Dell Territory Account Executive in California
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This is a quota carrying sales role targeting the Enterprise business market for RSA product lines. The candidate is responsible for generating net new business as well as for maintaining and growing relationships within a given territory.. Daily responsibilities will include end user sales calls, joint account calls with various internal and external partners, cold calling, forecasting and other sales related activities.
Principle Duties and Responsibilities
Achieve both quarterly and annual sales goals and objectives
Responsible for the overall sales strategies and generating results across all key Accounts
Responsible for managing environments suited to instill best practices across all key Accounts
By leveraging appropriate RSA/EMC offerings and expertise they will endeavor to objectively address customer needs in an effort to become their Trusted Advisor
Identify and close new information security sales for the defined account set
Maintain current and rolling 12 month forecast and pipeline
Manage consistent prospecting activities including but not limited to cold calling, seminar management and partnering with business partners
Expand current customer base as well as land net new accounts and sales
Insures high post-sales satisfaction that enables repeat business with customers
Shorten the sales cycle by focusing the customer on core problems and solutions
Collaborate with and manage team members to solve complex information security problems for customers
Maintain RSA product knowledge as well as stay current with industry trends and technologies
Crucial for success is the candidate’s ability to work with, and drive, the Virtual Team. Engaging effectively with Professional Services, CSI community, Product Management, Technical Consultants & EMC resources when required.
Strong technical aptitude and the ability to apply technology to solve business problems
Proven ability to achieve results working with complex organizations, both internally and externally
Strong organizational skills and ability to work in a matrix environment
Ability to excel managing complex, matrixed customer and internal organization
Ability to influence others to achieve results
Ability to manage teams and resources in a highly matrix environment
Understanding of relevant market trends and opportunities
Excellent and proven presentation and Consultative skills
Negotiator - can reach appropriate resolution in many varied situations without damaging internal or external relationships
Typically requires 8+ years of related experience in a relationship selling role with a Bachelor’s degree
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.