DPS Engagement Manager
BRIEF SUMMARY/PURPOSE OF JOB:
Responsible for selling the company's portfolio of products and services to the allocated key accounts. You report to the Internal Sales Manager.
DUTIES AND RESPONSIBILITIES:
The Engagement Manager plays a key leadership role on the Professional Services Sales team by coordinating win strategies, plans and resources around complex services sales opportunities while building and developing senior-level relationships with prospective target accounts. The Engagement Manager owns the customer engagement process, leading Dell and partner resources from the time the account/opportunity identification through capture and contract negotiations.
TEAM /FINANCIAL RESPONSIBILITIES (i.e revenue/budget; virtual team /number of direct reports):
Builds and establishes senior-level relationships at potential Services clients and proactively engages to identify needs and opportunities and communicate Dell's Services value proposition .
Simultaneously balances near-term and longer-term sales opportunities to maximize effectiveness and efficiency of team resources Manages and marshals resources from within and outside of Services around distinct complex services target clients, opportunities and proposals Identifies and develops potential partnership opportunities around accounts and opportunities.
Facilitates account and opportunity planning sessions to develop clear strategies, value propositions, tactics and actions to win complex Services business Defines "go to market" strategy inclusive of partner participation Orchestrates internal Dell and partner messaging across key client contacts Liaisons with key sales organization leaders to identify complex Services opportunities and potential target accounts.
As an Engagement Manager, the candidate must demonstrate strengths in: Leadership, Customer Focus, Organizational Agility, Intellectual Horsepower, Integrity and Trust, Learning on the Fly, and Driving for Results. Ability to provide innovative solutions and processes to drive the success of the organization is also critical.
5-7 years of selling complex services, hardware or consulting services at a top-tier hardware manufacturer and service integrator with a track record of innovating in his/her respective field.
Proven ability to engage with potential customers at the "C" or senior executive level with exceptional customer facing skills and demonstrated quick thinking ability.
Proven success in team-based selling environments, proposal development and contract negotiations.
Demonstrated agility in developing and executing multi-faceted capture strategies and ability to understand customer requirements and align team competencies to achieve in an "easy to understand" manner.
Demonstrated ability to leverage "out of the box" thinking and disruptive technologies to establish competitive differentiators.
Financial acumen associated with account profitability plans and pricing strategies; excellent written and verbal communication skills.
MBA or equivalent experience.