Enterprise Channel Account Executive - (Frankfurt, Bavaria, Germany)

 EMC Deutschland ·  30.09.2018

Senior Sales Manager/Director Channel Business Enterprise for Germany Dell EMC is a collective of customer-obsessed, industry-leading visionaries. At our core is a commitment to diversity, sustainability and our communities. We offer unparalleled growth and development opportunities for our team members. We believe that technology is essential for driving human progress, and we’re committed to providing that technology to people and organizations everywhere, so they can transform the way they work and live. People make Dell EMC – so wherever in the world they work, everyone is rewarded for their contribution. Ready to develop your career in a truly global company? Within the Channel Sales Business at Dell EMC, we are looking for a n Senior Account Manager (S8) to join our team. The Job Role is reporting directly to the EMEA Channel Enterprise Sales VP for with a strong dotted line to the regional Channel Sales VP Key Responsibilities 1. Establish and grow Channel Enterprise business in Germany · Owns execution of the Enterprise channel strategy to gain market share and grow our Enterprise Channel business · Develops the DellEMC Enterprise channel partner business · Drives strategic account management and pipeline development, leveraging a long term account planning approach · Capture Partner generated demand · Capture competition generated demand · Grow Managed Services business – ensure that we’re in the DC for each strategic partners. · Ensure our partners are selling services delivered on Dell EMC technology · KPI include: o Incremental revenue $ and Y/Y o DC revenue Growth o Cross sell growth · Applies influence and negotiation skills to drive business results within a multi layered organisation (Commercial, Enterprise segment, Business units, functional units,etc…) · Lead the digital transformation of the Dell EMC Enterprise partner eco-system · Committed to and complies with our people strategy; Inspiring leader, Winning together and Entrepreneurial Spirit. He/she advocates for Dell EMC values and culture as great place to work and attracts and retains team members. 2. Own the Channel Enterprise financial number in Region Germany · Own the AOP and IOP for Channel Enterprise in region · Execute a consistent Channel SP forecasting and booking framework in cooperation with Sales Ops · Establish Enterprise Channel KPIs and QBR formats and execute reviews · Review financials with country Channel GM’s 3. Collaborate cross segment and business unit · Act as main liaison between the whole regional Channel organization and the Enterprise business · Work with Enterprise Sales segment and ensure consistent rules of engagement · Align with all Marketing departments (country marketing, BU marketing) · Engage with the Pre-Sales organization and the Technical BUs to build Enterprise Channel solutions and knowledge Essential Requirements · Succesful end user sales experience in an Enterprise business (Software, Consultancy, Enterpise hardware,etc…) · Senior Sales Leader, with proven track record on large and complex organizations · Has in-depth understanding of customer/industry climate and high level solutions and technical knowledge · People orientation with deep influencing and motivation skills. · Knows business trends of the XY channel partner market. Long term vision being able to translate it to specific actions and plans. · Good finance acumen. · Excellent communication skills in English verbal and in writing · Requirement to know the local language of assigned country (except Western) · Strong leadership skills and ability to achieve results in complex business environment 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. Apply now! Dell EMC 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. Dell EMC encourages applicants of all ages.




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