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District Sales Manager - Enterprise Acquisition
The District Sales Manager Enterprise Acquisition is responsible for achievement of revenue objectives and specific initiatives for Dell EMC products and related services across a specified customer set
The role requires that the candidate is an experienced leader who provides a role model for cross functional collaboration, proactive sales management, effective communication and operational excellence.
Provide leadership and facilitate teamwork within EMC
Represent the acquisition business on the sales leadership team
Proactively partner with Dell EMC management to align resources and achieve joint success
Work cross functionally with Dell EMC teams such as Commercial Sales, Converged Platforms, DPS, RSA & GS (Global Services)
Work across Dell EMC management to develop the territory Go to market’ solutions and manage execution of this strategy
Speak at internal and external events
Represent Dell EMC across various industry groups as required
Uphold and represent our values and culture code across the organization
Encourage innovative thinking, diversity and inclusion
Under limited direction will lead, develop and manage a team of field-based sales representatives who are tasked to : meet and exceed assigned quota, build territory revenue, prospect and close named accounts against established competition through individual initiative and by leveraging the core Dell EMC Sales Team and professional resources.
Develops recommendations on growth, opportunities for growth, and key target accounts. Assists in training sales representatives.
Establish and nurture relationships with all levels of customer organizations, sales and sales support functions and partners.
Execute account strategies and coordinate team-selling efforts with core selling team for a portfolio to close business on a quarterly and annual basis.
Set quotas for sales people and help / manage to successful achievement of these targets
Allocate resources to opportunities and territories
Ability to manage in a matrix environment
Partner with Dell EMC in major deals and align with Dell EMC territories
Forecast, track and manage revenue and margin
Manage major deals to successful conclusion
Management of license, Professional services and support revenues
Make direct sales calls to senior customer targets
Manage activity rate of sales team (calls, demos, presentations, proposals)
Evaluate performance of sales people and mange to successful conclusion
Select key potential performers and actively recruit for headcount objectives
Manage direct sales targets and Channel sales targets.
Strategic Thinking and Execution
Proactively develop and maintain leadership strategy in the following areas
Growing revenue with the channels
Potential solutions for the market
Go To Market solutions for Dell EMC with software content
Competitive strategy at the sales, channel and market level
New partnerships ISVs, OEMs, Distributors
Growth of services revenue.
Target, quota, forecasting accuracy
Integration issues with Dell EMC
Order processing and tracking
Management use of Dell EMC management tools for performance management and growth.
At least 10 years selling experience in a quota bearing capacity with at least 5 years in successful sales management
Previous experience in acquiring new customers, dedicated acquisition territory experience preferable
Strong understanding and network of Victoria and NSW geographical area and accounts would be advantageous
Must have leadership capabilities and the ability to lead, manage and integrate a successful Operation within the framework of the current Dell EMC organisation.
Academic qualifications are preferred.