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Inside Sales Representative IV (09000DWH)

Dell, Inc.

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Job Snapshot

Location:

Round Rock, TX ( map it!

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Employee Type:

Full-Time

Industry:

Other Great Industries

Manages Others:

Not Specified

Job Type:

Sales

Education:

4 Year Degree

Experience:

At least 4 year(s)

Post Date:

11/5/2009

Contact Information

Ref ID:

329037

Description General Summary:The GCC relationship sales representative is responsible for recommending the total Dell solution (products and services) to retention, development and acquisition partners. They will achieve their goals by establishing relationships with their partners, executing to equitable revenue/margin/enterprise quotas, delivering established efficiency metrics and driving a positive overall customer experience. Principle Duties & Responsibilities

Responsible for attaining 100% or more of set sales quota each quarter and execute against corporate/ segment goals. This includes initiatives intended to solidify relationships with Dell such as enterprise, S&P and services.
Build relationships with assigned contacts within your account set. Know all aspects of assigned customers, the channel sales market place, knowledge of the technology industry, and competitive posture of the companies you serve. If need be, act as a field resource to assist your teams in driving solid relationships. Strive to be seen as part of customer's total technology solution and trusted advisor. Be able to apply the Direct Model as it applies to Partners and position the wide array of products/services to offer.
Understand GCC specific programs such as Partner Direct, deal registration, etc. and be able to articulate the benefit that the organization brings to the channel. Comply with all rules around account engagement for reseller teams. This includes proactive contact with direct teams, identifying end users, ensuring export compliance satisfied, etc. Attend all quarterly training sessions and team meetings.
Provide information to management by recapping sales activity; reporting business opportunities, results, trends, and competitive information. Present weekly state of the business & effectively articulate business performance in relation to objectives. Consistently manage a pipeline of opportunity. Have a minimum of ten desktop, ten notebook, ten services deals and ten enterprise deals at any given time. Support a weekly forecast process and be able to accurately predict weekly top opportunities/identify potential upside.
Complete & total utilization of the Salesforce.com tool. 100% compliance on loading all opportunities, update on trip reports, working open activities/logging calls, populating notes daily, keeping contact lists up to date, identifying sponsors, etc. Keep account lists up to date via the Affinity database tool.
Utilize effective methods of communication with customer base (including contact lists, mail merge, etc.). Push toward lowering email contact with Dell's customers and utilize voice mail & email scripting to ensure customer expectations set properly. Push runs rate business to more efficient mechanisms such as on line/Premier Page/Direct Store. Mail or fulfill marketing/sales literature to prospective clients via the Sales Edge tool. Utilize marketing driven customer data to drive 'wide and deep' into accounts and strive for 100% LOB penetration. Be able to target partner sales reps separately from their management. Send the right message to the right person.
Effectively utilize/engage virtual team including ASG, S&P, Services, borrowed field resources and overlay organizations. Solidify the relationship between Dell and customer as well as maximizing coverage in the assigned territory. Drive and share best practices across the team. Work well in a team environment by contributing ideas, striving to enhance the team's effectiveness, and support decisions by management for the overall good of the organization. Assign and track tasks through SFDC.

Requirements Knowledge, Skills, & Abilities

Work in a team environment and demonstrate strong leadership skills
Effectively use software packages such as Microsoft Word, Excel, and PowerPoint
Strong knowledge of computer hardware, software, & peripherals
Demonstrate strong verbal and written skills
Demonstrate professionalism with peers, subordinates, superiors and customers.
Manage time and prioritize effectively ; demonstrate an ability to cope with a complex and changing environment

Prefer a Bachelor's degree or four years experience in sales, marketing, finance, or related field

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