Account Executive III
Dell Financial Services L.P. - Washington, DC

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Outside Sales

Job Family

Account Executive

Job Family Summary

Field sales role responsible for selling the breadth of the product and services portfolio to a geographic or vertical set of named accounts.

Principal

Accountabilities



This job represents a balanced sales effort of product and services knowledge and selling skills.



Grows the territory/account base to attain financial objectives.

  • Understands customers’ business and solutions requirements.
  • Territory/account management, including account planning and sales forecasting.
  • Customarily and regularly engaged with decision makers at client facilities in performing primary duties.
  • Leads sales process and utilizes all available resources to manage account.
Knowledge, Skills

and Abilities

Anticipates how market and competitive factors will influence the selling of Dell products and services.

  • Long-term vision of business/technology direction for
Dell.

  • Advises customers/Dell on strategic business and technology plans.
  • Recognized internally and externally as a thought leader on the industry, the Dell business model and competitors.
  • Effectively exercises power and influences key decisions for the benefit of Dell and the customer.


Works effectively with functional leaders throughout the organization.

Guidance

Guided by business plans and strategy.

  • Executes goals and strategy within sales area.
  • Contributes to strategic decisions.


Initiates new or revised sales procedures, programs and initiatives.



Assesses and determines priorities within sales area.



Structures and implements sales plans within the context of established strategy.



Models effective team leadership.

Account

Complexity

Number of Products/Services Sold:
Sells multiple LOBs and/or high-end services (e.g. managed / professional

services).



Type of Product/Service Sold:
Sells primarily enterprise products and managed services with additional sale of computers, printers, peripherals and other hardware.



Number of Accounts:
Sells to large size accounts.



To Whomis the Product/Service Being Sold:
Sells to

CEO, CIO, CTO, etc and may sell to purchasing groups or other decision-making authorities (NGO government boards etc…).

Account Breadth

Number of DecisionMakers

Involved in the Sale: Will typically deal with more than one decision maker.

Industry:
Sells to multiple industries.



Function:
Project management skills. Able to provide direction to less senior sales team members. Financial and business acumen are essential.



Products and Services:
Multiple products and services, primarily enterprise level.



Customers:
Multiple types of customers, larger accounts.

Job Duty

Differentiators

Solutions Focus: expert knowledge of the breadth of offerings.



Account Complexity: highly complex and strategic named accounts.



Customer Interface: targets, gains access to and manages relationships with C level executives.



Sales Process Focus: leads through the entire process and delegate tasks. Identifies opportunities or acts on previously identified opportunities.

Job Scope

Differentiators

  • Acquisition and R&D.


Possible industry vertical focus.

Experience



Functional

  • Leadership
  • 10+ years of relevant experience or equivalent combination of education and work experience.
Skills



Technical



Functional

  • Leadership
  • In depth industry knowledge. Overall product line
knowledge. Understanding of customer’s decision making

process, goals, objectives and strategies. Business and financial acumen.



Assesses potential sales opportunities and develop value propositions. Develops product solutions for customers. Effective presentation and negotiation skills.



Ability to develop long-term strategic and executive level relationships.

Education

Undergraduate degree and 8-10 years relevant experience or Graduate degree and 6-8 years relevant experience.

Qualifications

Experience



Functional

  • Leadership
  • 10+ years of relevant experience or equivalent combination of education and work experience.
Skills



Technical



Functional

  • Leadership
  • In depth industry knowledge. Overall product line
knowledge. Understanding of customer’s decision making

process, goals, objectives and strategies. Business and financial acumen.



Assesses potential sales opportunities and develop value propositions. Develops product solutions for customers. Effective presentation and negotiation skills.



Ability to develop long-term strategic and executive level relationships.

Education

Undergraduate degree and 8-10 years relevant experience or Graduate degree and 6-8 years relevant experience.

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Since 1985, Dell has played a critical role in enabling more affordable and accessible technology around the world. As an end-to-end...