Dell Director of Sales Strategy DPS - EMEA in Brentford, United Kingdom

Job Description:

Director of Sales Strategy DPS EMEA

Location : any EMEA major hub

Main tasks:

Key member of the DPS EMEA management team who will drive execution of Sales Strategy and Country/Region vision and strategy around transformation of Regional/Country sales community to:

• Digital Transformation

• Business Outcome Sale

• Business Case Selling

• Work with DPS EMEA VP and DPS EMEA Leadership Team on BU strategy, Go to Market/Coverage and Quality of sales.

• Work with Regional/Country sales, presales and delivery leaders to implement and execute subsequent sales force Transformations Programs.

• Dedicated to improve effectiveness (transformational sales approaches and productivity of the sales organization.

· Work with the Country/Regional leaders to implement Key Global/EMEA Strategy Projects

Primary responsibilities:

• Drive, inspire, develop and motivate the Regional/Country teams to deliver against the DellEMC DPS Strategic agenda

• Special focus on transformation, quality, effectiveness and productivity of Regional/Country sales force in line with vision and strategy set by the Global team and SSP/T EMEA

• Be coach, driver and consultant to sales management on solution based value propositions, operational excellence, sales force setup, upskilling requirements, performance and talent management

• Provide input to DPS EMEA to adapt to Regional/Country requirements and drive execution; monitor results; represent Region/Country requirements and focus areas in EMEA and global sales programs

• Drive sales transformation in line with vision and strategy set by the SST EMEA in close cooperation with sales and presales leaders.

• Together with DPS EMEA Leadership Team, identify opportunities to improve sales effectiveness and productivity and define action plan relying on key stakeholders

• Identify and drive DELL Technology synergies; enable cross-functional communication and cooperation between the different functions impacting our success in Region/Country..

• Devise and drive long term (3 year) business plan, organization structure, sales resource and skills requirement planning and Go To Market strategy in close cooperation with the Regional/Country Manager and Management team.

• GTM, Coverage and Segmentation strategy owner.

• Identify, communicate and roll out best practices together with sales, presales management and global services.

• Work closely with Sales Development and Training to improve quality of Sales in country (Tech refresh enablement, FRS content, DellEMC ready, Account Planning…).


• Educated to university degree is preferred

• 10 years or more experience in sales (both direct/indirect) and sales management functions in ICT industry

• Proven track record of leading transformation and/or change management in sales environment

• Prior experience in Marketing, Sales Operations and other sales supporting functions

• Knowledge and understanding of the Regional/Country market (customers, partners, economic trends, …)

• Experience in interacting with senior executive management both internally and externally

• Fluent in Region/Country language(s) and English

Personal characteristics:

Strong business acumen, change agent, strong leadership and negotiation skills, strong communicator, very approachable, results driven and engaged, passionate about DELL EMC’s success in the market; independent with a strong sense of responsibility, team player with a combination of strategic agility, analytical and structuring skills; willingness to travel.

EMC Values:

When you choose our company, you join a diverse world of innovative thought leaders. At our core is a commitment to workplace diversity, the sustainability of our planet, and community corporate involvement. We offer highly competitive salaries, bonus programs, world-class benefits, and unparalleled growth and development opportunities-all to create a compelling and rewarding work environment.

Critical Hiring Criteria:

Functional Area(s):




Business Unit:



France - Paris (Bezons), Germany - Frankfurt, United Kingdom - Brentford