Dell Global Alliances Account Sales Executive TELCO - Data Protection Solutions in London, United Kingdom
Job Title: Global Alliances Account Sales Executive TELCO - Data Protection Solutions (DPS)
The Global Alliances Account Sales Executive TELCO - Data Protection Solutions will be a Global Alliances Partners facing champion for our PDS Software Portfolio, responsible of overall development of assigned global alliance Strategic Telecom accounts across EMEA to position DP Solutions into Alliance partner portfolios and building unique value propositions around these relationships. He / she will be working closely with the Core and Regional DPS Sales, SE team and Core Alliances GAMs. Territory is EMEA for assigned accounts.
Working within a matrix organization you will be in charge of executing the go to market within your assigned Alliance partners for the Data Protection Solutions and achieve the related business objectives.
Uses a Partnership-Centric strategy to create joint solutions and Go to Market programs required to generate related DPS business opportunities.
Identifies, develops and manages relationships with assigned strategic partners in close collaboration with the concerned Alliances GAMs.
Assesses how to integrate the future direction of Dell-EMC’s Data Protection Solutions products, services, and technical support models with the future direction of the partner’s products and services to develop a common global strategy.
Develops alliance metrics to track and assess the overall success of alliances
Establishes regular interlocks across various internal and partner resources on alliance strategy, milestones and projected results.
Leads overall design of economics and engagement plan and is responsible for due diligence with concerned executives.
Institutionalizes processes/systems to share and leverage alliance management experience and know-how. Customarily and regularly engaged at client facilities.
Establishes strategic partnerships with assigned Partner organizations to provide product and service offerings to potential and existing clients
Researches, designs and delivers joint Data Protection value-based business solutions that meet exact partner’s customer-specified requirements.
Serves as main point of contact for specific alliances; coordinates alliance activities; and may participate in contract negotiations to create alliances which are strategically and financially advantageous around Data Protection Solution.
Identifies and qualifies opportunities to leverage the strategic relationship Serves as a leader on Go to Market suite information, creative product-based joint business solutions, and future product direction and strategy.
Frequently interfaces with clients and third party to develop broader alliances and identify additional opportunities for Dell EMC Data Protection Solutions
Requirements for the role
Minimum 10 years of data center specific type of sales (direct and/or indirect)
5 years+ experience in developing business with SI, SPs type of alliance partners is a must.
Strong messaging skills coupled with financial sales capabilities
Strong ability to influence and operate effectively in a matrix environment
General understanding of Data Protection Solutions needs and benefits (Previous experience in this domain is a plus)
Willingness and passion to learn more about the data protection market including technologies, trends, and the competitive landscape
Ability and willingness to maintain specific product expertise
Fluent in English speaking/writing