Dell Global Account Director - Vodafone in London, United Kingdom

Global Account Director - Vodafone

Competitive Package

Remote - UK

People make Dell – so wherever in the world they work, everyone is rewarded for their contribution. Ready to develop your career in a truly global company? Within the Alliances Business at Dell EMC, we are looking for a Global Account Manager to join our team.

Dell is a collective of customer-obsessed, industry-leading visionaries. At our core is a commitment to diversity, sustainability and our communities. We offer unparalleled growth and development opportunities for our team members. 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.

Vodafone is one of Dell Technologies’ largest partner & customer. The business relationship is extensive, trusted and constantly developing. Companies also align in their corporate sustainability vision and cooperate on a number of initiatives in this field.

Principal Duties & Responsibilities

  • Leads the business relationship between Dell EMC and Vodafone, on a global basis, and across all Selling motions (Sell-to, Sell-in, Sell-out, Resell).

  • Builds and owns the strategy to drive a long term partnership and intimacy with Vodafone, worldwide and deliver solid revenue and margin growth. Brings innovation, thought leadership and creativity from previous experience together with industry knowledge and expertise

  • Directs all activities of the global account teams for sales, service and technical support to ensure optimum customer satisfaction with Dell EMC products and services, and orchestrates a tight interaction with Dell Technologies Strategically Aligned Businesses (VMWare, Pivotal, RSA, Virtustream in particular) . Manages and guides a large, multicultural, global virtual team and provides and delivers vertical Telecommunication focus and expertise to that team.

  • Develops strategic plans based on industry trending and customer analysis, in particular in the areas of Multi-Cloud, Network Function Virtualization (NFV), Multi-Access Edge Computing, 5G networking and IOT.

  • Directly drives and closes large deals, including Enterprise License Agreements, orchestrating the engagement of a large, global team and all associates interactions and negotiations with Vodafone.

  • Orchestrates executive engagement across the account, including a formal governance up to executive level.

  • Works with Finance, Legal, Sales Ops, and Sales Engineering groups to effectively propose innovative Global solutions. Ensures proper qualification of sales leads/opportunities and provide high quality opportunity management during all phases of the sales cycle. Identifies customer requirements that may necessitate customized and complex solutions.

  • Participates in contract negotiations. Manages the production of proposals, account or market plans, and forecast/report sales activity.

  • Prepares sales forecasts, account status reports, and recommendations to enhance account growth and revenue potential.

  • Gathers detailed information about the account (install base, financial footprint, potential revenue, etc). Identifies decision makers, understands their strategic business challenges and prioritizes opportunities critical to the account. Develops and implements a comprehensive Global Sales Plan.

  • Provides oversight and appropriate level of intervention with service delivery to promote customer satisfaction. Ensures professional sales coordination and account planning and resolves possible account ownership issues.

Required Skills and Experience

  • Extensive experience working in a GAM role for a Fortune 500 customer in a large organization, including matrix management and complex internal and external stakeholder management.

  • Demonstrated ability to understand the business requirements of the customer and build solutions that addresses the business needs.

  • Strong understanding of the Global Telecommunications industry, trends, competitive environment, technology evolutions. In depth Telecom experience is a plus.

  • Experience in closing major deals, including large and complex business case and understanding of complex P&Ls

  • Focus on relationship building with key executives throughout the ecosystems (Vodafone, Dell Technologies, partners)

  • Ability to play a lead role in driving a team of integrators, resellers and internal employees to grow market share and expand into new areas of the account and aggressively expand our relationships.

  • Strong knowledge of Dell Technologies offerings & value proposition.