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IoT Utility Business Development Manager

Remote - Texas, United States 12/06/2018
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Job Title: IoT Utilities Industry SME

Department / Division: Global Alliance Industries’, Global Energy Vertical

General Summary:

The IoT Utilities Subject Matter Expert (SME) will help drive greater penetration of the $160 Billion Utilities IT market (Gartner forecast for 2018). It is estimated that there is a Dell EMC total addressable market for Utilities of approximately $25 Billion. In FY18 we delivered $350 Million in Utilities revenue across 77 enterprise utility accounts.

The SME would need to be a senior resource with proven expertise working with/for utility companies with IoT experiance.

The IoT Utilities SME is responsible for developing the global utilities industry solutions and product positioning strategy. Working with partners and clients the SME will identify utility industry business needs and designs solution architectures focused on IoT to support these business opportunities and support the tactical roll out of Dell’s utility solutions within the client base globally.

Along with and understanding of Dell’s products/services and solutions and how they can add value to the utility industry and be a key contributor to the thought leadership of future IoT industry solutions.

Principal Duties and Responsibilities:

  • Develop IoT industry solutions and associated go-to-market with relevant industry partners including SAP, Emerson and OSIsoft.
  • Develop an IoT Utilities engagement model based on our Connected Digital Operations strategy that brings together our Transformation, Cloud and IIoT strategies into a cohesive story tailored to the Utilities market.
  • Leverage the IoT Utilities SME to build credibility and engagement at the executive level of our customers as we do with Oil & Gas clients today.
  • Help develop and deploy the global sales and pre-sales support strategy within the Energy Vertical focused on IoT.
  • Provide domain expertise to assist direct sales reps with tactical Utility company account planning focused on IoT.
  • Provide domain expertise to deliver credible utilities specific presentations on sales calls
  • Capability to generate and deliver solution themed whitepapers at key industry events focused on IoT.
  • Works with Sales executives to coordinate extended teams 
  • Focus on relationship maintenance with key executives at partner and customer accounts focused on IoT

Skills:

Information infrastructure, software, and service knowledge, as well as industry  business  expertise Reputation as thought-leader in  the utilities industry Extensive management and sales experience in Utilities Established network of key contacts at segment companies/partners Affiliations with industry-specific professional associations Expert interpersonal skills Excellent presentation and communication abilities Ability to influence Sr. management on issues relating to sales, products, business, or strategy

Education Required:  Advanced degree preferred in a technical field

Certificate(s):  Industry-relevant

Experience required:  10+ years in the Utility Industry

Physical Requirements:  Travel required

Manager Detail ONLY:

Manager Level: 

Reporting Relationship: 


Competitive salary




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.

Some of our most valuable business comes from existing customers. That’s because our Business Development Sales team takes care to forge strong and insightful relationships with them. To gain understanding of the unique and changing factors that drive purchasing decisions, the team develops connections at all levels of a client’s business. They use their insight to identify and create new opportunities – and to build the business development strategies that underpin successful sales. As well as maximizing revenue, they take responsibility for accurate forecasts.


Benefits
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 keen to drive our revenue growth as a trusted adviser to exciting clients, 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: Remote Job ID: R81258

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