OEM Account Executive (S7)

Key Responsibilities:

Partner Relationship Management:

• Develop, manage, and strengthen strategic partnerships with OEM channel partners.
• Align Dell’s OEM solutions with partner business models to drive engagement and collaboration.
• Act as a trusted advisor, helping partners develop, position and differentiate OEM-based solutions.
• Foster long-term relationships with key partner stakeholders, including executives, sales and functional teams.

Sales & Business Development:

• Identify, onboard, and nurture new OEM channel partners to expand Dell’s market reach.
• Collaborate with partners to drive demand generation and close revenue opportunities.
• Support partners in navigating Dell’s OEM offerings, product roadmaps, and technical resources.
• Work with Dell’s core, channel sales and  SE and product group (PG) to optimise partner sales motions and increase win rates.

Go-to-Market (GTM) Execution:

• Drive joint OEM GTM strategies with partners to create differentiated and competitive solutions.
• Partner with marketing teams to implement OEM specific campaigns, events, and demand-generation initiatives.
• Ensure partners maximise Dell’s Channel Partner Program benefits, including rebates and incentives.
• Drive seeding and Proof-of-Concept (PoC) opportunities in collaboration with technology partners (e.g., Intel, AMD, etc.).

Technical & Commercial Enablement:

• Provide partners with training and enablement on Dell’s OEM portfolio, customisation options, and lifecycle management.
• Assist partners by connecting them with Dell’s OEM Product Group for design, integration and certification support.
• Collaborate closely with Dell’s OEM Sales Engineering team to address partner requirements and solution development.

Performance Management & Forecasting:

• Monitor and analyse partner sales performance, pipeline, and forecast accuracy.
• Conduct regular business reviews with partners to assess progress, identify growth opportunities, and refine business plans.
• Ensure compliance with Dell’s Channel partner program, policies, and OEM channel best practices.