Dell Account Exec 4, Direct Sales in Melbourne, Australia

Account Exec 4, Direct Sales

Job ID R11864

Date posted 10/11/2017

Why Work at Dell?

Endless challenges and rewards. Opportunities on six continents. A team of colleagues fueled by collaboration. All this, and a company deeply committed to integrity and responsibility.

Dell EMC is a collective of customer-obsessed, industry-leading visionaries. 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.

Summary

The DCSE leads the sales engagement for Storage and Converged solutions. The DCSE works closely within a broader Account team including specialists from across the business supporting and partners with the Account Executive around all aspects of account planning & strategy.

The DCSE builds relationships across multiple levels of decision makers and influencers within their assigned accounts to generate pipeline.

Responsibilities include:

  • Primary selling responsibility for storage products: Identifying, developing, managing and closing opportunities

  • Engaging at CXO level & demonstrating measurable ROI

  • Understanding customer business needs, value-drivers and organisational structure

  • Driving a consultative approach to solution selling

  • Communicating Dell EMC’s unique value to customers

  • Mapping customer challenges to Dell EMC capabilities

  • Primary accountability for storage prospecting & pipeline generation

  • Coordinating virtual team of specialist resources

  • Engaging actively in account planning with extended team

  • Maintaining accurate sales forecast and pipeline in SFDC

  • Growing the account / territory to maximum potential

  • Consistently achieving balanced revenue, margin targets

Skills and experience

  • Minimum 10 years demonstrable experience in selling IT Solutions with key experience in the Data Centre.

  • Strong communication, collaboration, negotiation and executive presentation skills

  • Demonstration of achieving a high level of customer satisfaction with a demonstrable track record in this area

  • Understanding of competitive strategies

  • Strong business instincts and tenacity for driving results and programs to successful completion.

  • Demonstrated ability to build relationships and engage at CxO level

When you choose our company, you join a diverse world of innovative thought leaders. At our core is a commitment to workplace diversity, the sustainability of our planet, and community corporate involvement. 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.

Job ID

R11864