Regional Sales Manager, Dell Technologies
Vertiv · Boston, MA
- On site
- Full-time
- $120,000 / year
- Boston, MA
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Hi Alex — I came across the Regional Sales Manager, Dell Technologies opening and wanted to reach out directly. I've spent the last few years doing exactly this kind of work, and Vertiv stood out because…
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Job highlights
- Manage Dell Technologies account in North America.
- Achieve revenue targets through sales strategies.
- Build strong customer and partner relationships.
- Drive year-over-year sales growth.
- Understand customer needs and Vertiv solutions.
About the role
Regional Sales Manager Dell Technologies
Position Summary
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 position is responsible for developing and building working relationships with all facets of the customer’ organization and develop and implement sales strategies across the functional Dell Technologies sales organizations. Once go-to-market sales strategies are defined, the position is required to facilitate execution of them across the organization to deliver results to the business; inclusive of selling with and to Dell Technologies where directed.
Responsibilities
- Develop and implement multi-stakeholder sales strategy; including account plans that will be 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. Develop a high volume and profitable regional business.
- Fully understand customer’s technology requirements and pains and translate 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.
- Informs resellers on current promos, new product launches, and Vertiv Partner Program updates.
- Coordinates selling campaigns, qualifies leads, and coordinates customer introductions.
- Works in partnership with other sales employees to increase sales revenue.
- Provides dedicated support to answer or coordinate responses for all requests from assigned customers.
- Assists customers in determining the best solution for their needs.
- Understands and communicates company product or services features & benefits and promotes the advantages of our company to assigned resellers.
- Answers basic technical questions about Vertiv products.
- Provides quotes, information on product availability, pricing, and competitive portfolio cross-referencing suggestions.
- Generates, updates and tracks CRM opportunities, whether originated or assigned.
- Works with sales operations team to answer questions regarding company inventory, shipping deliveries, manufacturing timeline, etc. to ensure products and services desired can be delivered to customer given their expectation/need.
- Re-directs calls as appropriate to other departments such as technical support, services, or application engineering.
- Participates in sales events to educate and promote products and services.
- Other duties as assigned.
Qualifications
- Bachelor’s degree, MBA preferred, with a strong technical aptitude.
- Minimum of 8+ 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.
- Must have documented experience of directly managing sales with channel partners and end users, including Enterprise and SMB customers.
- Must have documented experience of selling to executive-level customer personnel.
- Working knowledge of Dell Technologies; their market, including their network, their customers, and their competition.
- Previous experience selling to or with Dell Technologies.
PHYSICAL & ENVIRONMENTAL DEMANDS
Standard office environment.
Time Travel Required
50-75%
The successful candidate will embrace Vertiv’s Core Principals & Behaviors to help execute our Strategic Priorities.
OUR CORE PRINCIPLES: Safety. Integrity. Respect. Teamwork. Diversity & Inclusion.
OUR STRATEGIC PRIORITIES
- Customer Focus
- Operational Excellence
- High-Performance Culture
- Innovation
- Financial Strength
OUR 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
At Vertiv, we offer the stability of a global leader in a growing industry and the opportunity of a startup. We design, manufacture and service the mission-critical infrastructure technologies for vital applications in data centers, communication networks and commercial and industrial environments. With $5 billion in sales, a strong customer base and global reach in nearly 70 countries, our move to establish a standalone business enables us to deliver greater value to our customers and create new opportunities for our people.
Vertiv is an Equal Opportunity/Affirmative Action employer. We promote equal opportunities for all with respect to hiring, terms of employment, mobility, training, compensation, and occupational health, without discrimination as to age, race, color, religion, creed, sex, pregnancy status (including childbirth, breastfeeding, or related medical conditions), marital status, sexual orientation, gender identity / expression (including transgender status or sexual stereotypes), genetic information, citizenship status, national origin, protected veteran status, political affiliation, or disability. If you have a disability and are having difficulty accessing or using this website to apply for a position, you can request help by sending an email to help.join@vertivco.com. If you are interested in applying or learning more about this role, please visit the company’s career page located on Vertiv.com/Careers
Work Authorization
No calls or agencies please. 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 such as 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.
About The Team
Work Authorization
No calls or agencies please. 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 such as 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.
Equal Opportunity Employer
We promote equal opportunities for all with respect to hiring, terms of employment, mobility, training, compensation, and occupational health, without discrimination as to age, race, color, religion, creed, sex, pregnancy status (including childbirth, breastfeeding, or related medical conditions), marital status, sexual orientation, gender identity / expression (including transgender status or sexual stereotypes), genetic information, citizenship status, national origin, protected veteran status, political affiliation, or disability.
Key skills/competency
- Regional Sales Manager
- Dell Technologies Account Management
- Sales Strategy Development
- Customer Relationship Management
- Technology Sales
- Channel Partner Sales
- Enterprise Sales
- Executive Client Engagement
- Sales Forecasting
- Revenue Growth
Skills & topics
- Regional Sales Manager
- Sales Management
- Account Management
- Dell Technologies
- Technology Sales
- Channel Sales
- Enterprise Sales
- Business Development
- Northeastern US
- Sales Strategy
How to get hired
- Tailor your resume: Highlight experience selling technology products, especially to Dell Technologies and enterprise clients. Emphasize your track record in outside sales and channel partner management.
- Craft a compelling cover letter: Showcase your understanding of the Northeastern US market and your ability to develop and implement sales strategies. Express your enthusiasm for Vertiv's mission and values.
- Prepare for interviews: Be ready to discuss your experience selling to executive-level personnel and your knowledge of Dell Technologies. Prepare examples of how you've achieved year-over-year sales growth and managed complex sales cycles.
- Network strategically: Connect with Vertiv employees on LinkedIn to gain insights into the company culture and the sales team. Research Vertiv's strategic priorities and core principles to align your responses.
Technical preparation
Behavioral questions
Frequently asked questions
- What is the primary focus of the Regional Sales Manager Dell Technologies role at Vertiv?
- The Regional Sales Manager Dell Technologies role at Vertiv focuses on managing all functional aspects of the Dell Technologies Account within a defined North American Region. This includes developing and implementing sales strategies, building customer relationships, and achieving assigned revenue targets.
- What are the key qualifications for the Regional Sales Manager Dell Technologies position?
- Key qualifications include a Bachelor's degree (MBA preferred), a minimum of 8 years of technology sales experience (50%+ outside sales), experience managing sales with channel partners and end-users, and documented experience selling to executive-level personnel. A working knowledge of Dell Technologies is also crucial.
- Is travel required for the Regional Sales Manager Dell Technologies role?
- Yes, the role requires significant travel, with an estimated 50-75% time commitment for travel. This is essential for building relationships and managing the assigned region effectively.
- What type of customers will the Regional Sales Manager Dell Technologies work with?
- This role involves working with both channel partners and end-users, including Enterprise and SMB customers. A key aspect is selling to and with Dell Technologies directly where directed.
- What is Vertiv's stance on work authorization for this position?
- Vertiv will only employ individuals legally authorized to work in the United States. Sponsorship for work authorization, including for those with temporary visas, is not provided for this position.
- How does Vertiv ensure equal opportunities in hiring for the Regional Sales Manager Dell Technologies role?
- Vertiv is an Equal Opportunity/Affirmative Action employer and promotes equal opportunities in all aspects of employment, regardless of age, race, color, religion, sex, marital status, sexual orientation, gender identity, genetic information, national origin, veteran status, political affiliation, or disability.
- What is the importance of understanding Dell Technologies for this role?
- A strong working knowledge of Dell Technologies, including their market, network, customers, and competition, is essential. Previous experience selling to or with Dell Technologies is highly preferred, as this role is specifically focused on managing that account.
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