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Global Alliances Sales - Greater China

Primary Location: Beijing, China

Additional Location(s): Shanghai, China

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Global Alliances Sales - Greater China

Join a growing, trailblazing and talented Dell Technologies, Global Alliances team in the Greater China, based in Hong Kong to cover Hong Kong and Taiwan, as anAccount Executive to drive joint differentiated GTM with a stable of flagship global partners.

At Dell Technologies, $94.2B company, our purpose is to create technologies that drive human progress with a vision to become the most essential technology company for the data era, through a strategy to use our unique strengths to win in the consolidation of the markets in which we compete and create differentiated Dell Technologies solutions.

Reporting directly into the Director - Global Alliances, APJC and working closely within Dell Technologies and our strategic global partner's country executive sales leadership, this individual contributor role will orchestrate multiple (internal and external) GTM business plans and work closely with multiple cross functional subject matter experts and stakeholders to ensure successful execution of quarterly Go-To –Market sales plans that leverage Dell Technologies and our partner's capabilities and expertise in industry verticals, solutions, products and technology to exceed incremental quarterly revenue targets.

You will leverage a deep understanding of Dell Technologies and our partner's business strategy, alignment of sales enablement, top account deal support, building and executing differentiated value proposition messaging, and senior executive partner engagement. It is a highly collaborative individual who can effectively work with multiple subject matter expertise teams globally and in the APJ theater.

This is a quota carrying role and one of the critical success factors is the ability to drive incremental revenue.

You will:

  • Serve as the Greater China point of contact for all matters connected with the assigned Global Alliance partners, driving sales, acquiring net new logos, achieving results

  • Growing a joint customer base with the partner in multiple engagement models including sell through, sell in, sell with based on a business plan and an execution plan. Work with global and theater leadership to define joint market development and sales execution plans for Greater China

  • Business Planning and Governance through quarterly reviews, monthly cadence and opportunity tracking. Engaging with our partner to drive transformational deals with multi year opex/consumption driven models. Align with Partner and Industry Leadership to define and prioritize partner strategy, driving revenue and results in Greater China amongst assigned flagship of Global Alliance partners.

  • Champion overall partner competitiveness for Greater China and establish a strong customer engagement model., define top priority solutions for the industry and partner alignment

  • Champion overall partner competitiveness for Greater China and establish a strong customer engagement model. Support partner activities across industry events

Essential Requirements:  

  • Experience in sales (Systems Integrator, Strategic Outsourcer, Service Provider,  software or infrastructure)

  • The candidate has to be a highly collaborative individual with the ability to drive internal and external stakeholders towards a common goal.

  • History of developing and executing partner Go-to-market plans

  • Successful execution of solution or campaign launches to global sales organization.

  • C-suite relationship engagement and management

Desirable Requirements: 

  • History of successfully developing and leading multiple strategic partnerships

  •  Excellent spoken and written communication, interpersonal, relationship building skills

  • Ability to work both independently and with a team

  • Sound business acumen skills; thrive in a fast-paced, dynamic work environment

Here’s our story; now tell us yours
Dell Technologies is a unique family of businesses that helps organizations and staff to build their digital future and transform how they work, live and play—providing customers with the industry’s broadest and most innovative technology and services portfolio. We value our customers, winning together, innovation, results and integrity. Grow your career with a highly competitive salary, bonus programs, world-class benefits and unparalleled learning and development opportunities— all at a company that is proud to be diverse and inclusive. Learn more on how we are closing the diversity gap here. 

Closing Date: 30/06/2021

Dell 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. All employment decisions at Dell are based on business needs, job requirements and qualifications, without regard to race, color, religion or belief, national, social or ethnic origin, sex (including pregnancy), age, physical, mental or sensory disability, HIV Status, sexual orientation, gender identity and/or expression, marital, civil union or domestic partnership status, past or present military service, family medical history or genetic information, family or parental status, or any other status protected by the laws or regulations in the locations where we operate. Dell will not tolerate discrimination or harassment based on any of these characteristics. Dell encourages applicants of all ages. Read the full Employment Opportunity Policy here

Job ID: R095659
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