Dell Primary Storage Channel Manager (17000LQJ) in Amsterdam, Netherlands

Primary Storage Channel Manager (17000LQJ)

Job ID R13987

Date posted 10/12/2017

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The Primary Storage Channel Manager position is responsible for sales execution in country for given partner, focusing on the successful introduction, adoption and revenue acceleration of the DellEMC Primary Storage portfolio and all products forming the MIT portfolio. This position will require the development, partner execution and coordination of partner sales account plans in relation with DellEMC Business Partner Program Team. The position is a revenue and margin generating position

Mission Work in partnership with all Functional Channel and distribution Teams and MIT business unit, to lead and drive Primary Storage product adoption and sales within the DellEMC Channel. Working within a matrix organization you will be in charge of executing the go to market within your assigned partners and geography for the Primary Storage Solutions

Position Overview The Primary Storage Channel Business Development Manager wins, maintains, and expands relationships with assigned channel partners, working in alignment with the EMEA channel strategy and ISG BU team. The position is responsible for driving revenue and for achieving assigned revenue quota. The position will primarily focus on developing relationships with Channel Partners and DellEMC Modern Infrastructure (MIT) teams, leverage partners resources to develop pipeline and revenue, integrate partner strategy in DellEMC Business Partner Program, with the objective to develop Primary Storage sales and deliver budget requirements for the region.

Job Responsibilities - Establishes productive, professional relationships with key personnel in assigned partner accounts and geography

  • Consider the storage competitive landscape when creating country GTM strategies and portfolio designs.

  • Be the subject matter specialist (SMS) on storage by market and country who can articulate clearly how our competition is working so that DellEMC can address accordingly

  • Coordinates the involvement of company personnel, including support, service and management resources, in order to meet partner performance objectives and partners expectations

  • Meets assigned targets for sales volume and strategic objectives in assigned partner accounts

  • Support partner sales team in all Modern Infrastructure opportunities through channel partners

  • Manage and provide channel forecasting, pipeline tracking, and reporting to partner management and provide visibility to Channel Management as well as ISG BU and DellEMC Primary Storage management, as requested

  • Educate channel sales and pre sales with competitive storage solutions and tactics

  • Elaborate Primary Storage Go to Market Strategy and integration in shared DellEMC Partner business plans by region

  • Develop partner enablement plans to build out the partners sales and pre-sales and delivery capabilities

  • Implement sales & technical training plans for partner teams, leveraging the DellEMC Business Partner Program- Accreditation, trainings, certifications, mentoring- to raise partners capabilities to sell and implement Primary Storage solutions

  • Drive and assist in partner demand generation activities such as campaigns, call blitzes, etc to increase pipeline resulting in Primary Storage sales revenue

  • Educate partners about Flash product portfolio and all MIT offerings

  • Communicate up-to-date information about new Primary Storage offerings and enhancements to partners

  • Stay current with latest developments in marketplace and competitor activities


Benefits - Our people are the most critical component of our long-term success and their health and wellbeing are our priority. You will enjoy a comprehensive, locally competitive benefits package.

Equal Opportunity Employer - DellEMC 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. DellEMC encourages applicants of all ages.

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