Core activities of the role will typically include:
Training the Dell Sales reps across the various business segments on the business and technical values of Microsoft core OEM products (Client, Office, Server) and solutions so they can competently sell these products with a Dell hardware and solution sale.
Ensure Dells inside and outside Sales team go to market (GTM) readiness of the Microsoft OEM product portfolio, product benefits, their compatibility with Dell products & services, and the revenue upside they generate for Dell
Developing & maintaining strong relationships with Dell sellers, Business Segment Managers and stakeholders to promote, support and leverage Microsoft
Joint sales partnership with Dell at the respective sales centers & local subsidiaries to ensure Microsofts products are top of mind and sold as part of every Dell sales opportunity
Aligned with Dell Sales Center Management & Microsoft Local OEM partner account manager deliver quarterly strategic end to end sales plan internally at Dell as well as with partner & customers to accelerate critical path sales through active weekly pipeline management, deal progression and high close rates for every Dell quarter
Drive Microsoft Client, Office, Server Sales through the DELL Business segments. This be directly with the customer on calls or by working with the Dell teams to close specific deals
Weekly sales pipeline management, tracking and close, reporting consistent metrics that the team also provides
Be the expert and evangelize Business Value of Microsoft vs. key competitors.
Working in the relevant call center every weekday as reference for sales support and the ability getting on customer calls as necessary and acting as the local Microsoft escalation point to close deals.
Escalating and tracking issues or questions beyond knowledge to Microsoft offsite technical experts for quick resolution.
Act as a Trusted Advisor to the Dell call center sales to assist in solution readiness on the Microsoft stack and assist in driving presales support with Dell customers. This will require being Microsoft Sales Certified on these key products in the 1st 30 days through RAMP portal.
Evangelize and leverage the sales center technical solutions professional/specialist to architect scenarios on the Microsoft platform to drive specific deals to closure.
Explain licensing/licensing scenarios across license types as it relates to Microsoft solutions (i.e. Server Virtualization, Windows Professional Imaging Rights, SQL licensing).
Ability to compare and contrast Microsofts offerings with other companies in the industry
Working closely with Dell Sales teams to get Microsoft sales pipeline deals across all product lines to 100% close.
All SCBDMs must successfully complete and acknowledge all mandatory product and compliance training on the teams RAMP portal before commencing their role.
Qualifications & Skills Recommended:
Must have a bachelors university or a 3 year equivalent degree, MBA a plus.
Must have more than 5 years of working experience, preferably in relevant IT sales experience and/or experience with IT Hardware OEMs or distribution. Experience in inside sales environment is a plus.
Understand key Microsoft products and technologies (Windows, Office, Server, SQL)
Strong analytical skills and ability to guide data analyst to conduct the right set of analyses to uncover new insights
Requires an individual with broad skill-set encompassing excellent sales & relationship management capabilities.
Proven ability to collaborate well with cross functional groups and virtual teams, and to effectively collaborate with others to achieve specific objectives.
Must have excellent communication and interpersonal skills; strong negotiation skills, self-motivated and directed, requiring minimal supervision to get the job done.
Proficient English (written and verbal) is a must
Other competencies include: Drive for Results, Problem Solving, Planning, Organizing and Coordinating, Decision Making, Creativity, Communication Skills, Negotiation and Conflict Management, Customer Focus, Representing Microsoft and Cross Group Collaboration.
Business Development Management
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