The Dell Outside Regional Sales Director’s (RSD) goal is to grow Dell Cloud Client Computing’s revenue and margin in a defined geographic territory (South Asia and ANZ). S/he manages the field sales team members (including Inside team) to represent, communicate and execute specific sales strategies. This is a People Manager role.
IDEAL CANDIDATE PROFILE
The ideal candidate for this position is a person with experience in solution sales in South Asia and also preferably, ANZ.
PRINCIPAL DUTIES AND RESPONSIBILITIES
Directs the effort of a team of Sales Specialists and Sales Engineers towards the attainment of quarterly objectives as well as executing the strategy for meeting long term growth objectives.
Provides direction, development and inspiration to the team
Manages the hiring, staffing and retaining of the diverse team in South Asia and ANZ
Responsible for career development/ planning, performance and pay discussions for the team
Reviews business opportunities at key accounts and ensures team has the appropriate key Account plans in place and are executing on plans
Periodically reviews funnel to ensure large bids are being acted upon and moving forward in the funnel
Develops and executes plans for channel partner development in collaboration with the Dell/EMC channel team
Meets customer and intervenes as needed to support team to close out opportunities
Works closely with Alliance partners to build common GTM plans and opportunity engagement
Collaborates with Enterprise & Commercial sales team as well as sales teams of other LOB’s to develop a common Dell action plan to win business at target accounts. Organizes and leads cross functional teams to solve customer’s problems.
Participates as a member of the APJ CCC sales leadership team to develop the business strategy. Identifies unmet and emerging needs of customers and proposes product additions on the roadmap
Collaborates effectively with alliance partners to drive joint wins at customers
Qualifications
15+ years’ experience in a IT sales role (direct + channel)
Good understanding of SA/ANZ IT market including current trends and needs
Effective Oral and written Communication skills in English
Strong Drive for Results and ability to work independently with minimum supervision
Ability to work effectively with partners, customers and internal team members
Dedicated to meeting the expectations and requirements of internal and external customers
Sound sales forecasting experience
Outstanding customer facing skills to lead team to grow business
Must be comfortable with MS office tools, Internet and SalesForce.com
Solid organizational & time management skills
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