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. This unique role blends both hunting and farming responsibility to achieve assigned revenue targets and management objectives. The role involves developing and building working relationships with all facets of the customer’s organization and implementing sales strategies across the Dell Technologies sales organizations.

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 those 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.
• Fully understand customer’s technology requirements and pains, translating those into successful adoption of Vertiv solutions.
• Promote and sell through a high-level of product and application knowledge and familiarity 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 by the customer or as directed by Vertiv.
• Inform resellers on current promotions, new product launches, and Vertiv Partner Program updates.
• Coordinate selling campaigns, qualify leads, and coordinate customer introductions. Work in partnership with other sales employees to increase sales revenue.
• Provide dedicated support to answer or coordinate responses for all requests from assigned customers. Assist customers in determining the best solution for their needs.
• Understand and communicate company product or services features and benefits, promoting the advantages of Vertiv to assigned resellers.
• Answer basic technical questions about Vertiv products.
• Provide quotes, information on 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., ensuring products and services can be delivered to meet customer expectations.
• 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.

Skills

• Embrace Vertiv’s Core Principals & Behaviors to help execute strategic priorities: Safety, Integrity, Respect, Teamwork, Inclusion.
• Demonstrate Vertiv Behaviors: Own it, Act with urgency, Foster a customer-first mindset, Think big and execute, Lead by example, Drive continuous improvement, Learn and seek out development, Promote transparent & open communication.

Pay

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

Certain roles are eligible for additional rewards, including merit increases, annual bonus, and stock. These awards are allocated based on individual performance and are role-based. Some roles may also offer profit sharing, allowances, travel and/or car expenses, and sales incentives based on revenue or utilization, depending on the terms of the employee’s role and individual offer details.

Benefits

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

Schedule

Travel required: 50-75%.

Vertiv will only employ those who are legally authorized to work in the United States. This is not a position for which sponsorship will be provided. Individuals with temporary visas (e.g., E, F-1, H-1, H-2, L, B, J, or TN) or who need sponsorship for work authorization now or in the future are not eligible for hire.