KNOWLEDGE, SKILLS, & ABILITIES:

• 2+ years of relevant experience or equivalent combination of education and work experience
• Strong knowledge of Dell technology, Datacenter design and Services, and is able to identify how these products and services align to customer needs
• Sells Consultatively – Ability to use collaborative communication to engage clients in Enterprise discussions that result in mutual value
• Manages Channels – Ability to develop, motivate, support and orchestrate internal or external third parties to optimize sales coverage and revenue production
• Maps Politics – Ability to uncover and validate the political power structure, identify influential people & personal/organizational politics
• Uses Customer Research - Ability to uncover, identify and leverage published and internal customer information

• Responsible to drive inbound and outbound calls, emails, and web interface to focus on maintaining and expanding business relationships/market share with existing and new customers for Dell Enterprise Solutions
• May focus on Channel Partners, new account development and/or expanding existing accounts
• Viewed as a trusted business advisor to the customer and uses in-depth knowledge of Dell’s products, technology, products and services to help customers formulate direction
• 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 balances demands from multiple stakeholders
• Effectively balances short term and long term priorities
• Develops and implements account plans that drive the attainment of critical business objectives
• Involved in contract negotiation and possesses strong financial knowledge