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Client Executive, Banking Sector

Paris, France

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Position Title: Dell Technologies Select Client Executive – Banking Sector

The Banking Client Executive (CE) will be the trusted advisor to CIO’s/Senior Decision Makers on the Dell Technologies Select 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.

CORE RESPONSIBILITIES

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 a bank 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.
  • 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 the account.
  • 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 Banking 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 the 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

DESIRED SKILLS

  • 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
  • Leads with focus and teamwork to accomplish goals
  • Educates team through clear direction, partnership and communications
  • 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

EXPERIENCE / QUALIFICATIONS

  • Typically requires 15+ years of related experience in a relationship selling role with a Bachelor’s degree, banking industry experience required.
  • Strong understanding of banking IT and emerging technologies therein.
  • Work experience and deep knowledge of various banking departments & functions.
  • Additional criteria for Outside Sales: Typically requires 15+ years of field sales experience.
Job ID: R063880
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