Dell Services Sales Executive in Melbourne, Australia

Services Sales Executive

Job ID R03639

Date posted 10/09/2017

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Position Summary:

Develops relationships with existing and potential customers, to market Dell EMCs SDS Services capabilities. Analyses existing and anticipated customer requirements and promotes consideration of Dell EMCs services to meet such requirements. Facilitates the overall solution, ensuring alignment of the customers requirements to final value proposition. Works closely with sales and delivery teams, to drive opportunity qualification, scope development, opportunity closure and transition of these solutions to delivery.


  • Sells services to decision makers, purchasing groups and IT influencers with exposure to CIO and CTO level decision makers.

  • Owns lead qualification, client proposal development and presentations, developing value propositions for customers, and understanding and communication of Dell EMC Support & Deployment Services capabilities.

  • Manages the value proposition development process for prospective clients to include requests for information, proposal and presentation development, as well as developing and maintaining sales content for use in business development activities.

  • Participates in the preparation of sales plans and campaigns to drive the sales of Dell EMCs Global Support and Deployment Services Offerings and assist with lifecycle discussions.

  • Supervises the development of cost models and oversees, coordinates and finalizes deal proposal content.

  • Strong ability to negotiate contracts. Able to coordinate Dell EMC resources, sales, services delivery, and operations to meet customer needs.

  • Owns overall governance reviews and approval for new business opportunities.

  • Identifies and pursues specific service opportunities with potential and existing clients.

  • Engages cross functional resources, regardless of geographic location, in order to achieve the customer needs.

  • Ensures value proposition meets the customer's requirement and can be delivered within the proposed scope.

  • Maintains a high level of industry, organization, product and service knowledge to transfer this knowledge to customers and prospects.

  • Assists in the training and development of sales teams knowledge, of all SDS offerings.

Knowledge, Skills and Ability:

  • Identifies appropriate products and services to meet the full range of customer needs.

  • Identifies cost effective and practical alternatives for the customer by bundling products/service solutions to maximize Dell EMCs opportunity while meeting customers needs.

  • Acts as the services point of contact for escalated issues.

  • Negotiates with others to achieve desired results and meet customer needs.

  • Work is guided by proactive, sales plan participation, and upcoming infrastructure and workplace transformation opportunities by influencing services content in pending deals

  • Actively participates in setting services objectives in focus account plans.

  • Manages critical customer sales and accounts.

  • Engages continually in lifecycle discussions, seeking new opportunities

  • Models effective team behaviour.

Focus Lines of Business:

Services: Selling the full breadth of SDS services including Infrastructure & Client Deployment, Migration planning, Managed Deployment Services, Deployment Engineering and Cybersecurity Services, Configuration Services, Asset recovery Services, ProSupport.



  • IT experience with 8 years sales/services experience

  • Strong ability to understand and solution a customers needs with Dell EMCs offerings

  • Acquisition experience and a proven track record

  • Strong business acumen with broad knowledge of market relationships and forces

  • Well-developed people management and financial management skills

  • High level of negotiation, influencing and leadership skills

  • Strong history of achieving goals/targets in a highly competitive market


  • Computer sciences or marketing degree.

  • Market presence and strong network.

Public Sector experience highly desirable.

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