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Dell Account Executive 5, Business Development - Sales in California

Dell Technologies ( , We believe that technology is essential for driving human progress, and we’re committed to providing that technology to people and organizations everywhere so they can transform the way they work and live. Join our sales team and be a part of our story. Dell Technologies provides customers of all sizes – including 98 percent of the Fortune 500 – with a broad, innovative portfolio from edge to core to cloud. Dell’s offerings enable organizations to modernize, automate, and transform their data center while providing today’s workforce and consumers what they need to securely connect, produce, and collaborate from anywhere at any time. Customers trust us to deliver technology solutions that help them do and achieve more, whether they’re at home, work, school, or anywhere in their world. The companies’ Infrastructure-as-a-Service and Platform-as-a-Service solutions are built to address the complete spectrum of enterprise and cloud native workloads, supporting multi-cloud architectures seamlessly integrated into on-premises private clouds, and offering a full-stack managed service capability that spans on-and-off premises infrastructure. Human progress is a journey, one we believe should be traveled together. Whether you know our journey well, or you’re just beginning yours, we’re honored to embark upon it with you. Dell Technologies is headquartered in Round Rock, Texas.

The Business Development Manager provides value to the field Sales organization and our customers by solutioning, negotiating and closing Managed Services (MS) opportunities for Dell Technologies solutions. The role requires leadership in the development of IT strategy, service offerings, implementing new business models and solving complex problems with technology that create value for the customer. Working directly with the customer to understand their vision and the challenges preventing its realization, and the sales and delivery teams to develop MS solutions to accelerate customer transformation. Participates in the value proposition development process for prospective clients to include program capture, proposal response, and presentations to C-suite leadership throughout the sales cycle and business development activities. Clearly articulates the Dell Technologies Services value proposition and aligns those services capabilities to ensure that all projects meet deadlines while maintaining a high level of accuracy and quality. Creative problem solver, that also possess great communication skills that are complemented by presence and judgment. Upholds the highest ethical standards and Global Practice policies and procedures.

Directly supports Dell EMC Core sales driving Managed Services pursuits from qualification to close.

Specific responsibilities include: Communicating the Dell Technologies Advantage message and demonstrating its value through the sale and delivery of Managed Services offerings that integrate the products and services of Dell, Dell EMC, and VMware.

  • Develop 18 month sales strategy, annual campaign plan and quarterly committed sales opportunities to ensure growth of new business and cultivating new services that increase existing customer satisfaction

  • Partner with Dell Client Executive, Transformation Program Office, Major Account Manager, Services Account Executive, and Solution Delivery Manager to develop solutions that deliver value for the Customer

  • Align Dell Technologies Managed Service value proposition to the customer’s business challenges and mission

  • Responsible for ensuring the accuracy and compliance of the business/financial model (revenue, expense, margin and rate structures) creation

  • Ensure compliance to deal pursuit and governance process

  • Market MS internally to ensure awareness in Dell Technologies Select and Dell Core Sales organizations

  • Lead sales process, negotiations of contract terms and Statements of Work

  • Participate in the Dell QBRs and Strategic Account Growth Planning sessions

  • Responsible for the overall Managed Service design, delivery models, SLA agreements, and cost structure

  • Strong executive communication and ability to influence across the C Suite

  • Skilled in: Negotiations, Networking/strong relationship-building skills, Presentation/poise, Program management, Problem-solving/analytics, Multi-Cloud, IaaS, PaaS, Storage as a Service, Backup as a Service, IT outsourcing, Bid process management, program/project delivery, Deal structuring/solution development. Qualifications: 5+ years successfully selling IT Services or OutsourcingBachelor’s degree required, MBA a plusAbility to work remotely - completely self-sufficient in a remotely managed settingProficiency in MS Office tools and SalesforceFlexibility for travel 50% Dell is committed to the principle of equal employment opportunity for all employees and to providing employees with a work environment free of discrimination and harassment. All employment decisions at Dell are based on business needs, job requirements and individual qualifications, without regard to race, color, religion or belief, national, social or ethnic origin, sex (including pregnancy), age, physical, mental or sensory disability, HIV Status, sexual orientation, gender identity and/or expression, marital, civil union or domestic partnership status, past or present military service, family medical history or genetic information, family or parental status, or any other status protected by the laws or regulations in the locations where we operate. Dell will not tolerate discrimination or harassment based on any of these characteristics. Dell encourages applicants of all ages. Read the full Equal Employment Opportunity Policy here ( .