Services Account Executive III Job in London
Sales role responsible for identifying, developing, and closing the breadth of Dell services including managed services, application services, consulting and IT outsourcing. Plans, facilitates and conducts complex negotiations, typically over a longer sales cycle (i.e., six months or more), to reach long-term agreements and commitments.
Principal Accountabilities:
-Plans, facilitates and conducts multifaceted, extended negotiations for the sale of complex, high-value, multi-year contracts for solutions and/or services.
-Applies consultative selling skills to develop attractive value propositions for one strategic or several large, complex opportunities.
-Maintains effective customer relationships with key senior-level decision makers and influencers in order to understand the customer's requirements, match them with the organization's solutions, and close the deal.
-Utilizes advanced knowledge of Dells service offerings and understanding of the customer's business to develop customized proposals that present creative solutions that successfully sell the organization's capabilities.
-Develops new accounts and/or expands existing accounts within an established geographic territory, industry, product segment, or channel.
-Ensures solution value drivers are reflected in the client value proposition.
-Collaborates with delivery teams to ensure that delivery capability matches the proposed solution.
-Maintains a high level of industry, organization, product and service knowledge to transfer this knowledge to customers and prospects.
Recognized internally and externally as a thought leader on Dells Enterprise technology, products, and services.
-Relays customer feedback to assist with the future development and selling of Dells technology, products, and services.
-Sponsors and institutionalizes new and innovative ways of working in teams to meet customer needs/sales objectives.
-Works effectively with functional leaders throughout the organization.
-Guided by brand and Dell sales strategy.
-Models organizational and industry standards in achievement of sales goals.
-Manages sales and customers of critical importance to Dell.
-Breaks new ground; changes and shapes the industry.
-Analyzes long-term impact of new or anticipated sales strategies.
-Acts as a coach/mentor for global account team.
-Responsible for driving services sales strategies that help drive exponential sales growth.
-Creates superior relationships with senior level executives and influential stakeholders.
-Demonstrates boardroom/executive presence.
-Applies an extremely deep understanding of business, financials, service offerings, the market, and the needs/challenges of assigned accounts.
Qualifications
Qualifications:
-10+ years of relevant experience or equivalent combination of education and work experience.
-In depth industry knowledge. Overall service line knowledge. Understanding of customers decision making process, goals, objectives and strategies. Business and financial acumen.
-Assesses potential sales opportunities and develops value propositions. Develops service solutions for customers. Effective presentation and negotiation skills.
-Ability to develop long-term strategic and executive level relationships.
LIEMEA
"EUMO"
