Dell
Services Account Executive - Dell Services Federal Government Group
Washington D.C. Metro Area, US - Computer Hardware, Computer Software, Information Technology and Services
Job Description
Dell, Inc. is a worldwide provider of information technology services and business solutions to a broad range of clients. We are seeking a Services Account Executive to join our team in Fairfax VA. The Account Executive will make an impact by using their proven skills and track record of success within the Federal IT Services market by developing, identifying and closing significant contracts for solutions and/or services and executing on a sales plan that aligns with our corporate growth.
The SAE must have a consultative solutions-orientated sales approach, and be able to communicate a value proposition to prospective customers. They will be responsible for identifying, developing, and closing the breadth of Dell services including managed services, application services, consulting and IT outsourcing. Plans, facilitates and conducts complex negotiations, typically over a longer sales cycle (i.e., six months or more), to reach long-term agreements and commitments.
The successful candidate for this position must possess the ability to create and grow revenue by developing new accounts and/or expands existing accounts within an established geographic territory, industry, or channel. Ensures solution value drivers are reflected in the client value proposition. Maintains a high level of industry, organization, product and service knowledge to transfer this knowledge to customers and prospects. Will utilize deep knowledge of customer value chain and business requirements to create and propose solutions
The successful candidate will have experience selling in the Federal IT Services market with in depth knowledge of the Government procurement process and FAR regulations.
The Services Account Executive will also be required to:
1. Sell large, complex technology service offerings.
2. Annually, meet or exceed revenue/sales quota goals.
3. Engage in business and technical discussions with CEO/CIOs, define requirements/needs, convey value proposition and recommend optimal solutions and design customer-specific value-based solutions to drive revenue.
4. Lead pursuit teams including solution architects, technical architects, business development, finance and legal resources to arrive at an optimal solution to meet customer needs.
5. Participate in Account /market segment portfolio planning and pursuit plans for specific opportunities.
6. Participate in call planning and weekly status updates.
7. Provide marketing intelligence to sales management.
8. Keep informed of new services and technology and other information of interest to CEO/CIOs.
9. Work closely with the Dell customer executives, proposal teams, and solution architects to generate proposals for prospective customers, and lead RFP responses.
10. Ensures internal practice standards are met.
This is a sales maker position with no direct reports.
Required Skills
- 10+ years of industry knowledge and Solutions/Services Sales experience in the Federal market to include in depth knowledge of the procurement process and FAR regulations.
- Business and financial acumen- demonstrates skilled use of financial and capital investment concepts in justifying Dell solutions that create business value for the customer.
- Proven track record of closing sales of at least 30M.
Desired Skills
Education
Typically requires at least 10* years relevant experience without a Degree; 6+ years relevant experience with Undergraduate Degree; 4+ years relevant experience with Graduate Degree
Experience
- 10+ years of industry knowledge and Solutions/Services Sales experience in the Federal market.
- 3+ years experience selling technology solutions to include infrastructure, cloud, mobile, security and applications services.
Requirements
Hazards
No salary provided
Posted February 11, 2015 at 12:14AM from LinkedIn http://ift.tt/1IQddo2
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