Distribution services sales executive - business development manager - Casablanca, Dell

Distribution services sales executive - business development manager

10/05/2019 Casablanca Dell Glassdoor.com


Distribution Services Sales Executive - Business Development Manager
Competitive salary
Can you combine a proven track record in sales with up-to-date knowledge of technology? If you are passionate about what you do, the career possibilities will be second to none. Within Services, we are looking for a Services Sales Executive to join our top-caliber team in Casablanca. This role will require travel across EMEA region.
Dell's global business is based on expertise. It takes extraordinary knowledge to create technology that drives human progress. And it takes expert insight to sell those groundbreaking products. Our Product Specialists get to know a limited number of specialized products and services inside and out. As well as selling them directly, we're called in to identify and support opportunities within particular customer accounts. We are the difference makers.
Key Responsibilities
 Gains access and manages relationships with senior level leaders and executives of our large distributors in EMEA.
Act as the primary contact for Support & Deployment services for Dell EMC Distribution for our G3 distributors (Tech Data, Ingram & Arrow) in EMEA
Own the end to end development of the services strategy within these distributors and their top resellers. Identify opportunities for growth and improvement within the region. Engage internally and with these 3 distributors to drive these to fruition
Own and drive the quarterly Services account plans and QBR's business reviews with G3 distributors that are aligned to the regional Distribution Strategy. Ensure regional services revenue growth in partnership with the Partner Account management team.
Own and drive weekly services pipeline reviews with G3 distributors and their top resellers to create the push and the pull services demand.
Play an advisory role to ensure a complete understanding of the current Services portfolio and capability at Dell EMC Sales, G3 Distributors and at resellers level through Internal Training and Regular site visits. Engage and support the distributors with the introduction as well as the sustainment of any new service offers into the region.
Ensure engagement and relationship management with the Regional Services RSD's and SSE/R's to demonstrate a single and aligned Services Sales Strategy in EMEA and the regional disti BU; as well as regular reviews and cadence with local channel SSE's and SSR's.
Work closely with internal Services and sales departments (Partner Account Managers, Marketing, Program team, APOS / NPOS Teams, COS, SPOT...) as well as the Distribution Network to drive resolution of any identified challenges to provide a seamless Services upgrade experience
Provide regular updates on financial and operational performance and progress to key business stakeholders internally and within the G3 distributors
Drive Services marketing activities within the distribution while aligned to the overall Dell EMC Distribution marketing plan. Drive and own services specific targets and rebates into Distribution (including Spiffs)
Work with the SSR's and IPAM's to accelerate the services growth with the Authorized resellers (managed and Gold incubators)
Essential Requirements

Fluency in English, Arabic and French

6-8 years of relevant services sales experience in high tech industry for channel/distribution or equivalent combination of education and work experience

Sales and sales pipeline management experience, demonstrated track record of meeting/exceeding sales targets
Business and financial acumen
Highly effective presentation and negotiation skills to a CXO-level audience
Ability to develop long-term strategic and executive level relationships.

Flexibility to travel
across EMEA region
Desirable Requirements
Distribution or Channel sales experience preferred
Education in Business and Administration or IT preferred
We offer highly competitive salaries, bonus programs, world-class benefits, and unparalleled growth and development opportunities ? all to create a compelling and rewarding work environment.
If you're ready to become an expert in some of the tech world's most innovative offerings, this is your opportunity to develop with Dell.
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