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Dell Senior Client Executive-Alliances in Massachusetts

Global Account Manager, Global Alliances

Remote US

Global Alliances is a strategic organization within Dell focused on working with our Global System Integrators, Strategic Outsourcers, and Cloud Service Providers building and delivering joint solutions and services to market. Global Alliances is made up of members that focus on managing partners globally, regionally and members who focus on selling directly to our core sales teams driving opportunities with our partners.

Join us to do the best work of your career and make a profound social impact as a Global Client Executive on our Global Alliances team in the United States .

What you will achieve:

Global Client Executives are responsible for working with our most strategic Global Alliance Partners & Dell Technologies teams to develop and execute on the GA Partner Global strategy; responsible for managing the multi-dimensional global partnership across all critical aspects of the business including relationships, revenue, joint solutions/offerings, GTM, and longer-term strategies. The core mission for this individual will be to grow the incremental Sales Motions including Sell To, Sell-In, Sell-Out, Sell-With and Resell business with the GA Partner. Working with our Regional GA Partner NAMs in each theater, Alliances Sales Director (ASD) GTM teams and Core Sellers is critical to the GTM strategy for our GA Partners.

You will:

  1. Increase position and leverage within GA Partner to exceed annual Revenue targets
  • Responsible for growing relationship and executing large Global Transformational Sales Plays - TLA, TPA, Partner Synergy

  • Responsible for Increasing revenue & net new logos with globally

  • Responsible for working with GA PARTNER to understand joint GTM capabilities & Offerings

  • Responsible for working with GA PARTNER, Alliances Sales Directors (ASD), and Core Teams leveraging portfolio to drive business outcomes for our Joint Customers

  1. Responsible developing & execution of the Global Account Strategy including Tactical Engagements achieving metrics and key business objectives.
  • Lead the development and creation of Global Account Strategy; enabling teams to drive strategy across the Theaters

  • Execute opportunities in the field by leveraging ASDs w/ Core Sales & Presales, & Specialty Resources

  • Establish quarterly executive governance model and drive regular cadence for joint customer success and CSAT.

  • Own & establish relationship mapping between Dell Tech & GA PARTNER within focus areas identified

  • Ability to navigate through GA PARTNER and build executive relationships

  1. Win the Design War & maintain solid position within engineering/solutions/delivery teams.
  • Ensure Dell Tech is winning the Design War across Vertical & Horizontal markets within GA PARTNER

  • Ensure Dell Technologies is well positioned around Application and Services opportunities

  • Work closely with SBUs & SABs to ensure we have relationships mapping and key success criteria identified

  1. Work within a Matrixed Organization supporting GA PARTNER globally
  • Ability & comfortable Leading without Authority in a matrix organization

  • Responsible for Sales Operational Excellence - Forecasting, Sales Force hygiene

  • Responsible for working closely with the CSP team supporting GA PARTNER as a GA Partner to ensure partner status

  • is maintained

  • Responsible for working closely with all Organizations supporting GA PARTNER as a GA Partner

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 role must thrive in a fast-paced environment and possess an excellent relationship-building style

Essential Requirements

  • Requires 15+ years of experience with outside sales/ relationship selling role in Global Alliances

  • 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

  • Builds a high performing team around a common goal or vision and 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

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

Desirable Requirements

  • Bachelors degree

Here’s our story; now tell us yours

Dell Technologies helps organizations and individuals build a brighter digital tomorrow. Our company is made up of more than 150,000 people, located in over 180 locations around the world. We’re proud to be a diverse and inclusive team and have an endless passion for our mission to drive human progress.

What’s most important to us is that you are respected, feel like you can be yourself and have the opportunity to do the best work of your life -- while still having a life. We offer excellent benefits, bonus programs, flexible work arrangements, a variety of career development opportunities, employee resource groups, and much more.

We started with computers, but we didn’t stop there. We are helping customers move into the future with multi-cloud, AI and machine learning through the most innovative technology and services portfolio for the data era. Join us and become a part of what’s next in technology, starting today.

You can also learn more about us by reading our latest Diversity and Inclusion Report and our plan to make the world a better place by 2030 here (https://jobs.dell.com/diversity-and-inclusion) .

Application closing date: Oct 15, 2021

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. Read the full Employment Opportunity Policy here (https://jobs.dell.com/equal-employment-opportunity-policy) .

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