Dell Account Exec 4, Direct Sales in St Leonards, Australia

Job Description:

Enterprise Account Manager - Service Provider

GENERAL SUMMARY

The Dell EMC Enterprise Account Manager (EAM) is responsible for Customers with the greatest strategic and economic value to Dell EMC.

The EAM’s core objective is to orchestrate many people’s actions (both internally and externally), to increase our share of wallet, optimize revenues and profits for One EMC from the Strategic Account. Our Strategic Accounts present the highest growth opportunity for EMC. The EAM plays an important role in building executive relationships and driving incremental revenue. The EAM will work in close coordination with the Local and Regional Field Sales Teams as well as the Business Units. The EAM will also partner closely with the Geo Leaders, Country Managers and BU Leaders to influence them to ensure availability of appropriate resources to support the opportunities.

PRINCIPAL DUTIES AND RESPONSIBILITIES

Business Vision and Strategic Engagement

Demonstrates a high level of Industry and Customer understanding. Should be able to articulate a clear vision of where Dell EMC can deliver unique value. Build a strategy to ‘bridge’ the high level business goal of the customer to Dell EMC’s value proposition and work with the field teams to drive a strong tactical plan. He/she should be able to become a ‘Trusted Advisor’ of the customer.

Executive Relationships

The EAM is expected to engage and build strong working relationships across senior-level (CXX) decision-makers. The EAM should develop mutually beneficial business opportunities with these key contacts.

Leadership of the One-EMC Team

Provide resilient and credible leadership across multiple Dell EMC business functions and countries, at all levels within the company. Is seen as The Executive Representative for the Customer within Dell EMC APJ and can articulate EMC’s Federation Strategy. Is highly accountable and viewed as a trustworthy partner in all Customer and internal situations.

Business Growth and Profitability

Innovate and drive key opportunities, utilize the complete range of Dell EMC capabilities to maximize revenue opportunity across a broad cross-section of the Customer business. Is entrepreneurial, focusing on large-scale, high value growth opportunities with a long-term perspective. Develop ‘game-changing’ business models and utilises creative sales techniques to execute the business growth.

Continual Improvement

Ensure that processes are in place to monitor and measure Customer satisfaction and loyalty to Dell EMC. Put in place programs to constantly improve the Total Customer Experience and value from Dell EMC. Uses advanced communications techniques to ensure high levels of Customer awareness in relation to Dell EMC capabilities and value delivered.

Extend Value Through Partnerships

Maximises the engagement with the Customer through the development of value-added partnerships that extend the reach and capabilities of Dell EMC and bring incremental benefit to the Customer.

Reporting

Provides accurate and timely forecast information to enable Senior Management to understand and respond correctly to the current circumstances with the Customer. Builds a comprehensive Account /Territory Plan designed to solve customer problems and achieve targets.

EXPERIENCE

15+years in the IT or related industry.

COMPETENCIES REQUIRED

  • Communication

  • Leadership

  • Strategic Influencing

  • Relationship Building

  • Customer Orientation

  • Consulting

  • Resilience

  • Creativity

EMC Values:

When you choose our company, you join a diverse world of innovative thought leaders. At our core is a commitment to workplace diversity, the sustainability of our planet, and community corporate involvement. We offer highly competitive salaries, bonus programs, world-class benefits, and unparalleled growth and development opportunities-all to create a compelling and rewarding work environment.

Critical Hiring Criteria:

Functional Area(s):

Sales

Business:

EMC COPS

Business Unit:

200 - STORAGE CORPORATE

Location:

Australia - St Leonards

AutoReqId:

181885BR