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St Leonards, Australia

Partner Software Sales Manager

Melbourne, Australia

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Partner Software Sales - Senior Manager

Not even ground-breaking products sell themselves. That’s the job of our inside sales professionals. They take to market a product portfolio that includes PCs, electronics, accessories, mobility products, enterprise solutions, services and packaged software. Inside Sales Management is all about managing, inspiring and motivating professionals at all levels to deliver against targets. Beyond day-to-day people management, our team also shapes, executes and communicates specific sales strategies.

Join us as a Senior Manager on our Partner Software Sales team in Sydney, Melbourne or Brisbane to do the best work of your career and make a profound social impact.

What you’ll achieve
As an Inside Sales Senior Manager, you will manage a team of field and inside sales, cloud specialists and operations team members who are responsible for overseeing and selling Dell Technologies products, including personal computers, electronics and accessories, mobility products, enterprise solutions, services and packaged software. You will also represent, communicate and execute on specific sales strategies.

You will:
• Manage a team or multiple teams of sales representatives
• Train and develop senior sales representatives and junior sales managers
• Set priorities for the Inside Sales team and keep team focused on the important tasks of vertical and/or business
• Partner with Marketing to increase segment sales growth and expand market share
• Carry a high revenue responsibility in a complex segment/vertical

Take the first step towards your dream career
Every Dell Technologies team member brings something unique to the table. Here’s what we are looking for with this role:

Key Responsibilities:

  • Drive strategy for ANZ Partner Software sales, define annual and quarterly action plans to deliver financial growth plans.

  • Responsible for leading a team of 12-14 Inside and field sales teams tasked with reselling Partner Software solutions into Dell Technologies Direct customer

  • Drives strategic account management and pipeline development of the Partner Software business, leveraging a long term account planning approach to both new and existing customers

  • Understands in detail, and provides local direction for the sales and operations functions of the Microsoft LSP (Licensing Solution Provider) & CSP (Cloud Solution Provider) Programs

  • Customarily and regularly engaged with Australia and New Zealand Sales leadership to develop personal executive relationships.

  • Responsible for quota setting at the team/individual level.

  • Initiates and support collaboration with all Dell teams (e.g. Core sales, Sales operations and Services) to solve customers’ business issues.

  • Committed to and complies with our people strategy; Inspiring leader, Winning together and Entrepreneurial Spirit. He/she advocates for Dell values and culture, Diversity and Inclusion, and attracts develops and retains best team members.

  • Manages the hiring, development, and retention of a diverse and effective workforce. Mentors and develop team members.

Essential Requirements

  • Relevant leadership experience – preferably in large and complex organizations along with a proven track record in sales management and people management

  • Previous experience in vendor/distributor engagement, effective MDF utilization, contribution to executing marketing plans

  • Highly collaborative and consultative with our extended team member community

  • Experience driving forecast, reporting, projection meetings etc

  • Excellent communication skills in English, verbal and in writing.

  • Degree educated or equivalent

  • 10+ years of relevant IT sales, operations and leadership experience or equivalent combination of education and work experience.

Desirable Requirements

  • Familiar with the programs associated with being both a Microsoft Licensing Solution Provider (LSP), and Cloud Solution Provider (CSP), including EA/MPSA/SCE enrolments and rebate/incentive models

  • Experience in reselling software vendor licensing solutions.  E.g.  Redhat, Quest, Autodesk, Adobe, Citrix, VMware, as well as other SaaS, Security and Data Protection vendor products

  • Familiar with business trends of the Australian and New Zealand market. Long term vision being able to translate it to specific actions and plans.

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: R143058

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Why Work Here

Global Benefits

  • Comprehensive Healthcare Programs

  • 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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