Dell Account Executive 5, Business Development - Sales in Texas
Services Sales Account Executive - Business Development
Some of our most valuable business comes from existing customers. That’s because our Business Development Sales team takes care to forge strong and insightful relationships with them. To gain understanding of the unique and changing factors that drive purchasing decisions, the team develops connections at all levels of a client’s business. They use their insight to identify and create new opportunities – and to build the business development strategies that underpin successful sales. As well as maximizing revenue, they take responsibility for accurate forecasts.
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 Business Development, Services on our Dell Technologies Services 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 Managed Services (DTMS) is currently seeking to add an Account Executive Business Development, Services to our team for our Dell Technologies Select customer segment. This role is an outside Solution Sales Specialist role with an expertise in selling outcomes. The role is responsible for growing Dell Technologies penetration of the DTMS portfolio of services within the assigned Customer list. The AE works closely with many different Dell Technologies sales team members to identify, qualify, propose and close DTS business opportunities – Spanning all aspects of the Dell Technologies (including VMWare) Hardware and Software solutions portfolio.
Principal Duties and Responsibilities
As part of a quota team, the AE is responsible for demand creation, pipeline management, accurate forecasting of, and achievement of the bookings plan for DT Managed 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 and other services sales teams, 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 Managed 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.
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.
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 professional 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 professional services 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.
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)
3-5+ years outside consultative/solutions selling experience to large enterprise customers
$3M+ typical transaction value, proven track record of success selling professional services utilizing strong consultative sales skills
Solution/Professional services 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) .
Dell Technologies helps organizations and individuals build a brighter digital tomorrow. Our company is made up of more than 150,000 people, located in over 180 locations around the world. We’re proud to be a diverse and inclusive team and have an endless passion for our mission to drive human progress.
What’s most important to us is that you are respected, feel like you can be yourself and have the opportunity to do the best work of your life -- while still having a life. We offer excellent benefits, bonus programs, flexible work arrangements, a variety of career development opportunities, employee resource groups, and much more.
We started with computers, but we didn’t stop there. We are helping customers move into the future with multi-cloud, AI and machine learning through the most innovative technology and services portfolio for the data era. Join us and become a part of what’s next in technology, starting today.
You can also learn more about us by reading our latest Diversity and Inclusion Report and our plan to make the world a better place by 2030 here (https://jobs.dell.com/diversity-and-inclusion) .
Application closing date: 15 June 2021
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. Read the full Equal Employment Opportunity Policy here (https://jobs.dell.com/equal-employment-opportunity-policy-statement) .