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.
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
Global /APJ CCC Sales/Marketing team
Country Dell Commercial Sales Team as well as BU sales specialists
Channel & Alliance Partners
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