Dell Account Executive - Acquisition in Melbourne, Australia
The Dell EMC Acquisition Enterprise Account Manager (EAM) is responsible for Customers with the greatest strategic and economic value to Dell EMC.
The acquisition EAM’s core objective is to orchestrate many people’s actions (both internally and externally) to find and prosecute revenue opportunities in accounts that have low historic business volumes with Dell EMC or transact in less than two product lines. The acquisition EAM plays an important role in building executive relationships and driving incremental revenue. They will work in close coordination with the Local and Regional Field Sales Teams as well as the Business Units. The acquisition EAM will also partner closely with the Geo Leaders, Country Managers and BU Leaders to influence them to ensure availability of appropriate resources to support the opportunities.
PRINCIPAL DUTIES AND RESPONSIBILITIES
Business Vision and Strategic Engagement
Demonstrates a high level of Industry and Customer understanding. Should be able to articulate a clear vision of where Dell EMC can deliver unique value. Build a strategy to ‘bridge’ the high level business goal of the customer to Dell EMC’s value proposition and work with the field teams to drive a strong tactical plan. He/she should be able to become a ‘Trusted Advisor’ of the customer.
The EAM is expected to engage and build strong working relationships across senior-level (CXX) decision-makers. The EAM should develop mutually beneficial business opportunities with these key contacts.
Leadership of the One-EMC Team
Provide resilient and credible leadership across multiple Dell EMC business functions and countries, at all levels within the company. Is seen as The Executive Representative for the Customer within Dell EMC APJ and can articulate EMC’s Federation Strategy. Is highly accountable and viewed as a trustworthy partner in all Customer and internal situations.
Business Growth and Profitability
Innovate and drive key opportunities, utilize the complete range of Dell EMC capabilities to maximize revenue opportunity across a broad cross-section of the Customer business. Is entrepreneurial, focusing on large-scale, high value growth opportunities with a long-term perspective. Develop ‘game-changing’ business models and utilises creative sales techniques to execute the business growth.
Ensure that processes are in place to monitor and measure Customer satisfaction and loyalty to Dell EMC. Put in place programs to constantly improve the Total Customer Experience and value from Dell EMC. Uses advanced communications techniques to ensure high levels of Customer awareness in relation to Dell EMC capabilities and value delivered.
Extend Value Through Partnerships
Maximises the engagement with the Customer through the development of value-added partnerships that extend the reach and capabilities of Dell EMC and bring incremental benefit to the Customer.
Provides accurate and timely forecast information to enable Senior Management to understand and respond correctly to the current circumstances with the Customer. Builds a comprehensive Account /Territory Plan designed to solve customer problems and achieve targets.
10+years in the IT or related industry.