Dell Snr Manager Presales, APJ Partners, Modern Data Centre team in Singapore

Job Description

MDC Partner Presales Manager

General Summary

Manages all activities of the Channel Presales resources. In conjunction with channel sales management develops strategies to direct resources towards the most strategic Dell EMC partner opportunities. As a business partner with sales management, manages the organizational effectiveness, efficiency, and alignment of all technical resources with clear divisional services bookings and product revenue goals. Provides advice and counsel to sales management in the effective use and deployment of technical resources. Must maintain close alignment with Partners, Sales, Services Delivery management, and other management functions. Effectively articulates externally and internally the Dell EMC go to market strategy and vision.

Principal Duties & Responsibilities

  • Responsible for (1) ensuring the team wins the technical decision for all key opportunities within territory and (2) ensuring the team is focused on delivery a high level of partner and customer satisfaction with solutions sold and total partner/customer experience (TCE)

  • Uses knowledge of competitive solutions to help the sales and technical organizations to propose the most optimal Dell EMC solution for the partner thereby allowing the sales and technical to effectively address and dispel partner/customer objections to the proposed solution(s)

  • Develops business networks across the organization and partner community in support of sales team objectives and engages and leverages corporate resources, abilities, budgets and personnel as appropriate

  • Executes programs for the Channel Presales community. Drives innovation and change in the team with new programs.

  • Develop, in conjunction with channel sales, key partner plans.

  • Continually reviews Presales partner strategies and ensures alignment with the Dell EMC Channel Partner plan. Ensure Presales help to build the overall partner plan and work as part of the sales planning process.

  • Attracts, retains and recruits high performing employees. Manages team engagement and motivation.

  • Manages the Partner Presales resource plan for the District

  • Inspects proposals, configuration and documentation of Dell EMC solutions, ensuring they meet customer and sales objectives. Ensures team delivers high quality structured proposal and presentations.

  • Internally qualifies sales opportunities in the terms of partner and customer technical requirements, competition, decision making process and funding

  • Ensures ongoing team development and maintains individual development plans (IDP) for direct reports

  • Possesses strong, detailed product/technology/industry knowledge. Knowledge of job associated software and applications. Maintains strong understanding of the competitive landscape within the respective territory

  • Typically responsible for a several districts or large area

  • Maintains ongoing Dell EMC & VMware certifications, skills and knowledge.

Skills & Qualifications

  • Previous experience within a Presales management role

  • Extensive experience in a Channel Partner environment.

  • Ability to drive high end enterprise customer solution conversations

  • Ability to manage in a matrix environment

  • Ability to lead, motivate and direct a Presales workgroup

  • Strong presentation skills

  • Partner and Customer focused, results driven

  • Strong cloud and virtualization experience

  • Possesses strong product/technology/industry knowledge

  • Proficiency in hardware, software and/or operating systems environments

  • EMC product knowledge and experience highly desirable