Title: Dell Technologies Client Executive

Location: Mumbai

Dell Technologies comprises a group of strategically aligned businesses (Dell, Dell EMC, Pivotal, Secure works and VMware) focused on helping customers transform their business and IT to compete and win in the digital economy. Dell Technologies Select (DT Select) is a global organization uniquely organized to deliver business outcomes to some of the most well-known and complex enterprises while building long-term, trusted relationships with clients. DT Select accomplishes this through specialized business and technical experts focused on partnering with customers to explore transformational change via best-in-class technology, services and solutions from Dell Technologies.

ROLE OVERVIEW:

The Client Executive (CE) will be the trusted advisor to CIO- s/Senior Decision Makers on an identified Dell Technologies Select account. In lock step with the Dell Technologies Architect and the Client Principal, the CE will translate the customers- business needs into opportunities that are best supported through the Dell Technologies family of businesses. The CE will be responsible for orchestrating the short and long term strategic approach for the customer and collaboratively harness and manage all necessary resources to achieve customer and Dell Technologies objectives.

WHY WORK FOR US:

Dell is primed to recruit the best and brightest candidates from all across the globe. We take pride in fostering a winning, innovative, inclusive employee culture. We also take calculated risks and we celebrate big victories when they pay off.

Our Employee Value Proposition:

Our Culture Code unites us and makes us a great family of companies and a great place to work. It's how we run the business, go to market, work together and provide inspirational leadership. Our culture code is defined by our values and are made real every day by defining expectations for how we work and how we lead.



CORE RESPONSIBILITIES

This position requires an accomplished, hands-on, strategic account sales leader with a track record of outstanding sales and operational results within the high technology sector. In addition, the CE must thrive in a fast-paced environment and possess an excellent relationship-building style.

Client's Trusted Advisor

- Assigned to a specific DT Select account that requires global execution and has the highest complexity and strategic importance to Dell Technologies.

- Ability to identify and validate customer priorities, business drivers, and outcomes

- Single focal point for all Dell Technologies activities; client education of Dell Technologies solutions and organizational developments

- Ability to translate business needs into Dell Technologies solutions and be able to position associated value add and business impact

- Overall account growth, profitability, and customer NPS across Dell Technologies

- Simplification of complexities relative to managing large scale clients

- Establishes a personal and professional brand as the trusted partner to our most strategic clients

- Must be able to anticipates customer needs beyond existing scope of products and services to discover opportunities to position the total value of the Dell Technologies portfolio across the strategically aligned businesses (Dell, DellEMC, Pivotal, RSA, Secureworks, Virtustream, VMware)

- Establishes a personal and professional brand as the trusted business advisor to our most strategic clients

- Ability to advise on forces reshaping IT, and (as appropriate) guide customer's architecture and roadmap

- Ability to influence decision makers and gaining - insider status- with key stakeholders and senior/CxO profiles to influence the customer's buying process

Trusted Advisor for your Team

- Will serve as the lead to the global account team and leads activities of all aligned resources to ensure compliance with tactical and strategic objectives.

- Responsible for managing and inspecting the business across the 7 strategically aligned businesses

- Responsible for financial performance & forecast governance across all 7 SABs

- Responsible for managing and enhancing the executive sponsor relationship for your client by keeping your executive sponsor informed about key priorities and critical concerns coming from your client

- Works with strategically aligned business partners to develop, execute and communicate overall global account strategy to all constituents; communicates organizational and functional strategy and translates it into goals.

- Works with strategically aligned business partners to develop, execute and communicate overall global account strategy to all constituents; communicates organizational and functional strategy and translates it into goals.

- Ability to implement standardized sales processes, pricing, contracting, support across all 7 SABs making it easier for your client to do business with Dell Technologies

- Responsible for effectively identifying, aligning and utilizing available internal and external resources around the world to build an appropriate coverage model for the account.

- Responsible for attracting and retaining talent specifically aligned to their account

- Operate as if you are the CEO of a $100MM+ publicly traded company

- Leveraged to serve as a coach/mentor, provides customer/industry/market insight to internal leaders and cross-functional groups

DESIRED SKILLS

- Deep expertise in leading a team to drive net-new selling, specifically identifying, pursuing, & closing sales opportunities in the network & IT verticals of a communications service provider (CSP)

- Experience managing a multi-franchise customer relationship and leveraging incumbency to drive net-new break-through in new verticals

- Ability to marshal multiple SME/resources in a highly matrixed environment to build trust with customer and win business

- Strong understanding of how to navigate CSP stakeholders (i.e. architecture, engineering, procurement, etc.) to ultimately close sales opportunities

- Deep & established relationships with the CSP CxO & technical leadership teams

- Ability to execute as the senior Dell customer-facing executive across the E2E portfolio in a manner that inspires customer trust, confidence, & credibility

- Strong negotiating skills to close opportunities

- Ability to drive strategic & technical engagement with CxO level of CSP

- Excellent communication skills inclusive of executive communications and presentations; comfortable selling to all levels of an organization including extensive experience in the - C- suite

- Practical understanding of virtualization, big-data, security, data storage, private cloud and hyper-converged solutions, as well as the solution's value when mapped to an account's business needs

- Ability to quickly articulate the value of Dell Technologies Select

- Track record of conflict resolution within extended team

- Builds a high performing team around a common goal or vision

- Leads with focus and teamwork to accomplish goals

- Educates team through clear direction, partnership and communications

- Proven track record of success leading in a matrixed, complex, fast-moving and constantly changing sales environment within an extremely competitive market

- Acts as a mentor and coach to the broader sales community

- Strong technical acumen and the ability to align customer business challenges to the Dell Technologies portfolio and the desired business outcomes they can achieve

EXPERIENCE / QUALIFICATIONS

- Typically requires 18+ years of related experience in a relationship selling role with a Bachelor's degree

- Additional criteria for Outside Sales: Typically requires 15+ years of field sales experience

BENEFITS:

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.

Dell is an Equal Opportunity Employer and Prohibits Discrimination and Harassment of Any Kind: Dell is committed to the principle of equal employment opportunity for all employees and to providing employees with a work environment free of discrimination and harassment. All employment decisions at Dell are based on business needs, job requirements and individual qualifications, without regard to race, color, religion or belief, national, social or ethnic origin, sex (including pregnancy), age, physical, mental or sensory disability, HIV Status, sexual orientation, gender identity and/or expression, marital, civil union or domestic partnership status, past or present military service, family medical history or genetic information, family or parental status, or any other status protected by the laws or regulations in the locations where we operate. Dell will not tolerate discrimination or harassment based on any of these characteristics. Dell encourages applicants of all ages.

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