Dell Channel - Partner Account Manager - Storage - WA/OR - Remote in Oregon
Channel Data Center Partner Account Manager - Washington State/Oregon - Remote
Dell, Inc. is a worldwide provider of information technology services and business solutions to a broad range of clients. We are currently looking for a Partner Account Manager that is passionate about customers and technology and can successfully build strong relationships with our Channel partners. The selected individual will be responsible for running Channel Partner relationships for Dell EMC. This role is Remote based.
The Partner Account Manager (PAM) is a field level individual contributor responsible for driving total Dell EMC solution (products and services) sales with the Channel partner community. They will achieve these goals with an inside team by establishing relationships with their partner, executing to equitable revenue/margin/enterprise quotas, and attaining all established efficiency metrics that satisfy all segment/corporate initiatives while driving a positive overall customer experience. The PAM partners with Core AEs, development, public contracts, and acquisition of new accounts to Dell EMC.
Well versed in product /solution sales methodology including product positioning, objection handling, financial selling, and account planning as well as forecasting. Carries out programs and represents company in all activities associated with channel support. Works with partners on developing a joint go to market business plan and facilitates partnering efforts with Field Sales management. Engages Field Sales and extended Channel team early on how to communicate strategy and ensure collaboration. Strategically aligned to our Partners and Sales team.
Executes and educates partner community on programs and drives the sales of Dell EMC solutions
Manages the channel partner relationship, engagement, and achievement of joint objectives through the partner planning process
Develops and implements strategies and sales campaigns for targeted accounts
Grow and develop partner relationship including revenue growth, enterprise lines of business for Dell EMC, communicating strategic direction, pricing, discounting, and Dell EMC capabilities
Generate growth each quarter focused around Dell EMCs full portfolio of products with a focus on Storage and data center solutions
Work with inside sales teams and partner outside field sales teams to drive all lines of business, removing technical barriers, architecting business solutions, and bringing forward new business
Take a lead role on the sale to ensure that the Dell EMC solutions are comprehensive, achieves customer goals, and provide an outstanding customer experience
10+ years of selling experience; 8+ years knowledge of the IT industry particularly servers, storage and networking
Strong experience managing a partnership in a highly matrixed organization
Demonstrated ability to penetrate and close opportunities
Consistent track record of exceeding quota while maintaining customer loyalty and required product margins
Excellent communication, presentation, problem solving, and time management skills
BA/BS in Business, Management, Computer Science, or Engineering fields or equivalent experience
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