Dell Account Executive 4, Services Sales in New York, New York
(New York metropolitan area – New York City, USA)
Dell Technologies provides the technology that transforms the way we all work and live. But we are more than a technology company — we are a people company. We inspire, challenge and respect every one of our over 130,000 employees. We also provide them with unparalleled growth and development opportunities. We can’t wait for you to discover this for yourself as a Account Executive on our Dell Technologies Services (DTS) sales team.
Dell Technologies 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.
Dell Technologies Services (DTS) is currently seeking to add a Account Executive (AE) , which is an outside Solution Sales Specialist role, to our team in the New York metro area for our Enterprise customer segment. The role is responsible for growing Dell Technologies penetration of the DTS offerings (Consulting, Deployment, Support, Managed, Education and Cloud Services) within the assigned Region and Customer list. The AE works closely with many different Dell Technologies sales team members to identify, qualify, propose and close DTS business opportunities – spanning Dell Technologies’ client computing products, Dell storage & networking products, the EMC suite of products (including classic storage solutions and new converged / hyper-converged solutions) – including both SKU-based and SOW-based offerings. The AE role is a strategic, high impact individual contributor role and should be viewed as the Services Sales leader within assigned geography.
Principal Duties and Responsibilities
A quota carrying position, the AE is responsible for demand creation, pipeline management, accurate forecasting of, and achievement of the bookings plan for DT services in assigned accounts. Understand the power of credentials and is able to leverage appropriate success stories that are relevant to a particular prospect and/or sales situation. Stay abreast of status/details for each campaign and independently provide reliable booking forecasts on a weekly, monthly and quarterly basis.
In close synergy with the product sales team, strategically drive new business in selected accounts to manage assigned services sales and margin targets. Position DT Services capabilities to meet customer requirements and become a trusted advisor for services.
Build in-depth knowledge of clients' business priorities, challenges and initiatives that can be translated into DT Services opportunities. Build value-added relationships within the domain of the account and core account team. Develop the trust to independently lead solutions sales campaigns within large accounts. Possess excellent written, verbal and formal presentation skills to engage client audiences ranging from technical implementers through CTO/CIO levels.
Drive business development and pre-sales initiatives by leveraging both industry and technical background. Earn a reputation for growing and closing solutions business to be sought by Dell Technologies Sales Management to lead/drive the integration and growth throughout their territory.
Use knowledge of the customer’s industry sector, technology, processes, and consultative sales skills to assess and educate customers on value of our business expertise and associated implementation expertise. Demonstrate ability to advance sales campaigns in a needs-based and highly participative fashion including consultative dialog, cross-functional engagement (both within the account and Dell Technologies) and facilitated workshops.
Align with appropriate delivery teams to leverage follow-on business from one delivery mission/project to another. Attend major Project Milestones and Executive Reviews. Ensure effective coordination and support between account teams and supporting technical resources. Demonstrate a broad understanding of systems development lifecycle as it relates to hardware and software products.
Proven experience driving strategic consulting services into new and existing accounts while consistently achieving or exceeding quarterly and annual goals by generating and maintaining a qualified pipeline. Independently prospect and conduct new meetings on a weekly basis.
Where appropriate, leverage past experience in consulting delivery to assist in building credibility with clients.
Valuable asset to the core Dell Technologies sales team leveraging technical acumen, relationship development and consultative/solutions selling skills to facilitate a solutions-based engagement model.
Effectively leverage industry and competency resources as well as Dell Technologies business units to advance account relationships and sales campaigns.
Existing high-level relationships in Enterprise accounts
Cultivate client relationships at all levels throughout the sales and delivery process for mutual long-term success.
Strong messaging skills combined with Executive presence to deliver Dell Technologies Services value proposition in C Suite across IT and Business Unit functions.
Possess and demonstrate in-depth industry knowledge to uncover needs and create value-based solutions for the clients; proactively maintain expertise of the IT industry and competitive landscape and successfully articulate Dell Technologies competitive differentiators which will drive value for the client.
Excellent information gathering skills to communicate client business needs to delivery team for further evaluation. Ability to develop business solutions for clients and communicating them through design documents, written proposals and presentations.
Possesses the ability to challenge the customer’s status quo; with the confidence and relevant business acumen, industry/technical knowledge and consultative skills to take a position and lead the directional discussions with the customer.
- Bachelors (Non -Technical)
7 -10+ Years outside consultative/solutions experience, large enterprise customers,
$1M+ typical transaction value, selling project-based consulting services, proven track record of success with commensurate income levels
Solution/Consulting delivery experience preferred but not required
Travel ranges from 30- 50 %
We offer highly competitive salaries, bonus programs, world-class benefits, and unparalleled growth and development opportunities — all to create a compelling and rewarding work environment.
If you’re ready to get to the heart of ground-breaking products and champion innovation as an expert, this is your opportunity to develop with Dell.
Dell is committed to the principle of equal employment opportunity for all employees and to providing employees with a work environment free of discrimination and harassment. All employment decisions at Dell are based on business needs, job requirements and individual qualifications, without regard to race, color, religion or belief, national, social or ethnic origin, sex (including pregnancy), age, physical, mental or sensory disability, HIV Status, sexual orientation, gender identity and/or expression, marital, civil union or domestic partnership status, past or present military service, family medical history or genetic information, family or parental status, or any other status protected by the laws or regulations in the locations where we operate. Dell will not tolerate discrimination or harassment based on any of these characteristics. Dell encourages applicants of all ages.Learn more about Diversity and Inclusion at Dell here (http://www.dell.com/learn/us/en/uscorp1/corp-comm/cr-equal-employment-opportunity?c=us&l=en&s=corp&cs=uscorp1) .