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Product Specialist - Channel Services

Kawasaki, Japan 02/09/2019
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Dell’s global business is based on expertise. It takes extraordinary knowledge to create technology that drives human progress. And it takes expert insight to sell those groundbreaking products. Our Product Specialists get to know a limited number of specialized products and services inside and out. As well as selling them directly, we’re called in to identify and support opportunities within particular customer accounts. We are the difference makers.

The Services Business Development Manager is responsible for driving the Services Business across COUNTRY Channel segment. Charter of this development role is setting a strategy for the services sales through indirect channels such as Distributors, VAR, SI, RESELLERS, CHANNEL PARTNERS. The strategy would include, but not limited to, business trends, offerings, partnerships, defining and rolling out various initiatives/programs, acquiring/retiring channels, identifying gaps in the offerings/partners, tracking/reporting the various programs. 

The portfolio includes Dell's Global Support & Deployment services offerings. The successful candidate will be part of one of Dell's fastest growing and most profitable businesses where the person will need to work closely with Country Managers, Product Managers, Marketing & COUNTRY Channel Sales team to develop a strategic plan for the business, while executing to shorter term sales objectives.

Key Responsibilities

Drive attainment of quarterly and annual COUNTRY Channel Services revenue and margin targets.

Leverage key business units to optimize performance, including segment sales, CoC, PLM, technical support & marketing.

Create and execute in COUNTRY strategic initiatives in order hyper-grow business by looking for opportunities in region.

Monitor Distributors & tier2 partner feedback on Dell's & competitors' Solution offering & prices. Share same with Brand Marketing & Channel Marketing to determine corrective action as necessary.

Engage with segment outside sales team regularly to articulate services value proposition and capturing mindshare.

Ensure timely follow-up and qualify services up sell opportunity and follow up to close deals with segment outside sales where applicable.

Plan & execute periodical product trainings & new offering launches internally for Sales & externally for channel partners

Participate in scheduled weekly/monthly/quarterly interlock meetings with all internal stakeholders.

Drive Services specific & support demand generation campaigns & events.


Minimum of 10-12 years of overall sales and 5 years of Channel sales experience with a consistent record of over achievement, performance awards and career advancement

Demonstrated ability to negotiate complex deal arrangements with partners/customers

Highly skilled in building influential relationships and delivering in a cross functional / matrixed environment.

Excellent oral and written English communications and significant experience presenting to the C-level

Must be self-motivated, capable of working in a fast paced environment

Excellent knowledge of competitive products and IT industry in Channel Environment

Good knowledge of sales & marketing principles

Good understanding of Services or Solution applications in business

Good analytical and decision making ability

Degree in Business or Marketing is highly recommended.

We offer highly competitive salaries, bonus programs, world-class benefits, and unparalleled growth and development opportunities — all to create a compelling and rewarding work environment.

If you’re ready to become an expert in some of the tech world’s most innovative offerings, this is your opportunity to develop with Dell.

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 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 will not tolerate discrimination or harassment based on any of these characteristics. Learn more about Diversity and Inclusion at Dell here.

Job Family: Outside-Sales Job ID: R84024

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