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 our Commercial Business Unit we are looking for an Key Account Manager - Acquisition to join our team in Hamburg, Hannover or Bremen . 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. Key Responsibilities: To drive growth in a selected account base of medium-sized and larger commercial business acquisition accounts. To lead solution and services focused sales through strong customer relationships which increase SOW with development accounts and expand the footprint with acquisition accounts. The Account Executive leads company-to-company relationships to develop competitive immunity. Owns the face-to-face interaction with the customers and is the single integration point of Dell’s relationship with the customer Builds strong customer relationships through deep and wide customer contacts to grow the business Develops and executes effective sales strategies to drive higher value offerings within targeted accounts and to provide increased value to key customers while ensuring prioritization. Devise & Implement targeted campaigns in your account base Documents thorough and comprehensive account plans to include account overview, business/industry drivers, competitive landscape, historical sales data, major sales initiatives/action plans and key contacts Provides sales leadership and experience on large complex services and solutions sales opportunities Delivers agreed revenue, margin, growth and mix targets on a quarterly and annual basis. Monitor competitive activity within accounts and take appropriate active / re-active measures to protect existing revenue base and growth opportunities Complete all Sales Reports as required by management and achieve monthly and annual Sales targets Essential Requirements: Greenfield Acquisition strength, able and willing to open new customers for Dell and build first relationship. Strong track record of selling consultancy services or complex, managed projects and of building complex customer relationships Very strong negotiation skills and financial strength. Highly proficient in creating and closing new sales acquisitions World-class customer management and strategic selling skills to enhance the success of SME customers’ business and the growth of Dell Strong team player with attention to detail without losing the ‘big picture’ Broad understanding of Services and technology in the industry. Extended knowledge / insight on partner business development in region. Experienced and proficient in working to CIO and next two levels down Fluent German & English skills Desirable Requirements: University level qualification or equivalent Benefits: Our people are the most critical component of our long-term success and their health and well-being are our priority. You will enjoy a comprehensive, locally competitive benefits package. 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.
Key Account Manager - Acquisition (w/m/d) - (, , Germany)
EMC Deutschland · 10.10.2018