The Global Account Services Executive (ASE)

At Dell Technologies, we're proud to be known globally for the ground-breaking innovation and quality of our services. Services Sales is all about connecting customers in a defined geography or market with our service offerings and making direct sales. Our field-based team identifies, develops and successfully closes business opportunities. Their remit spans the full breadth of Dell's diverse services portfolio: professional services, consulting products and outsourcing services. Active around the world, they help clients to unlock the potential of next-generation services.

Dell Technologies Global Alliances is a global organization uniquely organized to deliver business outcomes to some of the most well-known and complex Strategic Outsources, System Integrators, Services Providers, and Hyperscalers while building long-term, trusted relationships with clients. Global Alliances accomplishes this through specialized business and technical experts focused on partnering to meet our customer's specific needs. In this role, the Global Acccount Services Executive will explore transformational change via best-in-class technology, services, and solutions from Dell Technologies and our most strategic Partners.

The Global Account Services Executive (ASE) will be the trusted advisor to C Level's/Senior Decision Makers on an identified Dell Technologies Alliance Partner. In lockstep with Dell Technologies Core and Specialties Sales, Solutions Architect, and the Client Principal, the SE will translate the customers' business needs into opportunities best supported through the Dell Technologies family of businesses. The SE will be responsible for orchestrating the short and long-term strategic services approach for the partner/ customer and collaboratively harness and manage all necessary resources to achieve partner/customer and Dell Technologies objectives.

CORE RESPONSIBILITIES

This position requires an accomplished, hands-on, strategic account sales leader with a track record of outstanding sales and operational results within the high-tech sector. In addition, the SE must thrive in a fast-paced environment and possess an excellent relationship-building style.

Partner's Trusted Advisor

• Assigned to a specific set of Global Alliance Partners that requires global execution and has the highest complexity and strategic importance to Dell Technologies.
• Ability to identify and validate customer priorities, business drivers, and outcomes.
• A single focal point for all Dell Technologies Services activities; Partner education of Dell Technologies services solutions and organizational developments.
• Ability to translate business needs into Dell Technologies services solutions and be able to position associated value-added business impact

• Must be able to anticipate both Partner and customer needs beyond the existing scope of products and services to discover opportunities to position the total value of the Dell Technologies services portfolio across the strategically aligned businesses.

Trusted Advisor for your Team

• Operate as if you are the CEO of a $100MM+ publicly-traded company
• Serve as the lead to the global account team and lead activities of all aligned resources to ensure compliance with tactical and strategic objectives.
• Responsible for managing and inspecting the business across all aspects of Services strategically aligned businesses, including all financial forecasting and performance.
• Responsible for managing and enhancing the executive sponsor relationship for your Partner by keeping your executive sponsor informed about key priorities and critical concerns coming from your client
• Works with strategically aligned business partners to develop, execute and communicate overall global account strategy to all constituents; communicates organizational and functional strategy and translates it into goals.
• Ability to implement standardized sales processes, pricing, contracting, and support across all Services lines of business, making it easier for your Partner to do business with Dell Technologies

DESIRED SKILLS

• Excellent communication skills inclusive of executive communications and presentations; comfortable selling to all levels of an organization, including extensive experience in the "C" suite
• Practical understanding of virtualization, big data, security, data storage, private cloud, and hyper-converged solutions, as well as the solution's value when mapped to an account's business needs
• Ability to quickly articulate the value of Dell Technologies' Services
• Build and manage a high-performing team around a common goal or vision that can execute a complex, highly matrixed sales strategy in a very competitive market.
• Strong technical acumen and the ability to align customer business challenges to the Dell Technologies services portfolio and the desired business outcomes they can achieve.

Here's our story; now tell us yours

Dell Technologies helps organizations and individuals build a brighter digital tomorrow. Our company is made up of more than 150,000 people, located in over 180 locations around the world. We're proud to be a diverse and inclusive team and have an endless passion for our mission to drive human progress.

What's most important to us is that you are respected, feel like you can be yourself and have the opportunity to do the best work of your life -- while still having a life. We offer excellent benefits, bonus programs, flexible work arrangements, a variety of career development opportunities, employee resource groups, and much more.

We started with computers, but we didn't stop there. We are helping customers move into the future with multi-cloud, AI and machine learning through the most innovative technology and services portfolio for the data era. Join us and become a part of what's next in technology, starting today.

You can also learn more about us by reading our latest Diversity and Inclusion Report and our plan to make the world a better place by 2030 here.

Application closing date: DD Month YYYY

Dell is committed to the principle of equal employment opportunity for all employees and to providing employees with a work environment free of discrimination and harassment. All employment decisions at Dell are based on business needs, job requirements and individual qualifications, without regard to race, color, religion or belief, national, social or ethnic origin, sex (including pregnancy), age, physical, mental or sensory disability, HIV Status, sexual orientation, gender identity and/or expression, marital, civil union or domestic partnership status, past or present military service, family medical history or genetic information, family or parental status, or any other status protected by the laws or regulations in the locations where we operate. Dell will not tolerate discrimination or harassment based on any of these characteristics. Dell encourages applicants of all ages. Read the full Equal Employment Opportunity Policy here.