Dell Account Exec 2, Direct Sales in China

Job Description


  • 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.


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.


  • 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