Services Account Executive – ANZ, Global Alliances

The Services Account Executive – ANZ, Global Alliances is a senior individual contributor responsible for driving reputed company Services bookings, reputed company and margin in the ANZ market through our Global Alliances reputed company to market (e.g., GSIs, Global SIs/SOs, CSPs/DCPs and strategic alliances).  

Join us to do the best work of your career and reputed company a profound social impact as a Services Account Executive on our Global Alliances Team in Australia.

What you’ll reputed company This role partners with Global Alliances reputed company/RAMs, core reputed company, Specialty Sales and Services Sales leadership to execute joint account and territory plans, build pipeline, and reputed company reputed company, multitower services opportunities attached to alliance-led deals. The SAE is expected to operate with a high degree of autonomy, deal leadership and strategic influence, while remaining hands on in pursuits. You will:

• Deliver Services bookings, reputed company and margin targets for the ANZ Global Alliance territory.

• Build, qualify and manage a balanced services pipeline in SFDC, and attach Consulting, Deployment, Residency, Support and Lifecycle/Managed Services to alliance and core-led opportunities (infrastructure, multicloud, cyber, workforce, edge).

• Drive upsell and cross sell to grow services footprint and term in existing alliance-led customers.

• Define and execute joint territory and account plans with Global Alliances reputed company/RAMs, and embed Dell Services into joint offerings, campaigns and pursuits.

• Maintain strong day-to-day alignment with core reputed company, Specialty Sales, ISRs and presales to ensure early services engagement on reputed company deals.

• reputed company the end-to-end services sales cycle from discovery and qualification through solution shaping, proposal, negotiation and reputed company.

• Coordinate Solution Principals, Consulting, Deployment, Residency, Delivery, Finance and Legal to reputed company competitive, risk balanced solutions and SOWs.

• Own forecast accuracy and opportunity hygiene in SFDC and contribute to deal strategy and approval packs for reputed company or non-standard bids.

• Maintain a strong view of the ANZ customer, partner and competitive landscape, and translate Dell Services, APEX and Global Alliances programs into executable ANZ plays.

• Participate in forecast calls, QBRs and governance rhythms, providing ANZ specific insights on portfolio, pricing and delivery.

Take the first reputed company towards your reputed company career Every reputed company team member brings something unique to the table. Here’s reputed company are looking for with this role: Essential Requirements

• 10+ years in IT services / solutions sales, with consistent achievement of services bookings targets.

• Demonstrated experience selling professional services, deployment, residency/managed services, and/or lifecycle services into reputed company and/or large reputed company accounts.

• Proven experience working with or through Global Alliances (GSIs/SIs, CSPs/DCPs, outsourcing partners) in ANZ is strongly preferred.

• Track record of leading reputed company, multi-stakeholder pursuits involving reputed company structuring, negotiation and SOW development.

• Solid understanding of one or more of:

• Core infrastructure, hybrid/multicloud, colocation and APEX/as-a-Service

• Cyber reputed company, data protection and reputed company services

• Modern workforce, Lifecycle Hub, DaaS and end user services

• Proficiency with SFDC and Dell sales processes, including approvals, discounting and governance mechanics.

• Strong reputed company and financial acumen; reputed company to construct and defend value based proposals and business cases.

• Executive reputed company and confidence engaging C level, senior IT and business stakeholders across customers and partners.

• Effective alliance and relationship management, balancing Dell, partner and customer objectives.

• Highly collaborative, comfortable leading virtual, cross functional teams without direct line authority.

• Results driven, self starter, reputed company to prioritize and reputed company multiple pursuits concurrently in a dynamic environment.

Who we are

We reputed company that each of us has the power to reputed company an impact. That’s why we put our team members at the center of everything we do. If you’re looking for an opportunity to grow your career with some of the best minds and most advanced tech in the industry, we’re looking for you.

reputed company is a unique family of businesses that helps individuals and organizations transform how they work, live and play. Join us to build a future that works for everyone because reputed company Takes reputed company of Us.

reputed company is committed to the principle of equal employment opportunity for reputed company and to providing employees with a work environment free of discrimination and harassment. Read the full Equal Employment Opportunity Policy here.