Dell Director, Channel Sales in Boston, Massachusetts

Job Description:

Manages or supervises a team responsible for selling company products, systems and services in assigned territory (or assigned partner) through indirect sales channels such as VARs, distributor and retailer.

  • Principal Accountabilities:

  • Establish sales through indirect channels such as Value Added Resellers (VARs) and Distributors for Virtustream offerings

  • Attains revenue and margin targets

  • Drives channel sales strategies and channel sales promotion campaigns

  • Principal Responsibilities:

  • Understands and implements strategic direction of Channel sales for Virtustream

  • Drives strategic account management and pipeline development

  • Develops and trains Dell EMC Channel team on Virtustream

  • Supports Dell EMC Channel partners to build a Virtustream practice that contains the following components:

  • Revenue Targets, Sales and SE training plan, Demand Generation plan, Virtustream Sales Engagement plan

  • Execute Virtustream training and enablement plan, providing training directly and engaging technical resources as needed

  • Initiate engagement with EMC Marketing team on demand creation for Virtustream business plan

  • Engage and assign Virtustream sales sponsorship at the field level with Virtustream target Partners

  • Establish and maintain contact and rapport with employees, partners and direct sales management at all levels within assigned area

  • Support transactional and operational needs of the business, act as initial point of escalation for Virtustream related issues

  • Skills / Competency:

  • Able to translate strategic objectives into business plan

  • Expert understanding of customer/industry climate

  • High level of solutions and technical knowledge

  • Dell EMC channel program, systems & organization

  • Excellent Presentation Skills

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.

Dell is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex (including pregnancy), sexual orientation, gender identity and/or expression, national origin, protected veteran status, disability, genetics, or citizenship status (when otherwise legally authorized to work) and will not be discriminated against on the basis of such characteristics or any other status protected by the laws or regulations in the locations where we operate. Dell encourages applicants of all ages.

Critical Hiring Criteria:

Functional Area(s):




Business Unit:



US - Massachusetts - Boston