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Services Sales Manager (архив)

Регион: Москва
Требуемый опыт работы: Более 6 лет
Предполагаемый уровень месячного дохода:

не указан

Grade: C2v>

 
Job Purpose
An Individual contributor responsible for promoting and
selling Dell’s Services offers including ProSupport, ProManage,
ProConsult; POS, NPOS and APOS,  to specified customer
segments and/or geographical regions whilst ensuring best in class
performance.
 
Principal Duties &
Accountabilities
  • To achieve targeted and forecasted sales goals for the specific
    service programs in the segments/regions of responsibility
  • Develop and plan the sales strategy on target accounts to
    achieve long-term sales and establish long term relationships
  • Work with the required teams to ensure a successful roll-out of
    new services offers
  • Contribute to all bid / RFP / RFQ services related actions
  • Engage in WoB-to-BoB activities at country, segment and sales
    representative level
  • Engage with the management of your respective
    country/region/segment on services sales performance and required
    action plans
  • Facilitate regular account and opportunity planning sessions to
    develop clear strategies, value propositions, tactics and actions
    to drive incremental sales of key support service
  • Identify customer needs/requirements and recommends/quotes
    appropriate Dell Services using all available pipeline
    information
  • Acts as a Services Subject Matter Expert  (SME) to support
    the sales organization to meet and/or exceed their objectives on
    Services Sales
  • Work with Sales teams  to drive the sale of services and
    provide on-going communication with Sales teams to ensure a
    consistent and cohesive message to the customer
  • Keep up to date with current industry trends and fully assess
    the impact on Dell customers and potential customers
  • Maximise the inclusion of Dell services relevant to the
    opportunity
  • Represent Dell in an appropriate professional, ethical and
    competent manner
  • Deliver exceptional customer experience in alignment with Dell
    standards and ethics
  • Develop and implement plans to ensure best in class performance
    for the programs that he/she is responsible for
  • Stays up to date with new Services offerings and Solutions
  • Assists in the on-going education/development of the Sales
    teams  including coaching them on how to sell Services
    effectively
  • Develop the services business in country/region/segment paying
    particular attention to the $/Box and Attach rate on key
    offers
  • Engages cross functional resources, regardless of geographic
    location, in order to achieve goal/meet customer needs
  • Attends independently or in conjunction with the account team
    face to face meetings to present and drive services
    opportunities
 
Interactions
(Relationships)
  • Customers
  • Partners
  • Dell Marketing Teams
  • Account Executives/Internal Sales Reps
  • Management
  • System Consultants
  • Technical Sales Representatives
  • Solutions Team
  • Service Operations staff
  • Service Delivery Managers / Technical Account Managers
  • Finance organisation
Relevant Knowledge &
Skills
  • Viewed as a trusted subject matter expert to the customer and
    uses knowledge of Dell’s services to recommend appropriate
    services
  • Effectively prioritizes multiple demands while ensuring
    customer needs are met
  • Advanced level services sales representative, broad
    understanding of services and technology in the industry;
    contributing beyond self, sought out by others
  • Comfortable in presenting and negotiating up to the CxO
    level
  • Effectively balances short term and long term priorities
  • Excels in the administrative and operational requirements of
    the job
  • Works effectively with functional leaders throughout the
    organization/models effective team leadership
  • Excellent verbal and written communication skills
  • Negotiator
  • Sales minded with a sense of urgency to get to the required
    results (drive for results)
  • Proficient in managing time and resources, capable at self
    managing from a day to day perspective

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