Job Description
Sells Software & Peripherals products and services to Large accounts and is called into accounts to identify and support opportunities.
• Proactively identifies and solves customer business problems by providing subject matter expertise and by using higher complexity product and services lines to create solutions.
• Manages a territory or group of accounts to ensure opportunities are identified and closed.
• Attains revenue & margins objectives.
• Refers leads beyond the scope of this job to other sellers within the organization.
• Usually assigned an overlay or shared quota.
• Customarily and regularly engaged at customer/client facilities and delivers high impact presentations leveraging strong technical skills.
• Understands and communicates technology roadmaps and vision and associated technical advantages of the proposed solution.
• Recommends product and service configurations to assist with overall system design and integration.
Reporting to the S&P Manager, the S&P Outside Sales Specialist is responsible of growing the overall S&P revenue & margin in a given country/ region, focusing on supporting the generalist Sales force in developing and retaining customers, as well as Acquisition of new customer and selling S&P products to existing Dell accounts.
Scope
• Drive increased sales of Software & Peripherals to achieve revenue and margin targets.
• Develop a clear understanding of all S&P line of businesses (LOB) such as Software, 3rd party & Dell Branded peripherals as well as Displays & Imaging.
• To work closely with segment’ generalist Account Managers, field and internal, as well as the Solutions team, for account planning.
• Understand and support Dell’s Best Value Solutions (BVS) proposition & be able to complement it with S&P products.
• Leverage on the Software Solutions Value Proposition to increase customer satisfaction.
• Formulate strategic account plans with clear objectives, actions, owners and sales targets.
• To provide input to senior management on customers and competitive trends.
• To provide technical and administrative product information and appropriate prices.
• To develop and plan account strategies and activities for specified accounts such as : managing accounts, selecting products for calls, identifying buyer influences, overcoming objections, introducing new products, making sales presentations and negotiating discount points.
• To take ownership for any customer issues within account base, escalating as appropriate.
• Develop/ maintain a healthy pipeline in line with quarterly assigned targets
• Provide a clear indication of potential business both quarterly and beyond.
• Achieve an average of 8 customer meetings per week.
• Work effectively with functional teams across the organization.
• Maintain a strong relationship with the S&P suppliers.
• Use and populate the CRM application in use.
Skills
Knowledge and Skills
• Viewed as a trusted technical advisor to the Sales & Solutions community as well as the customer and uses in-depth knowledge of Dell’s S&P solutions to help customers formulate strategy and direction.
• Complete understanding of S&P product/service offerings.
• Utilizes strategic probing to identify, evaluate, and recommend alternative business solutions.
• Analyzes multiple market factors to both anticipate/identify customer problems/needs and recommends appropriate solution.
• Engages cross functional resources, regardless of geographic location, in order to achieve goal/meet customer needs.
• Effectively prioritizes multiple demands while ensuring customer needs are met.
• Effectively balances short term and long term priorities.
• Models effective team behavior.
Qualification
• Bachelor Degree or equivalent.
• 8-10 years proven track record of sales experience, preferably ‘face-to-face’ selling within the IT industry.
• Proven selling ability in previous job.
• Fluent in English & local language.
• Strong organizational and planning skills.
• Strong verbal and written communication skills.
• Strong interpersonal, influencing and communication skills
• Self-starter capable of working on your own initiative
• Ability to operate remotely and/or travel 50% of the time.
• Additional skills needed include the ability to work with remote functional teams as well as channel partners and vendor partners.
• manage a virtual team, work with channel partners and vendor partners.
• Provide customer and competitor feedback to management.
• Strong knowledge of Software industry is an asset.
Sells Software & Peripherals products and services to Large accounts and is called into accounts to identify and support opportunities.
• Proactively identifies and solves customer business problems by providing subject matter expertise and by using higher complexity product and services lines to create solutions.
• Manages a territory or group of accounts to ensure opportunities are identified and closed.
• Attains revenue & margins objectives.
• Refers leads beyond the scope of this job to other sellers within the organization.
• Usually assigned an overlay or shared quota.
• Customarily and regularly engaged at customer/client facilities and delivers high impact presentations leveraging strong technical skills.
• Understands and communicates technology roadmaps and vision and associated technical advantages of the proposed solution.
• Recommends product and service configurations to assist with overall system design and integration.
Reporting to the S&P Manager, the S&P Outside Sales Specialist is responsible of growing the overall S&P revenue & margin in a given country/ region, focusing on supporting the generalist Sales force in developing and retaining customers, as well as Acquisition of new customer and selling S&P products to existing Dell accounts.
Scope
• Drive increased sales of Software & Peripherals to achieve revenue and margin targets.
• Develop a clear understanding of all S&P line of businesses (LOB) such as Software, 3rd party & Dell Branded peripherals as well as Displays & Imaging.
• To work closely with segment’ generalist Account Managers, field and internal, as well as the Solutions team, for account planning.
• Understand and support Dell’s Best Value Solutions (BVS) proposition & be able to complement it with S&P products.
• Leverage on the Software Solutions Value Proposition to increase customer satisfaction.
• Formulate strategic account plans with clear objectives, actions, owners and sales targets.
• To provide input to senior management on customers and competitive trends.
• To provide technical and administrative product information and appropriate prices.
• To develop and plan account strategies and activities for specified accounts such as : managing accounts, selecting products for calls, identifying buyer influences, overcoming objections, introducing new products, making sales presentations and negotiating discount points.
• To take ownership for any customer issues within account base, escalating as appropriate.
• Develop/ maintain a healthy pipeline in line with quarterly assigned targets
• Provide a clear indication of potential business both quarterly and beyond.
• Achieve an average of 8 customer meetings per week.
• Work effectively with functional teams across the organization.
• Maintain a strong relationship with the S&P suppliers.
• Use and populate the CRM application in use.
Skills
Knowledge and Skills
• Viewed as a trusted technical advisor to the Sales & Solutions community as well as the customer and uses in-depth knowledge of Dell’s S&P solutions to help customers formulate strategy and direction.
• Complete understanding of S&P product/service offerings.
• Utilizes strategic probing to identify, evaluate, and recommend alternative business solutions.
• Analyzes multiple market factors to both anticipate/identify customer problems/needs and recommends appropriate solution.
• Engages cross functional resources, regardless of geographic location, in order to achieve goal/meet customer needs.
• Effectively prioritizes multiple demands while ensuring customer needs are met.
• Effectively balances short term and long term priorities.
• Models effective team behavior.
Qualification
• Bachelor Degree or equivalent.
• 8-10 years proven track record of sales experience, preferably ‘face-to-face’ selling within the IT industry.
• Proven selling ability in previous job.
• Fluent in English & local language.
• Strong organizational and planning skills.
• Strong verbal and written communication skills.
• Strong interpersonal, influencing and communication skills
• Self-starter capable of working on your own initiative
• Ability to operate remotely and/or travel 50% of the time.
• Additional skills needed include the ability to work with remote functional teams as well as channel partners and vendor partners.
• manage a virtual team, work with channel partners and vendor partners.
• Provide customer and competitor feedback to management.
• Strong knowledge of Software industry is an asset.
