Job SummaryThe Business Development Manager - Dell Technologies at SHI is responsible for driving profitable growth in the Dell Technologies product portfolio through strategic solution selling, technical enablement, and proactive account management. This role works cross-functionally with SHI's sales organization, Dell Technologies, and key ecosystem partners to deliver value-driven solutions that address complex customer business challenges. Combining technical expertise, business acumen, and relationship-building skills, the Business Development Manager cultivates new business, expands existing accounts, and positions SHI as a trusted advisor.
Role Description- Act as the primary partner subject matter expert and trusted advisor to SHI account executives and customers, providing deep knowledge of the Dell Data Center portfolio
- Collaborate with SHI's sales teams to identify and develop new partner opportunities within assigned accounts and territories
- Drive the entire partner sales cycle with Account Executives: prospecting, qualification, solution positioning, quoting, closing, and post-sale follow-up
- Conduct technical and business discovery with customers to understand IT environments, pain points, and desired outcomes; architect and recommend Dell solutions accordingly
- Lead and participate in customer-facing meetings, presentations, demonstrations, and whiteboarding sessions
- Build and maintain strong relationships with Dell partner account teams, technical resources, and ecosystem partners to co-develop go-to-market strategies and maximize revenue
- Stay current on Dell's roadmap, partner programs, promotions, certifications, and competitive landscape
- Provide enablement, training, and mentorship to SHI sales teams to increase Dell mindshare and sales effectiveness
- Execute joint business plans with Dell and participate in Quarterly Business Reviews, pipeline reviews, and account planning sessions
- Track, manage, and report on Dell pipeline, forecast, and results using CRM and other business tools
- Support renewals, attach, upsell, and cross-sell motions, with a primary focus on net new business growth and solution expansion
- Represent SHI at Dell and industry events as needed
- Maintain Dell Data Center certifications through quarterly training goals
Behaviors and Competencies- Reporting: Can identify the need for, and initiate, regular updates to relevant stakeholders without explicit instructions.
- Training: Can identify learning gaps within a team, propose training solutions, and take action to implement them without explicit instructions.
- Relationship Building: Can identify opportunities for collaboration, propose strategies for effective communication, and build relationships without explicit instructions.
- Problem-Solving: Can identify problems, propose solutions, and take action to resolve them without explicit instructions.
- Results Orientation: Can set personal goals and work towards them, achieving results consistently.
- Analytical Thinking: Can apply critical thinking to analyze data, identify patterns, and make basic inferences.
- Data Analysis: Can identify patterns and trends in data, propose hypotheses, and use statistical techniques to test them.
- Teamwork: Can work effectively in a team, contributing ideas and effort, and respecting the contributions of others.
- Communication: Can effectively communicate complex ideas and information, and can adapt communication style to the audience.
- Time Management: Can generally use time effectively and is working towards improving task prioritization and deadline management.
Skill Level Requirements- The ability to effectively communicate and sell complex technical products or services by understanding customer needs, articulating the value proposition, and providing technical expertise to support the sales process. - Intermediate
- Understanding of Information Technology products and solutions to effectively evaluate, implement, and support technological initiatives within an organization. - Intermediate
- Ability to examine, clean, transform, and model data to discover useful information, draw conclusions, and support decision-making. - Intermediate
- Comprehension of the inner workings of a company, including its market positioning, competitive dynamics, and operational processes, to inform decision-making and drive sustainable growth. - Intermediate
- The ability to effectively utilize applications like Word, Excel, PowerPoint, and Outlook to enhance productivity and perform various tasks efficiently. - Intermediate
Other Requirements- Completed Bachelor's Degree or relevant work experience required
- 5-7 years of experience with IT sales or channel business development role
- 3-5 years of experience in working with partners and the IT Channel
- Experience with Dell's Data Protection portfolio
- Ability to travel to SHI, Partner, and Customer Events
- Ability to travel 15%
- Ability to work flexible hours
The estimated annual pay range for this position is $70,000 - $110,00 which includes a base salary plus bonus. The compensation for this position is dependent on job-related knowledge, skills, experience, and market location and, therefore, will vary from individual to individual. Benefits may include, but are not limited to, medical, vision, dental, 401K, and flexible spending.
