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Remote - Maryland, Prince Georges

Product and Solutions Sales Specialist, DC - Federal Clients

Remote - Maryland, United States (COUNTY - All Other); Remote - Pennsylvania, United States; Remote - Virginia (COUNTY - All Other); Remote - West Virginia, United States

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Dell provides the technology that transforms the way we all work and live. But we are more than a technology company — we are a people company. We inspire, challenge and respect every one of our over 100,000 employees. We also provide them with unparalleled growth and development opportunities. We can’t wait for you to discover this for yourself as an Outside Sales Specialist in on our Client Solutions Group team in the DC area. Your location can be in the DC area, surrounding States or remote US with travel to DC as needed.

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 goal of the CS Outside Sales Specialist will be to drive incremental sales of our Client Solutions Specialist Portfolio (Workstations, Rugged PC, Cloud Client Computing, Displays & Client Peripherals) in his / her geographical areas focusing on acquiring new projects and LoB-Acquisition opportunities for Federal customers, buying through both direct and indirect channels. The Client Solutions Sales Specialist is ultimately focused on generating new Client Solution business opportunities for Dell, develop these in collaboration with Federal sales teams and helps win new business through subject matter expertise, strong competitive knowledge and a natural talent for recognizing customer pain points and providing solutions to address.


Key Responsibilities

  • Manages a territory or group of accounts to ensure opportunities are identified and closed, with complete understanding of Dell’s Client Solutions product and warranty services portfolio in the DC Beltway area.
  • Manages the relationship with high-level POC within group of accounts to ensure opportunities are identified and closed; usually assigned an overlay or shared quota; deployed against qualified opportunities; attains volume objectives; refers leads beyond the scope of this job to other sellers within the organization.
  • Works with customer to move an opportunity through the funnel to successful closure; regularly engaged at customer facilities and delivers high impact presentations leveraging strong technical skills. Engages in effective account planning to ensure Dell is working to meet needs of champions and keeping detractors in check. Sells products/services across Dell’s Client Solutions, to purchasing groups in large organizations. May have some exposure key decision makers.
  • Demonstrates sound financial acumen to price bids to win while putting in place margin recovery plans by selling more LOB’s and balancing bid and run rate mix.
  • Provides insight and subject matter expertise to customers concerning applicability of complex specific products and service technologies; consults with other product specialists, leaders, or cross-functional technical groups to ensure consistent application of solutions.


Essential Requirements

  • Knowledge of the IT industry with an understanding of the workstation /thin-client market.
  • + years of selling experience; 2-3+ years of related industry or segment experience.
  • Strong experience managing channel partner relationships. Demonstrated ability to penetrate and close new accounts and opportunities.
  • Strategic account planning experience-history of proactive creation and ongoing management of detailed account plans. Excellent communication, presentation, problem solving, and time management skills.

Here’s our story; now tell us yours

Dell Technologies helps organizations and individuals build a brighter digital tomorrow. Our company 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 through the most innovative technology and services portfolio for the data era. 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 here.

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. Dell encourages applicants of all ages. Read the full Equal Employment Opportunity Policy here.

Job ID: R180067

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Global Benefits

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  • Award Winning Financial Wellness Tools and Resources

  • Generous Leave of Absence for New Parents and Caregivers

  • Industry Leading Wellness Platform

  • Employee Assistance Program

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