Dell Manager 2, Direct Sales in Nieuwegein, Netherlands

Job Description:

POSITION OVERVIEW :

The Senior Sales Manager - Commercial will be responsible for developing the Commercial market sector with predefined target clients. He will identify, develop, manage and close new business opportunities - using the capability of the sales organization and leveraging channel partners – targeted at the Commercial Private accounts.

As a consultative sales person, the role holder will be required to research and gain a good understanding of the customers’ business requirements at Board level and identify, manage and present opportunities managing the virtual account team to assist in the development and closing of those opportunities.

KEY RESPONSIBILITIES

  • Qualify and prioritize new and existing opportunities across the entire territory/within assigned accounts offering the greatest revenue;

  • gain a high level understanding of market dynamics and competitive landscape;

  • understand the customers’ business objectives, challenges and issues for all accounts;

  • engage at senior level with clients to fully appreciate and understand their business challenges and objectives;

  • identify the company’s unique value proposition for the customers’ defined business requirements;

  • identify and engage a virtual team with including the eco system, channel partners, to execute against defined opportunities;

  • leverage the eco system, channel partners to expand the company’s footprint and take further market share;

  • maintain operational excellence;

  • accurate forecasting and information flow to management team;

  • develop a 30 to 36 month pipeline of well qualified incremental business opportunity;

  • document and manage dynamic account & territory plans encapsulating the above business requirements.

Performance Indicators

  • Clearly defined account plans and territory go-to-market strategy;

  • achievement of quarterly revenue targets against goal;

  • grows the account to increase footprint by selling across the entire product portfolio;

  • takes full advantage and develops the business through the wider eco system, e.g. channel partners;

  • operational excellence;

  • pipeline = 3x annual quota.

Knowledge

  • profound understanding and business acumen on the IT industry;

  • knows how to hold business-led discussions;

  • translates those business led discussions into revenue opportunities;

  • identifies and aligns the best channel and specialist resources;

  • negotiates on value relative to competitive offerings;

  • can accurately forecast and developed pipeline.

PROFESSIONAL EXPERIENCE

  • Consistent overachievement against quota over at least five years with typical value of >$300k per sale with goal to reach + €20 Mio per year in Commercial market;

  • Proven track record of success in field / high tech sales experience with clients in key industry sector: Manufacturing, Healthcare, High Tech, Fast Moving Consumer Goods, Chemicals for the top 100 brands;

  • Solid demonstration of relationship building - increased volume with smaller number of clients;

  • Discover client’s pain and problems and able to identify sales opportunity solution;

  • Demonstrates an intimate understanding and experience of working effectively with the channel partners to create joint business value propositions;

  • Is able to engage effectively at CFO level and demonstrate measurable ROI.

PERSONAL CHARACTERISTICS

  • Innovative and creative;

  • ability to focus on the critical few;

  • passionate about what they do;

  • resilient and tenacious;

  • sense of urgency.

Competencies

  • Capacity to learn in an ever-changing environment;

  • Lead in an ever changing environment;

  • sense of urgency;

  • demonstrates functional mastery;

  • drives business results & customer value;

  • teamwork/resource utilization;

  • partners effectively;

  • aligns with & drives the company’s strategy;

  • solutions knowledge;

  • results driven.

  • Fluent in Dutch and English is a must

LIPRIORITY

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:

Ability to influence others to achieve results. Ability to lead, motivate and direct a workgroup. Ability to prioritize projects and/or deliverables. Ability to drive accurate and timely decisions. Ability to manage in a matrix environment. Possesses operational command of the business. Mentoring/Coaching skills.

Functional Area(s):

Sales

Business:

EMC COPS

Business Unit:

200 - STORAGE CORPORATE

Location:

Netherlands - Nieuwegein

AutoReqId:

184667BR