Dell CPSD Partner Account Manager in Dubai, United Arab Emirates

Why Work at Dell?

Endless challenges and rewards. Opportunities on six continents. A team of colleagues fueled by collaboration. All this, and a company deeply committed to integrity and responsibility.

The Converged Platform Solution Division (CPSD) of Dell EMC invented converged infrastructure and became a billion-dollar global market leader in under 5 years. With expansion into high growth markets such as Hyper-Converged Infrastructure, PAAS and IAAS, CPSD is leading the charge once more as customers look for strategic partnerships to help them digitally transform. We have evolved our strategy to have the industry's broadest CI/HCI portfolios from Blocks, to Racks and Appliances. As part of Dell EMC, we are innovating at increased speed to deliver on speed to value implementations of IT transformation for our customers.

We are investing in people who are as passionate as we are in delivering outstanding value and first class experiences to our customers. If you enjoy the challenge of building a career within a dynamic and evolving global technology organization - bring your ideas, creativity and ambition to CPSD. Success happens here and we want you to be a part of it.

Role:

Manages existing channel partners

Works with channel partners to identify and qualify mutually rewarding sales activities, strategies, and business opportunities

Provides channel partner feedback to the company to match market needs with company products

Identifies and qualifies new distributors

Develops, motivates and coordinates Dell sales team and Channel sales team to optimize sales execution

Interfaces with the channel to ensure that service level agreements are met

Customarily and regularly engaged at client facilities

Supports complex accounts and some large accounts

Gains access and manages relationships with senior level leaders and executives

Identifies business trends and leverages strengths of the channel to create a differentiated offering and position ourselves to capture business

Uses complementary solutions from the Channel as a competitive strategy Interfaces directly with larger, more complex customers to ensure satisfaction with our solutions

Identifies opportunities for Channel Partners to fill a geographic or vertical coverage gap

Identifies appropriate products and services to meet the full range of the channels needs

Identifies cost effective and practical alternatives for the channel by bundling products/service “solutions” to maximize our opportunity while meeting customer’s needs

Point of contact for escalated issues

Professional Experience:

  • At least 4-8 years Channel Sales experience

  • Define solutions with CPSD sales team to support customer business requirements and future strategies

  • Builds business cases (including ROI & TCO analysis) on IT transformation to present to C-Level System Integrators and Service Providers/MSPs

  • Leverage knowledge of competitive solutions to effectively address and dispel customer objections to CPSD solutions, and train the account and partner teams

  • Establish relationships with the CPSD investor account teams, partners and customers in support of sales team objectives and engage and leverage corporate resources, abilities, budgets and personnel as appropriate

  • Presents and markets the design and value of proposed CPSD solution and business case to customers, prospects and CPSD management

  • Possesses detailed product/technology/industry knowledge. Knowledge of job associated software and applications.

Skills:

  • Consultative approach and a proven track record

  • Converged infrastructure

  • High level business case development

  • IT strategy, vision and goals

  • Adaptable and flexible

  • Time management skills

  • Results driven with a sense of urgency

  • Communication skills

  • Ability to influence others to achieve results

  • Organizational skills

  • Cross-Functional skills

  • Customer Focused