Regional Sales Manager, Dell Technologies

This position is responsible for managing all functional aspects of the Dell Technologies Account for a defined North American Region. The role blends hunting and farming responsibilities to achieve assigned revenue targets and management objectives, developing and building relationships across the customer’s organization and implementing sales strategies across Dell Technologies sales teams.

Responsibilities

• Develop and implement multi-stakeholder sales strategy, including account plans delivered to Executive leadership.
• Build strong customer relationships and become a trusted advisor.
• Identify opportunities/sales in their initial stages and manage deals through the entire sales cycle to close, and in some cases, delivery.
• Achieve year-over-year sales growth through proper management of the assigned region and develop a high-volume, profitable regional business.
• Understand customer’s technology requirements and pains, translating them into successful adoption of Vertiv solutions.
• Promote and sell through a high-level of product and application knowledge of Vertiv solutions.
• Train Dell Technologies sales teams on Vertiv products and services where applicable.
• Forecast, plan, and execute assigned revenue targets and objectives.
• Participate in and/or attend regional trade meetings, events, conventions, or shows as required.
• Inform resellers on current promotions, new product launches, and Vertiv Partner Program updates.
• Coordinate selling campaigns, qualify leads, and coordinate customer introductions in partnership with other sales employees.
• Provide dedicated support to answer or coordinate responses for all requests from assigned customers and assist in determining the best solution for their needs.
• Communicate company product or services features and benefits, promoting Vertiv’s advantages to assigned resellers.
• Answer basic technical questions about Vertiv products.
• Provide quotes, product availability, pricing, and competitive portfolio cross-referencing suggestions.
• Generate, update, and track CRM opportunities, whether originated or assigned.
• Work with the sales operations team to answer questions regarding company inventory, shipping deliveries, manufacturing timelines, etc.
• Redirect calls as appropriate to other departments such as technical support, services, or application engineering.
• Participate in sales events to educate and promote products and services.
• Other duties as assigned.

Requirements

• Bachelor’s degree with a strong technical aptitude.
• Minimum of 10+ years of experience selling a technology product or service, with at least 50% in an outside sales role.
• Must be located in the Northeastern United States.
• Documented experience directly managing sales with channel partners and end users, including Enterprise and SMB customers.
• Documented experience selling to executive-level customer personnel.
• Working knowledge of Dell Technologies, their market, network, customers, and competition.
• Previous experience selling to or with Dell Technologies.

Preferred Qualifications

• MBA.

Schedule

50-75% travel required.

Pay

Anticipated salary range for this role in the MA locality is between $118,000 to $148,000 per year. For the NY locality, the range is between $124,000 to $155,000 per year. Salary ranges for other geographic localities may vary.

Eligible for additional rewards, including merit increases, annual bonus, and stock based on individual performance. Certain roles may also include profit sharing, allowances, travel and/or car expenses, and sales incentives based on revenue or utilization.

Benefits

• Comprehensive benefits program, including medical, dental, vision, and disability coverage.
• Paid time off (PTO) and holiday pay.
• 401k retirement plan.

Work authorization: Vertiv will only employ those legally authorized to work in the United States. This is not a position for which sponsorship will be provided.