Dell Specialist 3, Inside Product in SYDNEY, Australia

Individual contributor responsible for growing capabilities within ANZ CSB direct sales to sell Dell’s services offerings for the ANZ CSB business. Predominantly an internal sales role providing expert guidance and coaching to the ANZ direct sales teams located in Hyderabad, India related to the best practices in selling Dell Services products to overcome customer objections. Acts as a SME for Dell’s services product offerings. Learns the full range of Dell Services offerings and is able to identify how these products align to customer needs. Leverages cross-functional resources to achieve results, meet customer needs, and close sales opportunities.

Knowledge and Skills

· Act as subject matter expert for Dell’s Services products portfolio

· Stay up to date with new internal/external Services offerings and Solutions

· Meet or exceed stated KPI goals (chat services revenue, margin, SRU, and critical attach rates)

· Partner with core sales agents and managers to develop and communicate creative and effective strategies and rep-level action plans to grow services

· Influence agent behavior to improve service attach rates and SRUs

· Ability to demonstrate by example when required (selling Dell’s Services Products via chat to the customer)

· Report performance on a weekly basis with clearly stated actions to address any underperforming metrics

· Work effectively in a team environment

Guidance

· Works under general direction of SDS Services Sales

· Work is guided by shared objectives of Services Sales & ANZ CSB Direct sales

· Refers to established policies and precedents as needed

· Applies judgment to identify when deviation from standard practice is required

· Assumes responsibility to improve service, efficiency and quality of work

· Regularly provides direction and instruction to lower level representatives

· Ability to influence individual and group performance via coaching and relationship-building

· Minimum 5 years Dell and/or other sales experience

· Knowledge of the Dell sales model, specifically as applied through direct sales

· Strong knowledge of applicable Dell Services and is able to identify how these products align to customer needs

· A Bachelor's degree is preferred

· High degree of familiarity with Dell sales tools and processes

· Proficiency with Microsoft Office especially PowerPoint, Excel, Outlook, SharePoint

· Great communication skills

· Comfortable with a fast paced sales environment

· Be able to deal with ambiguity

· Attention to detail

· Self-motivated

Organization: Global Services

Title: Specialist 3, Inside Product

Location: AP-AU-NS-Sydney

Requisition ID: 17000UVX