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DTS Client Executive, Nokia

Primary Location: Helsinki, Finland


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DTS Client Executive, Nokia

Primary location: Finland

Dell Technologies Select Client Executive - Nokia

Dell Technologies comprises a group of strategically aligned businesses (Dell, EMC, Pivotal, Secureworks, Virtustream, VMware) focused on helping customers transform their business and IT to compete and win in the digital economy. Dell Technologies Select (DT Select) is a global organization uniquely organized to deliver business outcomes to some of the most well-known and complex enterprises while building long-term, trusted relationships with clients. DT Select accomplishes this through specialized business and technical experts focused on partnering with customers to explore transformational change via best-in-class technology, services and solutions from Dell Technologies.

The Telco Client Executive (CE) will be the trusted advisor to CIO’s/Senior Decision Makers on the Dell Technologies Select, Nokia account. In lock step with the Dell Technologies Architect and the Client Principal, the Client Executive will translate the customers’ business needs into opportunities that are best supported through the Dell Technologies family of businesses.  The Client Executive will be responsible for orchestrating the short and long term strategic approach for the customer and collaboratively harness and manage all necessary resources to achieve customer and Dell Technologies objectives.

WHAT YOU’LL ACHIEVE

This position requires an accomplished, hands-on, strategic account sales leader with a track record of outstanding sales and operational results within the high technology sector, with account specific networking experience up to CIO/CTO level.  In addition, the Client Executive must thrive in a fast-paced environment and possess an excellent relationship-building style.

Client’s Trusted Advisor

  • Assigned to the Nokia account that requires global execution and has the highest complexity and strategic importance to Dell Technologies.
  • Ability to identify and validate customer priorities, business drivers, and outcomes
  • Single focal point for all Dell Technologies activities; client education of Dell Technologies solutions and organizational developments
  • Ability to translate business needs into Dell Technologies solutions and be able to position associated value add and business impact, including both Data Center needs as well as Telco Edge requirements.
  • Overall account growth, profitability, and customer NPS across Dell Technologies

  • Simplification of complexities relative to managing large scale clients
  • Establishes a personal and professional brand as the trusted partner to our most strategic clients
  • Must be able to anticipates customer needs beyond existing scope of products and services to discover opportunities to position the total value of the Dell Technologies portfolio across the strategically aligned portfolio
  • Establishes a personal and professional brand as the trusted business advisor to our most strategic clients
  • Ability to advise on forces reshaping Telco IT, and (as appropriate) guide customer’s architecture and roadmap
  • Ability to influence decision makers and gaining “insider status” with key stakeholders and senior/CXO profiles to influence the customer’s buying process

Trusted Advisor for your Team

  • Will serve as the lead to the global account team and leads activities of all aligned resources to ensure compliance with tactical and strategic objectives.
  • Responsible for managing and inspecting the business across entire DT portfolio.
  • Responsible for financial performance & forecast governance across entire DT portfolio.
  • Responsible for managing and enhancing the executive sponsor relationship for your client by keeping your executive sponsor informed about key priorities and critical concerns coming from your client
  • Works with strategically aligned business partners to develop, execute and communicate overall global account strategy to all constituents; communicates organizational and functional strategy and translates it into goals. 
  • Works with strategically aligned business partners to develop, execute and communicate overall global account strategy to all constituents; communicates organizational and functional strategy and translates it into goals. 
  • Ability to implement standardized sales processes, pricing, contracting, support across entire DT portfolio making it easier for your client to do business with Dell Technologies.
  • Responsible for effectively identifying, aligning and utilizing available internal and external resources around the world to build an appropriate coverage model for the account.
  • Responsible for attracting and retaining talent specifically aligned to their account
  • Leveraged to serve as a coach/mentor, provides customer/industry/market insight to internal leaders and cross-functional groups

ESSENTIAL REQUIREMENTS

  • Strong negotiating skills to close opportunities
  • Excellent communication skills inclusive of executive communications and presentations; comfortable selling to all levels of an organization including extensive experience in the “C” suite
  • Practical understanding of virtualization, big-data, security, data storage, private cloud and hyper-converged solutions, as well as the solution’s value when mapped to an account’s business needs
  • Ability to quickly articulate the value of Dell Technologies Select
  • Track record of conflict resolution within extended team
  • Builds a high performing team around a common goal or vision and leads with focus and teamwork to accomplish goals
  • Proven track record of success leading in a matrixed, complex, fast-moving and constantly changing sales environment within an extremely competitive market
  • Acts as a mentor and coach to the broader sales community
  • Strong technical acumen and the ability to align customer business challenges to the Dell Technologies portfolio and the desired business outcomes they can achieve

DESIRABLE REQUIREMENTS

  • Typically requires 15+ years of related experience in a relationship selling role with a Bachelor’s degree, Telecom industry experience required.
  • Strong understanding of Telco networks, mobility and emerging technologies.
  • Work experience and deep knowledge of various Telco departments (IT, Engineering, Marketing, ICT and Enterprise businesses)
  • Additional criteria for Outside Sales: typically requires 15+ years of field sales experience

HERE’S OUR STORY; NOW TELL US YOURS

Dell Technologies is a unique family of businesses building a brighter digital tomorrow. Our organization is made up of more than 150,000 people, located in over 180 locations around the world. We’re proud to be a diverse and inclusive team and have an endless passion for our mission to drive human progress. What’s most important to us is that you are respected, feel like you can be yourself and have the opportunity to do the best work of your life -- while still having a life. We offer excellent benefits, bonus programs, flexible work arrangements, a variety of career development opportunities, employee resource groups, and much more. We started with computers, but we didn’t stop there. We are helping customers move into the future with multi-cloud, AI and machine learning by creating industry-leading products, infrastructure solutions and services. Join us and become a part of what’s next in technology, starting today. You can also learn more about us by reading our latest Diversity and Inclusion Report and our plan to make the world a better place by 2030.

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. All employment decisions at Dell Technologies are based on business needs, job requirements and individual 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 Technologies will not tolerate discrimination or harassment based on any of these characteristics. Dell Technologies encourages applicants of all ages. Read the full Employment Opportunity Policy here.

Job ID: R081930
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