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Dell Client Executive - Pharma Market in New Jersey

Position Title: Dell Technologies Client Executive

Market: Pharma

Do you thrive in a complex, highly collaborative technology sales environment? Do you strive to sell for a consistent industry leader? If this is you, then “Think Dell Technologies!”

Dell Technologies comprises a group of strategically aligned businesses (Dell, DellEMC, Pivotal, Secureworks and VMware) focused on helping customers transform their business and IT to compete and win in the digital economy. Dell Technologies Select (DT Select) is a global organization uniquely organized to deliver business outcomes to some of the most well-known and complex enterprises while building long-term, trusted relationships with clients. DT Select accomplishes this through specialized business and technical experts focused on partnering with customers to explore transformational change via best-in-class technology, services and solutions from Dell Technologies.

The Client Executive (CE) will be the trusted advisor to CIO’s/Senior Decision Makers on an identified Dell Technologies Select account. In lock step with the Dell Technologies Architect and the Client Principal, the CE will translate the customers’ business needs into opportunities that are best supported through the Dell Technologies family of businesses. The CE will be responsible for orchestrating the short and long term strategic approach for the customer and collaboratively harness and manage all necessary resources to achieve customer and Dell Technologies objectives.

CORE RESPONSIBILITIES

This position requires an accomplished, hands-on, strategic account sales leader with a track record of outstanding sales and operational results within the high technology sector. In addition, the CE must thrive in a fast-paced environment and possess an excellent relationship-building style.

Client’s Trusted Advisor

  • Assigned to a specific DT Select account that requires global execution and has the highest complexity and strategic importance to Dell Technologies.

  • Ability to identify and validate customer priorities, business drivers, and outcomes

  • Single focal point for all Dell Technologies activities; client education of Dell Technologies solutions and organizational developments

  • Ability to translate business needs into Dell Technologies solutions and be able to position associated value add and business impact

  • Must be able to anticipates customer needs beyond existing scope of products and services to discover opportunities to position the total value of the Dell Technologies portfolio across the strategically aligned businesses (Dell, DellEMC, Pivotal, RSA, Secureworks, Virtustream, VMware)

Trusted Advisor for your Team

  • Operate as if you are the CEO of a $100MM+ publicly traded company

  • Serve as the lead to the global account team and lead activities of all aligned resources to ensure compliance with tactical and strategic objectives.

  • Responsible for managing and inspecting the business across the 7 strategically aligned businesses including all financial forecasting and performance.

  • Responsible for managing and enhancing the executive sponsor relationship for your client by keeping your executive sponsor informed about key priorities and critical concerns coming from your client

  • Works with strategically aligned business partners to develop, execute and communicate overall global account strategy to all constituents; communicates organizational and functional strategy and translates it into goals.

  • Ability to implement standardized sales processes, pricing, contracting, support across all 7 SABs making it easier for your client to do business with Dell Technologies

DESIRED SKILLS

  • Excellent communication skills inclusive of executive communications and presentations; comfortable selling to all levels of an organization including extensive experience in the “C” suite

  • Practical understanding of virtualization, big-data, security, data storage, private cloud and hyper-converged solutions, as well as the solution’s value when mapped to an account’s business needs

  • Ability to quickly articulate the value of Dell Technologies Select

  • Build and manage a high performing team around a common goal or vision that can execute a complex, highly matrixed sales strategy in a very competitive market.

  • Strong technical acumen and the ability to align customer business challenges to the Dell Technologies portfolio and the desired business outcomes they can achieve

EXPERIENCE / QUALIFICATIONS

  • Typically requires 15+ years of successful technology selling experience in a similar market

  • Generally requires a Bachelor’s degree, MBA preferred, equivalent experience accepted

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