Dell Account Exec 4, Services Sales in Melbourne, Australia

Account Exec 4, Services Sales

Job ID R08508

Date posted 10/09/2017

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: Client Solutions Director

REPORTING TO: Global Services Director ANZ

LOCATION: Melbourne


The Client Solutions Director (CSD) is responsible for the identification, positioning and sale of complex solutions within one or more Sales District(s) in synergy with the related account teams. The CSD is primarily focused on driving the sales and delivery overview of solutions including consulting services, system integration projects related to EMC Solutions and Managed Services business resulting in significant increase in Services Revenue for EMC. The CSD will use technical acumen, relationship development, and consultative/Solutions selling skills to facilitate our transition to a solutions-based engagement model. By leveraging appropriate EMC offerings and expertise, a CSD will endeavour to objectively address customer needs in an effort to become their trusted advisor.


  • Align with appropriate sales district(s) to represent EMC Services and Solutions to all assigned accounts: Consulting, System integration projects around selected EMC Solutions, and Managed Storage services. Strategically drive new business in assigned accounts in close synergy with the account teams to achieve services sales, revenue and sales margin targets.

  • Drive business development and pre-sales initiatives by leveraging both industry and technical background. Earn a reputation for growing and closing solutions business to be sought by EMC Sales Management to lead/drive the integration and growth of TS throughout their territory. Trusted to independently lead solutions sales campaigns within large accounts.

  • Responsible for the Booking forecast of Services and Solutions business in assigned accounts. Stay abreast of status/details for each campaign and independently provide reliable TS booking forecasts on a weekly, monthly and quarterly basis Be sought out as a reliable source for AM/DM projections.

  • Build in-depth knowledge of clients' business priorities, challenges and initiatives that can be translated into EMC solution opportunities. Build value-added relationships within the domain of the account – become the trusted advisor.

  • Use excellent written, verbal and formal presentation skills to engage with client audiences ranging from technical implementers through CTO/CIO levels. Probe for pain while maintaining customer confidence.

  • Use knowledge of technology, products, processes, industry expertise, and consultative sales skills to assess and educate customers on value of storage infrastructure and storage management. Can position basic EMC solutions and standard infrastructure implementation methodologies to meet customer requirements.

  • Understand the power of credentials and leverage appropriate success stories that are relevant to a particular prospect and/or sales situation. Possess, negotiate for, and leverage a wide network of varied resources and skills valued by the customer for the ability to position the relevant expertise at the right time. Demonstrate strong team management abilities and mentoring capability.

  • Demonstrate ability to advance sales campaigns in a needs-based and highly participative fashion – this would include consultative dialog, cross-functional engagement (both within the account and EMC), and facilitated workshops.

  • Align with appropriate delivery teams to leverage follow-on business from one delivery mission/projects to another. Attendance to major Project Milestones and Executive Reviews. Ensure effective coordination and support between account teams and supporting technical resources. Demonstrate a broad understanding of systems development lifecycle as it relates to hardware and software products. Must also have a proven background in delivering infrastructure services/solutions


  • Possesses strong product/technology/industry knowledge.

  • Communication skills.

  • Ability to influence others to achieve results.

  • Ability to lead and motivate

  • Passion and drive to win

  • Presentation skills

  • Organizational skills

  • Possesses creativity


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