Dell Account Exec 2, Direct Sales in China

Job Description

GENERAL SUMMARY:

  • Responsible for managing assigned key major accounts.

  • Develop partnership between the company and accounts through the coordination of sales, contracts, technical support teams and internal sales on specific accounts.

  • Perform long range planning.

  • Responsible for increasing account penetration, customer satisfaction and sales growth for long term results.

DESCRIPTION:

Uses thought leadership to build customer relationships and assist customers in developing business solutions using Dell products and services.

  • Coaches others in closing complex deals and assists others in keeping up-to-date on Dells technology, products, and services.

  • Exhibits a broad base knowledge of multiple or related industries as well as an acute business understanding.

  • Organizes internal/external resources in response to customer needs.

  • Articulates how the Dell business model relates to selling Dell products and services.

  • Key point of contact for customer but may escalate customer issues.

Works with minimal direction.

  • Work is guided by sales objectives.- Manages multiple assignments and customer sales.- Independently determines approach to sales activities.- Anticipates and prevents potential problems.

  • Independently develops solutions that are thorough, practical, and consistent with functional or customer objectives.

  • Provide guidance, direction and subject matter expertise to lower level representatives.- Updates management on sales activities and achievement of objectives.

QUALIFICATION:

  • 8-10 years of relevant experience or equivalent combination of education and work experience.

  • In depth industry knowledge. Overall product line knowledge. Understanding of customers decision making process, goals, objectives and strategies. Business and financial acumen.

  • Assesses potential sales opportunities and develops value propositions. Develops product solutions for customers. Effective presentation and negotiation skills.

  • Ability to develop long-term strategic and executive level relationships.

  • Strong verbal and written communication skills.

  • Undergraduate degree and 4-6 years relevant experience or Graduate degree and 2-4 years relevant experience.

  • Typically basic or no field sales experience.

  • IT company and /or ERP/software company sales experiences are preferred

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