Dell Software Sales Account Executive Enterprise in Gland, Switzerland

Job Description:

The Dell EMC Software Group is responsible for driving the software selling motion in EMEA through our Enterprise License Agreement (ELA) solutions. ELAs create the platform for our Customers’ transformation to the Modern Datacentre. They provide both cost benefit and commercial agility, enhancing our Customer TCE. This position is to lead the Dell EMC Software Group sales into the Southern Europe region. The role will work hand in hand with the GFS organization and existing BU specialty software groups. We are seeking a creative Software Sales professional with excellent communication, negotiation and leadership skills and a consistent track record of exceeding quota. The successful applicant will possess an industry reputation for competence, professionalism, integrity and a passion for winning.
 


Key Responsibilities

Drive the software selling motion in Switzerland to create a mature and repeatable ELA selling methodology into the region

Lead the major transformational ELA sales

Use the MEDDIC sales approach and develop high quality business cases that ensure:

  • Software is sold at the correct price floor

  • Deals close on time

  • The correct software is sold to the client to achieve overall transformation agenda

Build an internal network with the assigned territory to be seen a key member of the sales management team

Develop an external CXO level network to support the successful positioning and closing of ELAs

Be viewed as the subject matter expert on ELAs and Dell EMC’s transformation agenda

Ensure that the ELA goal is achieved and ideally exceeded every quarter whilst building sufficient pipeline coverage (x3)

Data quality - ensuring that all ELA opportunities are correctly qualified and forecast to drive a high win rate

Drive the ELA motion for tech refresh into install base

Qualifications

  • Proven experience selling enterprise software and large multi-year ELA’s into Enterprise & SP Accounts

  • Consistent track record of exceeding quota while maintaining customer loyalty and required product margins

  • Strong experience and the ability to evangelize on the value of transformational business cases to drive and accelerate a sales campaign

  • Ability to understand the high level value proposition across of the Dell EMC Business Units to build the optimal transformation agenda and business case

  • Ability to manage complex negotiations with all levels of clients

  • Strategic account planning experience, history of pro-active creation and ongoing management of detailed account plans

  • Knowledge of the IT industry, software and enterprise license agreements

  • Willingness and ability to travel within region

  • Competitive, refuse-to-lose attitude, strong work ethic, and excellent team building and influencing skills

  • Professional qualification in Business, Management, Computer Science, or Engineering fields

  • Experience with Enterprise License Agreements and Transformation Business Cases a significant advantage

Language skills: Fluent English and at least one of the region’s languages

"LIPRIORITY"

"LIEMEA17"

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):

Sales

Business:

EMC COPS

Business Unit:

200 - STORAGE CORPORATE

Location:

Switzerland - Bern, Switzerland - Gland

AutoReqId:

184902BR