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


Key Responsibilities



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.


Qualifies sales

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


Coordinates the

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


Develop enablement

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

Essential Requirements

  • 5 - 8 years of related experience.

  • Cross-Functional skill.

  • Results driven.

  • Leadership Skills.

  • Customer focused.

Product/ Skills Knowledge

Storage Portfolio Knowledge

Converge or Hyper Converged Offerings in the market.

VMware Knowledge

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

customer satisfaction.

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