Dell Sr Manager, Inside Sales in Singapore
Sr Manager, Inside Sales
Job ID R08133
Date posted 10/10/2017
Why Work at Dell?
Endless challenges and rewards. Opportunities on six continents. A team of colleagues fueled by collaboration. All this, and a company deeply committed to integrity and responsibility.
Sales Leader Experience- data center selling experience. Enterprise and Commercial experience. Strong familiarity with the DPS Organization and their integration into the Dell EMC Product portfolio.
Deep understanding of Dell and Data Center alignment to optimize coverage models to maximize revenue opportunity
Deep understanding of heritage Dell go to market strategies and ability to leverage them to optimize effectiveness.
Has depth and operational discipline to carry and manage alignment to Dell and Data Center counterparts.
Scope - $20 to 30M – Team of 13 (inside sales reps and inside solution engineers) distributed across multiple locations in India, SEA, ANZ and Japan.
Will be required to travel 50% of the time ensuring balanced coverage between Dell teams, data center field sales, customers, and partners. Locations could include (India, SEA, ANZ, Japan).
Ability to hire and develop talent into high performing inside sales reps with a future in field sales or leadership.
Ability to work cross functionally with groups that influence our ability to grow and achieve i.e. marketing, product management/engineering, sales operations, presales, and the channel.
Ability to work across multiple stakeholders (Dell and Dell EMC LT, country managers, channel leaders)
Extensive and Successful experience selling in Inside Sales
Field Selling or Inside Management experience is preferred
Heritage EMC storage OR Dell selling experience
Formidable understanding of heritage Dell sales motion
Proven track record of selling into the Data Center (Compute, Storage or Backup)
Experience working in our channel, enterprise or commercial data center sales divisions
The Specialty Division of Dell EMC is the global leader in Data Protection Systems. Our platforms are a powerful, yet simple way to manage data and applications, enabling enterprises to store and protect across a wide spectrum of use cases and delivery models. DPS has the best in class solution set that leads in the Data Protection market. If you thrive in results-oriented environments and have high expectations for yourself and for others, take a closer look at our DPS Division.
The leader will lead roughly 13 Specialty inside sales and presales employees and have direct sales responsibility for profitable and balanced revenue achievement of approximately $20 to 30M with services, systems engineering and supporting business activities. The candidate is required to have demonstrated consistently strong sales results, leadership aptitude, high level customer facing interactions, team development and effective communication. In addition, this person will need to have experience selling EMCs storage, information infrastructure, services and solutions. Additional experience selling within the heritage Dell model is also desired.
The candidate will have experience working in a highly matrixed environment to drive business initiatives and define priorities for a variety of regions across Europe and META. He/she will be responsible for managing DPS inside sales reps, and as well as maintain dotted line responsibility for systems engineers and leadership and channels in the Americas.
Reports to Lawrence Dixon Dir. of DPS & Isilon Global Inside Sales
PRINCIPAL DUTIES AND RESPONSIBILITIES
This person will develop the overarching sales and GTM strategy and lead its implementation efforts for DPS in strategic partnership across Dell Technologies strategically aligned businesses in Europe and META.
Focus and build a consistent approach to meet and exceed quarterly and annual quota objectives for the business across each inside sales site.
Run affective Demand Generation campaigns to grow pipeline for DPS in every region.
Ensure and drive high levels of collaborations, within the business, with the BU’s, across divisions, theaters, functions and partners in the diverse ecosystem.
Influence senior management’s opinions, inspire confidence and loyalty and demonstrate a proven track record of building, motivating and challenging an organization to sell world class products and services.
Provide oversight for and manage opportunities in theater to increase deal size and accelerate the buying process.
Focus on Attracting, Retaining and Developing Top Talent with in the business and as an industry. Identify, hire, mentor, coach, manage and motivate a diverse team of leaders, sales professionals, channel managers and system engineers.
Accurately forecast respective business quarterly and each half.
Develop Business cadence, Conduct weekly sales meetings and quarterly business reviews to ensure effective selling and efficient engagement of aligned resources
Delivers presentations to DELL EMC LT, Customers, Channel Partners and Sr. Leadership within heritage Dell. Thoroughly understands and articulates DPS technical direction, capabilities and business solution to clients. Continuously improve knowledge of both solutions across its business partners, and competitors.
Moderate understanding in Finance and Business Operations, ability to maintain budgets and understand general cost models.
Ability to work with sales operations to set targets for individuals and team.
Works collaboratively across all Dell Technologies businesses to build our DPS GTM.
Maintains deep working relationships with all leaders in each country across Dell Technologies.