Sales Leader – Europe, Middle-East, & Africa (EMEA) for Telco Systems Business

Sales Leader – Europe, Middle-East, & Africa (EMEA) for Telco Systems Business

Location: Flexible

About the Role:
We are seeking a dynamic and world-class Sales Leader to drive our Telco Systems Business (TSB) in the EMEA region. This individual will lead a high-performing, cross-functional Go-To-Market (GTM) organization, driving growth, expanding market share, and delivering on financial AOP targets. The ideal candidate will have a proven track record in the telecommunications industry in EMEA, with deep experience in managing complex customer opportunities, navigating intricate cultural and organizational landscapes, and executing high-stakes deals. A sharp, results-oriented mindset paired with a strong ability to build and nurture customer relationships at the executive level is key to success in this role. As the Sales Leader for EMEA, you will play a critical role in shaping the vision and strategic direction for TSB with important internal stakeholders, critical external strategic partners, and highly valued customers.

Key Responsibilities:

World-Class Sales Organization Leadership: 

• Drive & Motivate Cross-Functional GTM Team: Lead a high-performing GTM organization by driving & aligning cross-functional teams around TSB’s most important strategic priorities with customers and partners to deliver against business objectives and key financial metrics. 
• Hunting & Winning Mindset: A creative, sharp "hunting" mentality, focusing on net-new business and driving win-win outcomes for customers and the business.
• Lead Complex Sales Cycles: Navigate and win complex customer opportunities, collaborating with multiple Network Equipment Providers (NEPs), System Integrators (SIs), and Value-Added Resellers (VARs) across diverse GTM models & cultures to win RFx processes and expand Dell Technologies market share.
• Deal Maker & Negotiator: Act as a strategic deal-maker, demonstrating expertise in negotiation to close high-value, high-impact deals that support long-term strategic growth for TSB & Dell Technologies
• Proactive Forecasting & Deal Closing: Bring deep experience in managing telco-based forecasts, being highly predictive about deals, and closing key opportunities at the end of fiscal periods

Customer/Partner Advocacy & Relationship Building:

• Telco C-Level Relationship Builder: Build and nurture trusted relationships with key EMEA decision-makers at telecom carriers, including C-level executives, ensuring long-term partnerships and customer success.
• Existing relationships with key telco customer decision-makers preferred
• Telco Ecosystem Experience & Knowledge: Bring a thorough understanding of the greater telco ecosystem (NEPs, SIs, VARs, etc.) in EMEA, and what is required in specific EMEA markets to successfully navigate key sales opportunities and execute business.
• Extensive relationships with telcos partners, especially NEPs, is preferred

TSB Leadership & Strategic Influence:

• TSB Senior Leader in EMEA:  Act as a senior market leader, advocate, and evangelist for all TSB employees in EMEA ensuring that the team is recognized for its contributions and success in the market.
• TSB Ambassador to Dell Technologies: Represent TSB within the broader Dell EMEA organization, collaborating with stakeholders, including EMEA regional leadership, Dell Technology Select Leadership, and OEM leadership, to ensure alignment and smooth deal execution across the region.

Qualifications:

• Experience: Proven track record of success in sales leadership in the EMEA telecommunications market, with a minimum of 10 years of experience in senior sales roles leading a culturally diverse team of sellers and support resources, and a deep understanding of how to execute business culturally across the different landscapes of the EMEA region. 
• Industry Knowledge: In-depth understanding of the telco ecosystem, including procurement processes and the competitive landscape, in each EMEA market.
• Strategic Vision: Strong ability to navigate and lead within complex, fast-paced environments, managing multiple stakeholders and balancing competing priorities.
• Customer-Centric: Demonstrated ability to build and maintain deep, trusted relationships with senior customer executives, including C-level decision-makers, across diverse cultures and business models.
• Results-Oriented: A sharp focus on meeting or exceeding sales targets, combined with the ability to forecast accurately and close deals effectively.
• Collaborative Leadership: Skilled in working collaboratively with internal teams and external stakeholders to achieve shared objectives, including a deep understanding of regional dynamics and diverse sales models.

Who we are

We believe that each of us has the power to make an impact. That’s why we put our team members at the center of everything we do. If you’re looking for an opportunity to grow your career with some of the best minds and most advanced tech in the industry, we’re looking for you.

Dell Technologies is a unique family of businesses that helps individuals and organizations transform how they work, live and play. Join us to build a future that works for everyone because Progress Takes All of Us.

Application closing date:

Dell Technologies is committed to the principle of equal employment opportunity for all employees and to providing employees with a work environment free of discrimination and harassment. Read the full Equal Employment Opportunity Policy here.