Dell Channel Technical Sales Specialist- Modern Infrastructure Team in NEW SOUTH WALES, Australia
Provides high-level technical expertise in support of pre-sales
activities in the assigned market. Assists in the analysis, design and
development of fully integrated technology solutions. Technical emphasis is on
hardware capabilities, software requirements and systems integration. Makes
technical and sales presentations to customer's technical staff and senior leadership.
Understands DellEMC, competitive technology, business applications and
Technology trends within the assigned market.
Work in partnership with Modern Infrastructure Team, the Converged
Platform team and Functional Channel Teams to lead and drive Modern Technology adoption
and sales within the EMC Channel.
Working within a matrix organization you will be in charge of executing
the go to market within your assigned partners and geography for the these
productive, professional relationships with key personnel in assigned partner
accounts and geography. Develops relationships with account team, partners and
customers in support of sales team objectives and engages and leverages
corporate resources, abilities, budgets and personnel as appropriate. Assists
the Partner Sales Team to develop and implement specific account penetration
strategies, produce account specific product and service and sales plans.
opportunities with the Channel team in the terms of customer technical
requirements, competition, decision making process and funding.
Usesknowledge of competitive solutions to effectively address and dispelcustomer objections to DellEMC solutions, and train the partner accountteam.
Presentsand markets the design and value of proposed solution and business case tocustomers, prospects and management.
Communicateswell and can present ideas logically and with impact on DellEMC's Value,Solutions & Products
TechnicallyStrong with appropriate knowledge and understanding of Dell EMC'sDirection & Strategy, Value, Solutions and Products. Builds costeffective solutions
Has a good
understanding of key customers' business & associated industry trends in
the assigned territory. Understands functions and information infrastructure
implications of major applications being used in customers' environments and
industry. Assist to elaborate Go to Market Strategy and integration in shared
EMC –Partner business plan
Is Accountable for
self-organization, deal by deal and Quarterly/Annual performance vs. goals.
Takes responsibility for mistakes and corrects behavior. Gets tasks done on
time and with quality. Meets assigned targets for sales volume and strategic
objectives in assigned partner accounts
involvement of company personnel, including support, service and management
resources, in order to meet partner performance objectives and partners’
Educate sales and pre
sales with competitive solutions and tactics
plans to build out the partners sales and pre-sales and delivery capabilities
Implement sales &
technical training plans for partner teams, leveraging the EMC Business Partner
Program- Accreditation, trainings, certifications, mentoring- to raise partners
capabilities to sell and implement Primary Storage solutions
Drive and assist in
partner demand generation activities such as campaigns, call blitzes, etc to
increase pipeline resulting in Primary Storage sales revenue
up-to-date information about new offerings and enhancements to partners
Stay current with latest
developments in marketplace and competitor activitiesTakes responsibility for own self-development and
makes progress. Proactively initiates activities to drive advantage and/or
reduce competitive threats. Willingness to take on new assignments and learn
new things. Passionate about Dell EMC and making things happen
5 - 8 years of related experience.
Product/ Skills Knowledge
Storage Portfolio Knowledge
Converge or Hyper Converged Offerings in the market.
Software Defined trends in Data Center
System Integration sales or solution experience
Strong Strategic sales skills and business
High self-esteem, energy and commitment to
Strong relationship building and influencing
Ability to work effectively as an individual
as well as part of a team
Well-developed communication skills including ability to present
confidently to an audience from all levels within an organization. - Good understanding of the IT eco-system and relationships
Organization: Commercial Sales
Title: Channel Technical Sales Specialist- Modern Infrastructure Team
Location: AP-AU-New South Wales
Other Locations: AP-AU-NS-Frenchs Forest, AP-AU-VI-Melbourne
Requisition ID: 17000KMJ