Emerging Business Account Manager

About the role

The Emerging Business Account Manager is responsible for selling data center products, services, and Davenport Group services to existing customers, developing new business opportunities and lines of business with those customers, and adding new accounts within the assigned sales territory.

Responsibilities

• Create and execute a strategy for territory growth and development with defined accounts while adding additional accounts through consistent prospecting.
• Manage and grow the pipeline for the assigned territory.
• Articulate basic details on pipeline opportunities to progress deals to close.
• Collaborate with Client Sales Executives (CSE) on client strategy while allowing the CSE to execute on that portion of the plan.
• Collaborate with the Microsoft Director on the Microsoft strategy across the territory.
• Execute against business initiatives and provide feedback to leadership.
• Generate data center and software quotes using Live Optics and similar tools' outputs and engineering guidance/specifications.
• Submit deal registration requests, support renewal requests, and maintenance records as required.
• Create Leads and Opportunities in Davenport Group Salesforce.
• Ensure documentation on opportunities is accurate before sending customers proposals and/or placing orders.
• Communicate effectively with overlay groups, including Finance, Sales, Operations, Deal Desk, and Order Desk.
• Request Live Optics captures from customers before Engineering reviews.
• Create project proposals for Engineer reviews before presenting to customers.
• Schedule and run meetings and demos with customers and prospects; assign next steps and manage follow-up activity.
• Manage regular touchpoints within the existing customer base by going deep and wide.
• Collaborate with marketing and Mid-Market Account Executives on events in the territory, such as Lunch and Learns and training sessions; create EB-specific marketing events to address unique needs.
• Maintain precise records for all customer accounts, prospects, and leads within the assigned territory in Salesforce.com.
• Strategize with leadership to optimize Inside Sales effectiveness and results.
• Collaborate with Emerging Business Account Executive peers to share best practices and troubleshoot issues.
• Travel in-territory as required, typically one or two times per quarter.
• Submit expense reports and perform other required administrative duties promptly.

Core Competencies

• Analytical – Synthesizes complex or diverse information; collects and researches data; uses intuition and experience to complement data.
• Problem-Solving – Gathers and analyzes information skillfully; develops alternative solutions; works well in group problem-solving situations.
• Technical Skills – Strives to continuously build knowledge and skills; shares expertise with others.
• Oral Communication – Speaks clearly and persuasively in positive or negative situations; listens and gets clarification; responds well to questions; demonstrates group presentation skills.
• Teamwork – Balances team and individual responsibilities; puts success of team above own interests; supports everyone’s efforts to succeed.
• Written Communication – Writes clearly and informatively; edits work for spelling and grammar; presents numerical data effectively.
• Business Acumen – Understands business implications of decisions; displays orientation to profitability; demonstrates knowledge of market and competition.
• Cost Consciousness – Contributes to profits and revenue; conserves organizational resources.
• Ethics – Treats people with respect; inspires the trust of others; works with integrity and ethically.
• Dependability – Takes responsibility for own actions; keeps commitments; completes tasks on time or notifies appropriate person with an alternate plan.
• Initiative – Takes independent actions and calculated risks; looks for and takes advantage of opportunities; asks for and offers help when needed.
• Planning/Organizing – Uses time efficiently; plans for additional resources; sets goals and objectives.
• Quality – Demonstrates accuracy and thoroughness; applies feedback to improve performance.
• Quantity – Meets productivity standards.
• Safety and Security – Observes safety and security procedures.

Knowledge, Skills and Abilities Required

• Previous Dell Technologies or related alliance partner experience in inside or outside sales.
• Bachelor’s degree from a four-year college or university.
• Five or more years of professional experience, including four or more years selling Enterprise/Client hardware and software.
• Data center sales experience, including server, networking, storage, hyperconverged, converged, and data protection.
• Strong understanding of Microsoft and VMware software offerings.
• Ability to self-manage, self-motivate, and achieve results through subject matter education.
• Ability to work with multiple alliance partners and vendors daily to accomplish responsibilities.
• Remote office management skills; ability to manage time, expenses, priorities, and expectations set by management.
• Exhibit professional communication, customer relationship skills, and knowledge of company systems and processes.
• Ability to create and execute a sales strategy within the territory.
• Ability to collaborate with and lead peer group.

Knowledge, Skills and Abilities Preferred

• Data center hardware and software sales experience.
• Competitive knowledge.
• Coachable.

Working Conditions

• Occasional domestic travel may be required for training and meetings.

Pay

The base salary pay range for this position is $80,000 plus commissions. Compensation is dependent on job-related knowledge, skills, experience, and market location and will vary from individual to individual.

Benefits

• Medical
• Vision
• Dental
• 401k
• Flexible spending