discretionary change as guided by FP&A.

  • Manage DFS planning timelines & business partner deliverables, including coordinating with DFS SFDC Admin, DFS Business Intelligence, DFS Dell Global Analytics for account assignment updates in various systems.

  • Participate in pay reviews leveraging sales compensation analytics to provide root cause analysis of large over/under variances, interlocking with business partners to resolve issues and drive proper compensation decisions.

  • Track Global Alliances end user volume and Global Accounts volume

Skills Needed:

  • Communication & influencing

  • Problem-solving & dealing with ambiguity

  • Ability to drive results and provide recommendations proactively & independently

  • Attention to detail & good time management

  • Advanced Excel skills

  • Experience managing large data sets

  • Business acumen with understanding of sales, sales motions, GTM strategy, Sales Comp, KPIs, RBA, SalesWorks

  • Emotional intelligence such as empathy & relationship management

Primary Business Partnerships:

  • Sales Leadership (RSD, Manager)

  • Regional DFS Finance teams

  • Sales Compensation Team

  • Salesforce Admin

  • Dell GBO / Dell Sales Strategy & Planning / MDG (Master Data Governance)


  • Bachelor’s degree in Finance / MBA or a related field preferred

  • Two to Five years of experience in Finance preferred

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What’s most important to us is that you are respected, feel like you can be yourself and have the opportunity to do the best work of your life -- while still having a life. We offer excellent benefits, bonus programs, flexible work arrangements, a variety of career development opportunities, employee resource groups, and much more.

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