Dell Product Specialist 4 in New Zealand

Product Specialist 4

Job ID R03909

Date posted 10/10/2017

Why Work at Dell?

Endless challenges and rewards. Opportunities on six continents. A team of colleagues fueled by collaboration. All this, and a company deeply committed to integrity and responsibility.

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.

The ideal candidate for this position is a person with experience in product sales in New Zealand.

Responsibilities:

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

  • Works with channel partners to ensure they are driving Dell business rather than competition

  • 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.

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

.

QUALIFICATION:

8-10 years’ experience in a IT direct sales role

  • Good understanding of New Zealand IT market including current trends and needs

  • Effective Oral and written Communication skills in English

  • 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

  • Comfortable with MS office tools, Internet and SalesForce.com

  • Solid organizational & time management skills

  • Self-Starter and strong change management skills

.

Job ID

R03909