Dell Sr Manager, Direct Sales_185807BR in Hopkinton, Massachusetts

Sr Manager, Direct Sales_185807BR

Job ID R11648

Date posted 10/09/2017

Location Hopkinton, Massachusetts

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Job Requirements (Area Director):-ExperienceFifteen years of direct, business-to-business salesFive years Sales ManagementLarge complex salesCloud/Managed Hosting/Managed ServicesMajor Application background (Enterprise ERP, CRM, SAP, EPIC)Education ? Bachelors.- Masters a plusJob Responsibilities (Area Director):-Meet and exceed the Area?s Sales and Revenue targets ? quarterly and annuallyRecruit, Hire, Train, and Lead a dynamic and experienced sales team.Set direction for the team including:Activity goalsTerritory assignmentsAccount prioritiesExpectations for working with all Virtustream channels.Manage the team toward their individual objects:Territory Plans (target accounts, activity plans, teaming with channel and alliance partners, local events)Account PlansForecasting, Pipeline management and Sales CampaignsAssist the team on:Ensuring that each rep is gathering the proper information to win a deal (win strategy, business and technical objectives of their customers, identification of decision makers and influencers, executive alignment with Virtustream execs, etc.)Setting price pointsNegotiating contractsManaging complex sales situationsUncovering customer needs, lead discovery meetings, produce tailored demos, and deliver Proof of Concepts. Develop strategic relationships with:CustomersRegional Dell EMC District Managers and Area DirectorsAlliance partnersChannel partnersReport to the Division Director on the following:Activity level for each team memberForecast for the quarter and the yearPersonal activity on building relationships with the channelsMarketing InputGive Product Marketing feedback from customers on feature/functionality needs and future demands. Attend and present at external customer meetings and internal meetings with other company functions necessary to perform business duties. Assimilate and share competitor intelligence keeping our product and marketing teams informed of market activity. Dell is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex (including pregnancy), sexual orientation, gender identity and/or expression, national origin, protected veteran status, disability, genetics, or citizenship status (when otherwise legally authorized to work) and will not be discriminated against on the basis of such characteristics or any other status protected by the laws or regulations in the locations where we operate. Dell encourages applicants of all ages.

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