Client Solutions Manager - Consulting Sales (f/m) - (Hamburg, Hamburg, Germany)

 EMC Deutschland ·  09.08.2018

Client Solutions Manager​ - Consulting Sales (f/m) Location: Frankfurt preferred At Dell EMC, 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. As a Client Solutions Manager (CSM) you will own the go-to-market strategy for designated clients, clients segments or territories in the assigned geography, with responsibility for your individual sales target. You will lead the sales of Digital-, IT- and Workforce-Transfomation services & solutions, leveraging Dell EMC's Consulting Services offerings up to C-level. Key Responsibilities - Strategically lead new Consulting Services business in selected customers, customer segments and territories in close synergy with the Consulting Services pre-sales and Consulting Delivery Subject Matter Experts, and in collaboration with the broader Account team to manage assigned consulting services sales targets. - Position Dell EMC solutions to meet customer requirements. - Build in-depth knowledge of clients' business priorities, challenges and initiatives that can be translated into Dell EMC solution opportunities. - Build value-added relationships within the domain of the account - become the trusted advisor. - Lead solutions sales campaigns within accounts. - Have excellent written, verbal and formal presentation skills to client audiences ranging from technical implementers through C-suitelevels. - Probe for pain while maintaining customer satisfaction. - Identify and pursue consulting services sales opportunities at assigned accounts. - Lead business development and pre-sales initiatives by leveraging both industry and technology background. Earn a reputation for growing and closing solutions business to be sought by Dell EMC Sales Management to lead/facilitate the integration and growth throughout their territory. - Use knowledge of technology, industry, processes, and consultative sales skills to assess and educate customers on value of our business know-how and associated implementation expertise. - Demonstrate ability to advance sales campaigns in a needs-based and highly participative fashion, including consultative dialog, cross-functional engagement (both within the account and Dell EMC), and facilitated workshops. - Responsible for the booking forecast of consulting services solutions business in assigned accounts. Stay abreast of status/details for each campaign and independently provide reliable booking forecasts on a weekly, monthly and quarterly basis. - Understand the impact of credentials, and able to leverage appropriate success stories that are relevant to a particular prospect and/or sales situation. - Responsible for the commercial sales process, proposals, RFP answers and the coordination, orchestration of supporting functions and alignment with broader account teams to successfully sale. As a Client Solutions Manager you will: Effectively leverage industry and wider team resources as well as Dell EMC business units and partners to advance account relationships and sales campaigns. Identify / create opportunities for Digital-, IT and Workforce-TransformationConsulting projects and programs Cultivate client relationships throughout the sales and delivery process for mutual long term success. Cultivate internal relationships to other Sales and Pre-Sales teams to drive additional Consulting Services pipeline and increase Consulting Services bookings and revenue. Possess and demonstrate in-depth knowledge of industry solutions to uncover needs and create value based solutions for the clients; proactively maintain deep knowledge of the IT industry and its landscape and successfully articulate Dell EMC's competitive differentiators which will enable value for the client. Excellent information gathering skills to communicate client business needs to delivery team for further evaluation. Ability to develop business solutions for clients and communicating them through design documents, written proposals and presentations. Essential Requirements Proven experience in building go-to-market strategy for transformational consulting services, while consistently achieving or exceeding goals in the German market. Strong track record of proven consulting services experience in full services deal life-cycle; sales, contract negotiation, resourcing, delivery and completion is required. Consulting Sales and delivery experience in a multi-national environment and markets. Strong track record in Business Development with measurable, quantitative outcomes. Strong experience in the IT industry is expected. Previous experience in account management, representing the full range of product and services of a vendor, at C level, will be a plus. Proven success in managing projects/teams with resources coming from different culture and background will be a plus. Previous experience in selling Dell and EMC Consulting offerings will be a plus. Fluency in German and English.​ Ability to travel up to 60% of time on average Financial Services Industry background will be a plus Public Sector Industry background will be a plus Security Clearance (Sicherheitsüberprüfung Ü2 or Ü3) will be a plus Benefits 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. If you’re keen to persuade clients to embrace services that can have a transformative impact, this is your opportunity to develop with Dell. Dell EMC 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. Learn more about Diversity and Inclusion at Dell here . LIPRIORITY LIEMEA67




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