Dell Global Alliances Sales Executive - Data Protection Solutions (DPS) in United States
The Regional Global Alliances Account Sales Executive - Data Protection Solutions will be a Global Alliances Partners facing champion for our DPS Portfolio, responsible of overall development of assigned global alliance account strategies to position DP Solutions into Alliance partner portfolios and building unique value propositions around these relationships. She/He will be working closely with the Core and DPS Regional Sales/SE team and Core Alliances GAMs, RAMs and SEs. Territory is Partial EMEA for Atos and Germany for some focus assigned accounts.
Working within a matrix organization you will be in charge of executing the go to market within your assigned Alliance partners for the Data Protection Solutions and achieve the related business objectives. The Regional Global Alliances Account Sales Executive uses a Partnership-Centric strategy to create joint solutions and Go to Market programs required to generate related DPS business opportunities. You will Identify, develop and manage relationships with assigned strategic partners in close collaboration with the concerned Alliances GAMs and RAMs. You will assess how to integrate the future direction of Dell Technologies Data Protection Solutions products, services, and technical support models with the future direction of the partner’s products and services to develop a common global strategy. Moreover, the candidate develops alliance metrics to track and assess the overall success of assigned partners. You will establish regular interlocks across various internal and partner resources on alliance strategy, milestones and projected results. The Regional Global Alliances Account Sales Executive leads overall design of economics and engagement plan and is responsible for due diligence with concerned executives. The person will institutionalize processes/systems to share and leverage alliance management experience and know-how.
Establishes strategic partnerships with assigned Partner organizations to provide product and service offerings to potential and existing clients
Researches, designs and delivers joint Data Protection value-based business solutions that meet partner’s customer-specified requirements.
Serves as main point of contact for specific alliances; coordinates alliance activities; and may participate in contract negotiations to create alliances which are strategically and financially advantageous around Data Protection Solution.
Identifies and qualifies opportunities to leverage the strategic relationship Serves as a leader on Go to Market suite information, creative product-based joint business solutions, and future product direction and strategy.
Frequently interfaces with clients and third party to develop broader alliances and identify additional opportunities for Dell Technologies Data Protection Solutions
Requirements for the role
Minimum 10 years of data center and Enterprise specific type of sales including international sales experiences (direct and/or indirect) as well as 5 years+ experience in developing business with SI, SPs type of alliance partners is a must
Strong messaging skills coupled with financial sales capabilities and entrepreneurial spirit
Strong ability to influence and operate effectively in a matrix environment
General understanding of Data Protection Solutions needs and benefits (Previous experience in this domain is a plus). Willingness and passion to learn more about the data protection market including technologies, trends, and the competitive landscape. Ability and willingness to maintain specific product expertise
Fluent in German and English speaking/writing
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