Dell Sr Advisor, Product Marketing (STORAGE) in PENANG, Malaysia

Role Description

The Storage Brand Manager is responsible for cross-functional management of Dell’s storage solutions through their entire life-cycle to achieve Profit & Loss goals. He/she uses technical and industry experience to formulate product/ solution strategies. Works across functional areas to implement storage strategies in country. Analyzes markets to determine opportunities. Ensures offerings are defined to maximize profitability. Evaluates, adjusts and if needed, localizes product strategies to respond to competition.

Works with Central of Competency team to help optimize the most effective programs for demand generation.

Then works with “Inside and Outside sales” teams to execute these programs to deliver revenue and margin goals.

Helps deliver promotions and bundles for use in channel to drive incremental upside.

Provides feedback to product development / R&D teams via Central of Competency to ensure customer needs and requirements are represented for future products. Maintains the product roadmap and ensures that these are used strictly under NDA.

In country Subject Matter Expert for internal and external product events, including analyst meetings, press interviews, sales training and partner meetings.

Line of Business Management (LOB)

  • Storage Revenue Unit Margin (RUM) pipeline sufficiency, participation rate, share management

  • Sales enablement / briefing

  • Sales contest design / management

  • LOB demand programs

  • Win loss analysis and insights sharing

  • Demand supply projection / planning

  • Lead market share & competitive reviews with Sales or General Manager.

  • Build LOB programs & recovery plans with segment marketing & program managers

  • Product roadmap alignment with Product Group, Product Life Cycle Manager, Sales & Marketing

Demand Generation Activities

  • Sales enablement / Floor excitement / Lunch & Learn

  • Drive Sales Play, reporting & enablement

  • Provide LOB positioning guidance (promo/bundles) & program managers (campaigns)

  • Account Executive /Inside Sales Representative /Technical Sales Representative /Storage Consultant/DCSE attach tracking

  • Support events/PR and channel program

Pipeline Conversion

  • Large Deal & pipeline support customer visits

  • Champion competitive tools (locks, compares)

  • Positioning, key upsells sheets & closing tools

  • Win / Loss analysis & competitive lessons learned

Requirements

  • At least 10 years’ experience in IT infrastructure field – at least 4 years in a product focused marketing role.

  • Knowledge of storage and converged sales a must.

  • Demonstrated track record in delivering sales results.

  • Sharp business acumen, entrepreneur spirit and experiences desirable.

  • Fluent spoken English and good command of written English.

  • Tertiary education in IT, Business Management or equivalent is desirable

Organization: Commercial Sales

Title: Sr Advisor, Product Marketing (STORAGE)

Location: AP-MY-Penang

Requisition ID: 17000HOJ