District Manager Acquisition
Dell
Sydney, Australia,
28d ago

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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.

Specific Responsibilities

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
  • Sales Management

  • 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
  • Local acquisitions
  • Growth of services revenue.
  • Operational excellence

  • 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.
  • Experience

  • 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.

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