Dell
Outside Sales Specialist II
Tokyo, Japan, JP - Computer Hardware, Computer Software, Information Technology and Services
APJ Outside Sales Specialist –Cloud Client Computing
JOB TITLE: APJ CCC Outside Sales Specialist
DEPARTMENT: Cloud Client Computing (EUC BU)
REPORTS TO: Region Sales Director
EDUCATION: 8-10 years professional experience
GENERAL SUMMARY - PURPOSE OF THE JOB
The Dell Outside Sales Specialist’s (OSS) goal is to grow Dell revenue and margin in a defined geographic territory. S/he is responsible for acquiring, developing and retaining customers to achieve this. The OSS engages in effective account planning to ensure Dell solutions are correctly positioned and their value understood by the customers. S/he maps the customer team to ensure champions help Dell win the deal. The OSS displays good financial acumen to ensure we are pricing our products to win bids while securing adequate margin improvement via Run Rate and multiple LOB sales to the account. This is an Individual contributor role.
Qualifications
IDEAL CANDIDATE PROFILE
The ideal candidate for this position is a person with experience in product sales in APJ.
PRINCIPLE DUTIES AND RESPONSIBILITIES
WHAT: MANAGING THE BUSINESS (60%)
• Manages a territory or group of accounts to ensure opportunities are identified and closed
• Attains unit, revenue and margin objectives for the BU
• Proactively identifies and solves business problems faced by customer by providing subject matter expertise
• Works with customer to move an opportunity through the funnel to successful closure
• Engages in effective account planning to ensure Dell is working to meet needs of champions and keeping detractors in check
• Maintains a balance of account portfolio between acquisition, development and retention accounts to ensure consistent business growth
• Demonstrates sound financial acumen to price bids to win while putting in place margin recovery plans by selling more LOB’s and balancing bid and run rate mix
• Collaborates with account Executives to improve overall Dell share of wallet in account across BU’s
• Anticipates market and competitive actions and builds strategies to win and grow Dell’s business in territory
• Collaborates with Product Group to identify gaps in product portfolio that are needed to meet customer needs better
• Recognized by customer as a thought leader and has the executive presence to build senior executive relationships
• Works effectively across functions at Dell to solve customer problems and deliver value. Demonstrates team leadership and influence a needed to make things happen.
KNOWLEDGE, SKILLS AND ABILITIES
• 8-10 years’ experience in a IT direct sales role
• Good understanding of APJ IT market including current trends and needs
• Effective Oral and written Communication skills in English/Local Language
• Strong Drive for Results and ability to work independently with minimum supervision
• Ability to work effectively with partners, customers and internal team members
• Dedicated to meeting the expectations and requirements of internal and external customers
• Sound sales forecasting experience
• Skills to develop and maintain relationships with partners and alliances
• Must be comfortable with MS office tools, Internet and SalesForce.com
• Solid organizational & time management skills
• Self-Starter and strong change management skills
• Must be organized and able to prioritize and perform multiple tasks simultaneously
KEY RELATIONSHIPS WITHIN THE ROLE
Internal
• Global /APJ CCC Sales/Marketing team
• Country Dell Commercial Sales Team as well as BU sales specialists
External
• Channel & Alliance Partners
• Customers
No salary provided
Posted September 25, 2014 at 05:44AM from LinkedIn http://ift.tt/1vgEcPI
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