Job Description: MDC Account Executive – OEM The Modern Data Center Division (MDC) of Dell EMC, leads the industry by offering an unmatched portfolio of storage, converged infrastructure and hyper-converged infrastructure platforms, trusted by over 1,000 businesses and enterprise organizations around the globe to power their IT initiatives. Think you’re up to the challenge of MDC? We’re experiencing dramatic and unprecedented growth worldwide. It’s no surprise considering that we’re the company driving the future of Storage, Converged and Hyper Converged Infrastructure and Cloud Computing. It’s an industry with over $400 billion at stake and no one is better positioned for continued success than Dell EMC. Take your career to the next level and join our collaboration of bold thinkers who are developing the world’s most advanced converged infrastructure. Account Manager This opportunity is ideal for a proven sales professional with a hunter mentality and direct contacts and experience in the enterprise account space. This individual will target opportunities in the assigned region within large enterprise accounts. Provide hands-on leadership and value to end-users in the areas of strategy, solution offerings, post-sales delivery capabilities and overall execution of the overall business plan. Responsibilities: This role is focused on hunting and farming sales opportunities to penetrate large accounts focused on promoting Dell EMC Storage and HyperConverged/Converged Platform solutions. Additional responsibilities include: Meet and exceed assigned quota, build territory revenue, prospect and close OEM Clients against established competition through individual initiative and by leveraging the core Dell EMC OEM & Storage Teams and professional resources Key OEM verticals include, but are not limited to Healthcare, Telco, Automotive, Manufacturing Innovation, Media & Entertainment, Video Surveillance and IOT. Establish and nurture relationships with all levels of OEM Clients as well as end-user customer organizations as appropriate, departmental through line of business and CxO. Assimilate specific vertical market background, requirements, and infrastructure attributes, and apply this knowledge to sell Storage solutions directly as well as enable our OEM Clients to do the same. Execute OEM Client and joint end-user account strategies, and coordinate team-selling efforts with the core Dell OEM teams, core Dell EMC and Storage teams as well as other cross-functional Dell EMC Specialty teams for a portfolio to close business on a quarterly and annual basis. Manage all Storage opportunities, maintaining accurate forecasting and communication with management. Drive customer satisfaction in all assigned accounts. Thoroughly understand and articulate the Dell EMC OEM strategy, technical direction, capabilities and product solutions resulting in the ability to collaborate on all sales campaigns, respond quickly and effectively to RFP’s and to deliver technical and business presentations to all levels of decision makers Extensive coordination with finance to ensure cost proposals, cost models, rate structures and profit margins are correct, current and in compliance with Dell EMC standards Ensure value proposition meets the customer’s requirements and can be delivered within the proposed scope. Responsible for account and industry analysis, complex problem resolution and communication between clients, sales, management, and Strategical Aligned Business Unit sales teams. Design, develop, and deliver reports to senior leaders and executive level clients. Identify, evaluate, recruit and manage resources needed to successfully lead sales campaigns. Travel 50% -75% of time in territory. Qualifications: Expertise in complex sales campaigns focused on data center solutions. Highly organized and seasoned sales expert with exceptional relationship development skills coupled with a history of consistent goal achievement within a highly resource-matrixes environment. Additional: Experience and desire to work in a highly autonomous environment. Must have highly effective communication and presentation skills. Detailed, measurable experience in negotiating sales contracts. 7+ years of prominent, enterprise account management experience. Must have at least 3+ years leading cross-functional resource teams resulting in quota attainment of $7+M Technical sales experience in the data center infrastructure market is extremely desirable. Excellent pipelining/forecasting/resource management/relationship management skills are essential to success. Bachelor’s degree required, MBA preferred. Desirable requirements: Ability to manage sophisticated OEM Clients while understanding their business model to enable them and directly partner with them to create and sell differentiated Storage/Data Protection solutions to their customers; and most importantly, leverage the power of their overall Dell EMC relationship to accelerate revenue and achieve their technical, business and operational goals. Competitive, refuse-to-lose attitude, strong work ethic, and excellent team building and listening skills. Experience with high-performance-computing and/or environments with large data requirements a significant plus. Experience in OEM is highly preferred, but not absolutely required If you believe you have what it takes to continue the remarkable growth and success of MCD, we invite you to explore a career with a recognized industry leader, Dell EMC. We will give you the chance to learn and accomplish more at a pace faster than you ever thought possible. We are on an incredible journey to accelerate IT to cloud speed. What are you waiting for? Join us today. 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. 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