Job DescriptionPOSITION SUMMARYThis position is responsible for managing all functional aspects of the Dell Technologies Account for a defined North American Region. This unique role blends both hunting and farming responsibility to achieve assigned revenue targets and management objectives. The position is responsible for developing and building working relationships with all facets of the customer' organization and develop and implement sales strategies across the functional Dell Technologies sales organizations. Once go-to-market sales strategies are defined, the position is required to facilitate execution of them across the organization to deliver results to the business; inclusive of selling with and to Dell Technologies where directed.
RESPONSIBILITIES- Develop and implement multi-stakeholder sales strategy; including account plans that will be delivered to Executive leadership.
- Build strong customer relationships and become a trusted advisor.
- Identify opportunities/sales in their initial stages and manage those deals through the entire sales cycle to close, and in some cases delivery.
- Achieve year over year sales growth through proper management of the assigned region. Develop a high volume and profitable regional business.
- Fully understand customer's technology requirements and pains and translate those into successful adoption of Vertiv solutions.
- Promote and sell through a high-level of product and application knowledge and familiarity of Vertiv solutions.
- Train Dell Technologies sales teams on Vertiv products and services where applicable.
- Forecast, plan, and execute assigned revenue targets and objectives.
- Participate in and/or attend regional trade meetings, events, conventions or shows as required by the customer or as directed by Vertiv.
- Informs resellers on current promos, new product launches, and Vertiv Partner Program updates.
- Coordinates selling campaigns, qualifies leads, and coordinates customer introductions. Works in partnership with other sales employees to increase sales revenue.
- Provides dedicated support to answer or coordinate responses for all requests from assigned customers. Assists customers in determining the best solution for their needs.
- Understands and communicates company product or services features & benefits and promotes the advantages of our company to assigned resellers.
- Answers basic technical questions about Vertiv products.
- Provides quotes, information on product availability, pricing, and competitive portfolio cross-referencing suggestions.
- Generates, updates and tracks CRM opportunities, whether originated or assigned.
- Works with sales operations team to answer questions regarding company inventory, shipping deliveries, manufacturing timeline, etc. to ensure products and services desired can be delivered to customer given their expectation/need.
- Re-directs calls as appropriate to other departments such as technical support, services, or application engineering.
- Participates in sales events to educate and promote products and services.
- Other duties as assigned.
MINIMUM QUALIFICATIONS- Bachelor's degree with a strong technical aptitude.
- Minimum of 10+ years of experience selling a technology product or service; with at least 50% in an outside sales role.
- Must be located in the Northeastern United States.
- Must have documented experience of directly managing sales with channel partners and end users, including Enterprise and SMB customers.
- Must have documented experience of selling to executive-level customer personnel.
- Working knowledge of Dell Technologies; their market, including their network, their customers, and their competition.
- Previous experience selling to or with Dell Technologies.
PREFERRED QUALIFICATIONSPHYSICAL & ENVIRONMENTAL DEMANDS- Standard office environment.
TIME TRAVEL REQUIREDThe successful candidate will embrace Vertiv's Core Principals & Behaviors to help execute our Strategic Priorities.OUR CORE PRINCIPALS: Safety. Integrity. Respect. Teamwork. Inclusion.
OUR STRATEGIC PRIORITIES• High-Performance Culture• Customer Focus
• Operational Excellence
• Innovation
• Financial Strength
VERTIV BEHAVIORS - Own it
- Act with urgency
- Foster a customer-first mindset
- Think big and execute
- Lead by example
- Drive continuous improvement
- Learn and seek out development
- Promote transparent & open communication
SALARIED ROLE:
The anticipated salary range for this role in the MA locality is between $118,000 to $148,000 per year -salary ranges for other geographic localities may vary. Certain roles are eligible for additional rewards, including merit increases, annual bonus and stock. These awards are allocated based on individual performance and are role based. In addition, certain roles also have the opportunity to receive and/or participate in profit sharing, allowances, travel and/or car expenses, and earn sales incentives based on revenue or utilization depending on the terms of the employee's role and individual offer details. The role is eligible to participate in a comprehensive and competitive benefits program, including medical, dental, vision, disability, PTO, holiday pay, and 401k. Additional details about total compensation and benefits will be provided during the hiring process.
SALARIED ROLE:
The anticipated salary range for this role in the NY locality is between $124,000 to $155,000 per year -salary ranges for other geographic localities may vary. Certain roles are eligible for additional rewards, including merit increases, annual bonus and stock. These awards are allocated based on individual performance and are role based. In addition, certain roles also have the opportunity to receive and/or participate in profit sharing, allowances, travel and/or car expenses, and earn sales incentives based on revenue or utilization depending on the terms of the employee's role and individual offer details. The role is eligible to participate in a comprehensive and competitive benefits program, including medical, dental, vision, disability, PTO, holiday pay, and 401k. Additional details about total compensation and benefits will be provided during the hiring process.
About the TeamWork Authorization
No calls or agencies please. Vertiv will only employ those who are legally authorized to work in the United States. This is not a position for which sponsorship will be provided. Individuals with temporary visas such as E, F-1, H-1, H-2, L, B, J, or TN or who need sponsorship for work authorization now or in the future, are not eligible for hire.
