Specialist Sales
Starting out as a Product Specialist, you will be trained alongside Account Executives, where your career could transition into a variety of roles ranging from Data Center Sales Executive, Technical Sales Representative, or even a Data Center Sales Director role. With Dell, career growth opportunities are laid out at your fingertips. Channel your passion for driving sales and supporting powerful innovations and explore this career path today.
Specialist Sales Roles
Product Specialist
Product Specialist provides product or BU specific expertise, primarily but not limited to Dell Technologies server, networking and storage portfolio. He/She acts as a technical resource to support the sales organization to meet and/or exceed their objectives. Product Specialist also identifies customer needs/ requirements and recommends the appropriate products and solutions. He/She must remain up-to-date on new product, technology and services offerings.
- Responsible for selling a defined set of products and services
- Provides technical advice to the inside sales teams during the sales process.
- Accountable for delivering technical solutions, products, and /or services that address customer needs of varying complexity (via telephone, chat, web, or e-mail); or working with subject matter expert to address a solution of even higher complexity.
- Engages with key customer contacts to negotiate deals and to assist in resolving complex issues
- Remains up-to-date on new product, technology, and services offerings. Stays current on industry and vertical solutions as well
- Assists in the on-going technical education and development of the broader team
- Promotes and positions key strategic product and service offerings
Specialist Sales Roles
Data Center Sales Executive
From developing brand new accounts to driving expansion across existing accounts, our Data Center Sales team transforms opportunity into action every day. Whether focusing on a geographical area, product line, industry, channel or market segment, their goal is the same: to develop relationships with the end-users of the organization and generate meaningful sales. The team is the direct line between our ground-breaking portfolio of product solutions and the desks of satisfied customers.
- Responsible for selling a defined set of products and services
- Provides technical advice to the inside sales teams during the sales process.
- Accountable for delivering technical solutions, products, and /or services that address customer needs of varying complexity (via telephone, chat, web, or e-mail); or working with subject matter expert to address a solution of even higher complexity.
- Engages with key customer contacts to negotiate deals and to assist in resolving complex issues
- Remains up-to-date on new product, technology, and services offerings. Stays current on industry and vertical solutions as well
- Assists in the on-going technical education and development of the broader team
- Promotes and positions key strategic product and service offerings
Specialist Sales Roles
Data Center Sales Director
Oversees field based individual contributors and/or managers & is responsible for new account development and/or expanding existing accounts within an established geographic territory/storage product line. May also be allocated a particular channel or market segment.
- Manages a team of individual Data Center Sales Executives or managers.
- Identifies individual account strengths and weaknesses and implement appropriate action plans.
- Designs, and deliver responses to ad-hoc training requirements as requests arise.
- Identifies and influence customer key decision makers.
- Qualifies customer needs, profile and develop customer account strategies.
- Develops and or expand existing accounts within an established geographic territory
- Designs data center and storage solutions that meet the required customer needs
- Drives sales team to achieve business results through mentorship, coaching, development, establishing goals and leadership
Career Journey
Michelle Malouf
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It’s an interesting question because no days in my job are really alike. However in general I can be meeting with partners, meeting with customers, meeting with my Inside Sales teams. This is a role that involves a lot of collaboration from internal & external resources, I can be with our customers on site whiteboarding what their current environment looks like and what the future state for them is and also I can be working remote or from home essentially working on proposals, financial analysis… so there are always different activities in this role, which make it really fun and interesting. Although 2 days are not alike, the messaging of what Dell Technologies accomplishes for our customers is the most consistent messaging that I have.
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I think probably the biggest aspect is flexibility, the ability to set my own schedule and to make everyday look different whether that is working remotely from home, from a coffee-shop, being on the road, being in front of customers, being on partner site ... I think that ultimately that’s what helps keep me challenged everyday and keep me engaged. Additionally, the amount of resources that we interface with, working in a company that is as culturally diverse as Dell really helps you gain real world experience on what it’s like to work in a team and helps you strengthen a lot of those skills.
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My career aspirations are to eventually become the president of an organization, and that sounds like a lot to go and I think looking back a few years ago that wouldn’t have been my goal but when I started at Dell I was calling customers and at that point my goal was to become an inside sales account manager and when that finally happened and I mastered that role my goal was to become a field rep. So now that I am a field rep I am trying to look a little bit more into the future of what about these roles that I have taken have I enjoyed and I think that ultimately would love to learn what it’s like to lead an organization with end to end solutions.
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To always be consistent and accountable. I think that as long as you’re consistent with your messaging, consistent with what is it that you would like to accomplish, and accountable so that when you tell the customer that you’re going to do something, you go and you do it. I think that will ultimately lead to your success in the role. Coupled with consistency & accountability, is to always keep high activity, no matter if you’re having a bad quarter, if for whatever reason you may be discouraged at some point, a customer may not want your product. If you’re able to be resilient and get through those moments, you can be certain that you will be successful within a sales career.
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INSIDE SALES
REPRESENTATIVE 5 Months -
INSIDE SALES
ACCOUNT MANAGER 12 Months -
EMC SPECIALIST 12 Months
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FIELD DATA CENTER
SALES EXECUTIVE October 2017 – Present
5 MONTHS
Inside Sales Representative
Started career in Dell as an Inside Sales Associate, making calls every day and generating opportunities. Member of a the small /medium sized business team.
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Inside
Sales -
Non-Dell
Role -
People
Manager -
Beyond
Inside Sales -
Lateral
Movement -
Promotion
12 MONTHS
Inside Sales Account Manager
Covered own territory & Handled upwards of 2,000 accounts in South Orange County, California. I consistently generated opportunity via mail merges, cold calling, linked-in, etc. For customers I would consistently qualify their needs, make a recommendation and complete a 2 page proposal. Internally, I completed product whiteboards & won a contest for my hyper-converged whiteboard. Additionally I was awarded Inside Sales Representative of the Quarter in my final quarter.
12 MONTHS
EMC Specialist
Main tasks as an Acquisition EMC Specialist at Dell Headquarters was helping the Enterprise Specialists at Dell understand the EMC solution selling motion, product line, and ultimately why EMC was acquired by Dell. This involved teaching, training and mentoring the TSR community within the acquisition segment across the country. I released weekly content with regards to sales strategy and product line, gave classroom lessons consisting of white-boarding and Q&A, and led by example by joining customer calls that I was invited to.
OCTOBER 2017 – PRESENT
Field Data Center Sales Executive
Asked to join the Data Center Sales Executive team newly-formed specialized team that handled medium business accounts focusing on all aspects of the data center. I currently work with customers and partners in Central Texas, spanning from Austin to San Antonio. I am largely focused on helping my customers navigate through this increasingly digitized world by providing simple & easy data center solutions that help them stay competitive in their vertical.
Training & Development
Dell Technologies Sales University (DTSU) is an end-to-end learning and development framework customized to help you achieve your unique career goals at all stages of your sales career. Whether you are a recent graduate or experienced sales professional, Dell Technologies Sales University will help you get up-to-speed in your role quickly, help you develop and master your role, and help you prepare for new career opportunities.
Start Your Sales Career Here-
Sales Academy is the entry point to start your journey in technology sales with a best-in-class onboarding and training program. Start here to build amazing relationships while learning the essential skills that lead to lasting success in your sales career.
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Next Gen Sales is an accelerated sales program that provides the business knowledge and immersive training needed for aspiring future sales leaders at Dell Technologies. Next Gen Sales is your career trajectory to a sales profession in field sales or sales management.
Come Join Our Team
We are currently hiring in our Medium Business segment within Sales in all of our regions. This area of sales allows you to form close relationships with the customers you serve and accelerates your learning of the skills that will drive you towards success throughout the rest of your career. Dell’s end-to-end solutions portfolio is one of the strongest on the market and positions you for success in not only meeting your customers’ needs, but exceeding their expectations. Medium Business allows you to choose from a wide variety of roles and paths to shape a career path that is the perfect fit for your unique strengths and interests. Click below to see available opportunities, or take our quiz to help determine what sales path might be good for you.
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