Dell Account Exec 4, Channel Sales in Santa Clara, California

Job Description:

Account Executive - Remote Based

Works closely with new and existing partners to establish relationships that drive new business, retain existing customers and develop the Partner Ecosystem. Responsible for driving Channel revenue growth consistent with the overall revenue and growth targets of the region, theatre and the corporation. Well versed in product /solution sales methodology including product positioning, objection handling, financial selling, and account planning as well as forecasting. Revenue opportunities are identified and realized through research, collaboration, influence, relationship/account management with and through, distributors, resellers, partners, partner's lines of business and direct sales in assigned territory or region. Helps identify, recruit and onboard channel partners. Carries out programs and represents company in all activities associated with channel support. Observes and educates partners about our emerging technologies and solutions. Works with partners on developing a joint go to market business plan and facilitates partnering efforts with Field Sales management. Engages Field Sales and extended Channel team early on how to communicate strategy and ensure collaboration. Understands how to work with all assigned partners types. Adds value in the sales cycle of partner's opportunity by acting as a sales coach or by contributing personally in a given customer opportunity. Strategically aligned to our Partners and Sales team. Both Channel sales and end user sales experience is required for this role.

Role Responsibilities

•Executes and educates partner community on programs and influences the adoption of EMC solutions

•Manages the channel partner relationship, engagement, and achievement of joint objectives through the partner planning process.

•Develops and implements strategies for targeted accounts

•Maintains a network among field sales and the partner organization, as well as colleagues and customers to share information and build prospects. Position partner(s) into the local/regional/theatre Go-to-market and coverage model.

•Anticipates the customer's needs & formulates effective solutions

•Leverages cross functional resources

•May work with some supervision

•In-depth knowledge of industry and multiple areas of Channel sales

•In-depth knowledge and ability to sell EMC products/solutions/services and may have specialized training within a product line

•Anticipates any key issues and business priorities that affect Partners stakeholder as well as EMC

•Demonstrates understanding in Partner financials, profitability and business models.

•Builds & manages business plans for increasing mutual profitability

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.

Dell is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex (including pregnancy), sexual orientation, gender identity and/or expression, national origin, protected veteran status, disability, genetics, or citizenship status (when otherwise legally authorized to work) and will not be discriminated against on the basis of such characteristics or any other status protected by the laws or regulations in the locations where we operate. Dell encourages applicants of all ages.

Critical Hiring Criteria:

Functional Area(s):

Sales

Business:

EMC COPS

Business Unit:

200 - STORAGE CORPORATE

Location:

CA - Campbell, CA - Menlo Park, CA - Palo Alto, CA - Pleasanton, CA - San Francisco, CA - San Jose, CA - San Mateo, CA - Santa Clara

AutoReqId:

184165BR