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Account Executive - Public and Private Education VIC

Melbourne, Australia, AU - Computer Hardware, Computer Software, Information Technology and Services

Account Executive – Public & Private Education Sector (VIC)



This position requires a seasoned experienced sales professional who will be responsible for managing and developing Dell’s business with a number of key Public & Private Education Accounts. The Account Executive will be responsible for developing and acquiring strategically targeted new accounts and growing existing accounts. Importantly, success in this role is based on a solutions selling approach utilising Dell’s extensive portfolio of Product, Services and Software solution capabilities to address customer business requirements.



Role - responsibility



•This job represents a balanced sales effort of product and services knowledge and selling skills.

•Grows the territory/account base to attain financial objectives.

•Understands customers’ business and solutions requirements.

•Territory/account management, including account planning and sales forecasting.

•Customarily and regularly engaged with decision makers at client facilities in performing primary duties.

•Leads sales process and utilizes all available resources to manage account.

•Responsible for acquiring strategically targeted new accounts in the territory.

•Via Strategic Selling, proactively positions for the customer a positive business outcome to their business problems.

•Drive and execute market and account management activities, qualifying and developing sales opportunities, leading an account team and leveraging specialty resources and partners.

•Self-starter capable of calling on C-level executives and building strong business relationships.

•Drives vertical expertise within the segment and facilitates feedback to the product group and business operations on customer requirements.

•Proven experiences in leveraging and building a team.

•Drive strategies to move customers through the relationship lifecycle to capture the highest share of customer lifetime value; experienced in consultative sales approach while managing the sales cycle.

•Create a proposal, structured as a sound business case that includes a unique value proposition which aligns with the client’s business objectives.

KPIs



•Revenue attainment against plan

•Margin attainment against plan



•Solutions Margin attainment against plan

•LOB targets

•Net-new accounts

•Forecast accuracy

•Account Planning

•Pipeline Management

Qualifications Qualifications



•Bachelor’s degree preferred.

•7-10 years in IT sector selling enterprise based technology solutions.

•Proven track record of meeting/exceeding sales quota; experience selling into large corporate and public accounts

•Demonstrated ability to deliver practical business solutions based on enterprise understanding of the customer’s operational capability and total asset/value portfolio.

•Extensive experience of senior relationships in major accounts.

•Strong business acumen with network of existing customers, partners and business contacts.

•Focuses on the “vital few” priorities that will have the greatest impact for the customer and business.

•Providing end-to end account management; acquisition experience



No salary provided



Posted August 28, 2014 at 09:15AM from LinkedIn http://ift.tt/1zKrXe7

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