Dell Account Executive in Melbourne, Australia

This position requires a seasoned experienced sales professional who will be responsible for managing and developing an existing portfolio of large Corporate Accounts and acquiring strategically targeted new large Corporate Accounts. Importantly, success in this role is based on a solutions selling approach utilising Enterprise Products and Professional Services capabilities to address customer business requirements. This role represents a balanced sales effort of product and services knowledge and selling skills.

_Role Responsibilities_ •Grows the territory/account base to attain financial objectives. •Understands customers’ business and solutions requirements. •Territory/account management, including account planning and sales forecasting. •Customarily and regularly engaged with decision makers at client facilities in performing primary duties. •Leads sales process and utilizes all available resources to manage account. •Responsible for acquiring strategically targeted new accounts in the territory. •Via Strategic Selling, proactively positions for the customer a positive business outcome to their current business problems. •Drive and execute market and account management activities, qualifying and developing sales opportunities, leading an account team and leveraging specialty resources and partners. •Self-starter capable of calling on Fortune 1000/MIS 100 executives. •Drives vertical expertise within the segment and facilitates feedback to the product group and business operations on customer requirements. •Proven experiences in leveraging and building a team and consultative selling approach while managing the entire sales cycle. •Drive strategies to move customers through the relationship lifecycle to capture the highest share of customer lifetime value. •Create a proposal, structured as a sound business case that includes a unique value proposition which aligns with the client’s business objectives.

_Qualifications_ •Bachelor’s degree preferred. •7-10 years in IT sector selling enterprise based technology solutions. •Proven track record of meeting/exceeding sales quota; experience selling into large corporate and public accounts •Demonstrated ability to deliver practical business solutions based on enterprise understanding of the customer’s operational capability and total asset/value portfolio. •Extensive experience of senior commercial relationships in major accounts. •Strong business acumen with network of existing customers, partners and business contacts. •Focuses on the “vital few” priorities that will have the greatest impact for the customer and business. •End-to end account management experience. •Experience winning new business (account acquisition).

Job: *Outside Sales - Account Executive

Organization: *Commercial Sales and Enterprise Solutions

Title: Account Executive

Location: AP-AU-VI-Melbourne

Requisition ID: 17000GKT