Dell Account Executive - Local Government in Melbourne, Australia

This is a highly autonomous role requiring a proactive, strategic and dynamic IT Sales Professional. You will be responsible for managing and developing assigned key retention and development accounts. Building a partnership with your customer base through coordination of sales, contracts, technical support teams and internal sales. You will take responsibility for the penetration of new lines of business (LOB), increasing account share of wallet (SOW) and growing our professional services portfolio. Customer satisfaction, increased, profitable SOW across all lines of business will be your key goals. You will require extensive IT field sales experience, a track record in IT Solutions Selling and experience in Direct B2B.

Principal Responsibilities

  1. Proactive sales activities in order to meet all targets/objectives.

  2. Overall responsibility for the development, maintenance and growth of allocated accounts

  3. Develops and plans account strategies and activities for specified accounts

  4. Responsible for determining and driving the strategy for allocated accounts to meet determined targets and objectives

  5. Provide customer and competitor feedback to management

  6. Establish and build high level profitable relationships within customer base.

  7. Responsible for ensuring that the Dell Model is utilised to the best competitive advantage.

  8. Develop and submit quarterly forecasts by Customer, by revenue, by margin dollars and by LOB.

  9. Present the Dell products and services to senior staff within allocated account and influence outcomes in order to secure greater share of wallet.

  10. Own the customer experience and through the effective utilisation of all Dell resources

  11. Represent Dell out in the field



  • Extensive field sales experience preferably in the local gov space

  • Proven customer development skills

  • Track record in IT Solutions selling

  • Strong strategic sales skills and business acumen

  • A commitment to customer satisfaction.

  • Strong relationship building and influencing skills

  • 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 organisation.