Dell Director,Exec Briefing Centre APJ in Singapore, Singapore

Job Description:

This is a key position as a member of the APJ Management Team and is responsible for redefining the role of the APJ EBC by working with the APJ President, Global EBC Director, APJ DSS and the wider APJ Executive Team to create a highly impactful Customer experience.

Ensuring that the message delivered by the APJ EBC is aligned to DELL TECHNOLOGIES’s Sales Priorities and GTM, which for 2017 are focused on Data Centre Modernisation, the Cloud and Digital Transformation, by leveraging Converged & Hyper-Converged Infrastructure, Flash, Cloud and Software Defined.

Leveraging state of the art technology to deliver high impact customer engagements that showcase the use of DELL TECHNOLOGIES’s portfolio to help customers understand how they can apply DELL TECHNOLOGIES’s solutions to drive Business Transformation and Innovation across Technology, IT and Digital.

Responsible for all aspects of the management and successful delivery of these customer engagements in the APJ Executive Briefing Center. This requires building strong relationships with APJ Sales Leadership and Field Sales Teams to ensure content and delivery is closely aligned to Sales and Customer Priorities and expectations.

Building the APJ EBC into a Talent Development Centre where APJ DELL TECHNOLOGIES SME’s can showcase their ideas and collaborate with customers and the wider DELL TECHNOLOGIES community to create repeatable best in class business solutions.

Creating a closed loop EBC process that establishes the stated objective of each customer engagement and ensures that this is successfully met whilst capturing next steps and tracking existing and new opportunities in SFDC, whilst providing the customer with well documented outputs from the engagement process and clarity on follow next steps with GS consultative engagement where appropriate.

Working with the APJ DSS and APJ Sales Enablement to provide a feedback and developmental loop for Sales Reps who participate in these customer engagements at the EBC so they can fine tune their business outcome, value based selling skills.

Key Objectives

  • Establish DELL TECHNOLOGIES APJ as a thought leader in IT business transformation and enable an environment

  • where customers can collaborate with DELL TECHNOLOGIES and their partners to create new business solutions.

  • Qualify and grow existing opportunities whilst identifying net new opportunities to go wider and deep

Principal Duties and Responsibilities:

  • Responsible for managing all aspects of the APJ EBC: from field and customer engagement, briefing content, customer follow up, opportunity capture, EBC facility & logistics.

  • Responsible for sourcing impactful presentation content and SME Speakers to address the field sales and customer requirements at the EBC.

  • Responsible for hiring, managing and continually developing a staff of EBC planning and services personnel.

  • Highly credible representative of DELL TECHNOLOGIES to prospects and customers, and capable of delivering presentations and directing the outcome of briefings with the highest level of quality.

  • Responsible for maintaining service level agreements with other DELL TECHNOLOGIES organizations critical to the success of the EBC (e.g. Sales, Marketing, Engineering and partner organisations like Pivotal, VMware, VCE, Virtustream, RSA etc).

  • Responsible for identifying and continuously re-evaluating the content required to represent DELL TECHNOLOGIES Solutions, to a variety of audiences (business and technical) and from a variety of perspectives, e.g., technology, business applications, customer case histories, partnerships, services offerings, and solution offerings.

  • Ensuring that Global Services are engaged at all stages of the customer engagement and that clear next steps for a consultative follow up on the opportunities discussed are agreed and communicated.

  • Invent and ''bring to market'' new customer engagement programs related to briefings that further develop DELL TECHNOLOGIES''s relationship with customers and draw information from customers. Including delivering regional EBC’s in the field where appropriate e.g. “EBC in a box”.

  • Responsible for representing DELL TECHNOLOGIES in the integration of the DELL TECHNOLOGIES APJ EBC into the Dell Technologies APJ EBC program after the merger is finalized.

  • Responsible for owning and optimizing the lifecycle of an EBC visit. Evangelize the benefits of briefings to direct and indirect sales reps and channel partners by all appropriate means (sales meetings, sales communication vehicles, new hire training, etc.).

Skills

  • Ability to evangelize highly technical topics in an interesting and engaging way and translate into simple business outcome based discussions.

  • Have extensive experience with enterprise-level accounts and partner & channel sales environments.

  • Possess a clear understanding of the sales cycle and the incremental benefit a well delivered EBC can bring to growing and accelerating the closure of opportunities.

  • Thorough understanding of strategic and value based selling.

  • Experience of managing diverse sales or sales programs organizations.

  • Open and enquiring mind to ensure the EBC is continually evaluated for quality of customer experience.

  • Outstanding verbal and written communication skills.

  • Highly developed presentation skills.

  • Strong business acumen.

  • Highly customer focused.

  • Proficient in Microsoft Office and Salesforce applications.

  • Excellent understanding of how to leverage technology (i.e. Projection & AV Platforms, Meeting Room Controls, Video Conferencing etc) to deliver impactful customer engagements.

Experience

  • 15 years plus Technology Sales/Sales Management Experience

  • Detailed Storage Product, Software & Solutions knowledge

  • Bachelor’s degree or equivalent

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):

Marketing & Communications

Business:

EMC COPS

Business Unit:

100 - EMC CORPORATE

Location:

Singapore - Singapore

AutoReqId:

183869BR