Services Sales Executive – DELL – Australia


## Services Sales Executive – ANZ (Melbourne)
Competitive salary
Melbourne- Australia
Dell provides the technology that transforms the way we all work and live. But
we are more than a technology company — we are a people company. We inspire-
challenge and respect every one of our over 100-000 employees. We also provide
them with unparalleled growth and development opportunities. We can`t wait for
you to discover this for yourself as a Services Sales Executive on our Support
& Deployment Services Sales team in Sydney- Australia.
Dell`s global business is based on expertise. It takes extraordinary knowledge
to create technology that drives human progress. And it takes expert insigh

to sell those groundbreaking products. Our Product Specialists get to know

limited number of specialized products and services inside and out. As well a

selling them directly- we`re called in to identify and support opportunitie

within particular customer accounts. We are the difference makers.

Position Summary:

Develops relationships with existing and potential customers- to market Dell Technologies Services capabilities

Analyses existing and anticipated customer requirements and promotes consideration of Dell Technologies Services to meet such requirements.
Facilitates the overall solution- ensuring alignment of the customer`s requirements to final value proposition.
Works closely with sales and delivery teams- to drive opportunity qualification- scope development- opportunity closure and transition of these solutions to delivery.

Key Responsibilities

Sells services to decision makers- purchasing groups and IT influencers with exposure to CIO and CTO level decision makers.

Owns lead qualification- client proposal development and presentations- developing value propositions for customers- and understanding and communication of Dell Technologies Services capabilities including Residency Services and Deployment Services for Storage- Server- Networking Client and Converged Infrastructure.

Manages the value proposition development process for prospective clients to include requests for information- proposal and presentation development- as well as developing and maintaining sales content for use in business development activities.

Participates in the preparation of sales plans and campaigns to drive the sales of Dell Technologies Services Offerings and assist with lifecycle discussions.

Supervises the development of cost models and oversees- coordinates and finalizes deal proposal content.

Owns overall governance reviews and approval for new business opportunities.

Identifies and pursues specific service opportunities with potential and existing clients.

Strong ability to negotiate contracts. Able to coordinate Dell Technologies Services resources- sales- services delivery- and operations to meet customer needs.

Engages cross functional resources- regardless of geographic location- in order to achieve the customer needs.

Ensures value proposition meets the customer|s requirement and can be delivered within the proposed scope.

Maintains a high level of industry- organization- product and service knowledge to transfer this knowledge to customers and prospects.

Assists in the training and development of sales team`s knowledge- of all Dell Technologies Services offerings.

Identifies appropriate products and services to meet the full range of customer needs.

Identifies cost effective and practical alternatives for the customer by bundling products/service |solutions| to maximize Dell Technologies Services opportunity while meeting customer`s needs.

Acts as the services point of contact for escalated issues.

Negotiates with others to achieve desired results and meet customer needs.

Desirable Requirements

IT experience with 8 year`s sales/services experience

Strong ability to understand and solution a customer`s needs with Dell Technologies Services offerings
Strong business acumen with broad knowledge of market relationships and forces
Well-developed people management and financial management skills
High level of negotiation- influencing and leadership skills
Strong history of achieving goals/targets in a highly competitive market
Computer sciences- business or marketing degree.
Market presence and strong network.
Experience working with Global and Australia Enterprise accounts

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.

If you`re ready to become an expert in some of the tech world`s most
innovative offerings- this is your opportunity to develop with Dell.

Closing date: 9th December 2019
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. Learn more about Diversity and Inclusion at Dell here.

Job Family: Outside-Sales Global-Services Sales Job ID: R045306