Regional Sales Manager, Dell EMC, Federal
Vertiv Corporation

Ashburn, Virginia

Posted in Manufacturing and Production


Job Info



This position is responsible for managing all functional aspects of the Dell EMC Federal 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 EMC Federal sales organization. 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 Dell EMC where directed.

This role will have a multi-state geographic coverage focused in the United States. It will interact with both internal and external resources; including but not limited to our product offering, operations, marketing and sales management teams. There will also be frequent engagement with Local Vertiv Offices and channel partners.

Responsibilities:

  • Develop and implement multi-stakeholder sales strategy; including account plans that will be delivered to Executive leadership
  • Build very strong relationships within the customer 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
  • 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 EMC 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

Requirements:
  • Bachelor's degree, MBA Preferred, with a strong technical aptitude
  • Minimum of 10-15 years of experience selling a technology product or service
  • 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 EMC; their market, including their network, their customers, and their competition
  • Have previously sold to or with Dell EMC


The successful candidate will reflect and embrace Vertiv's Values and Behaviors:

OUR VALUES
  • Acting Like an Owner
  • Assuming Positive intent in all employee interactions
  • Being passionate about your work
  • Challenging yourself in personal development
  • Being tireless in exceeding customer expectations
  • Assisting others to be successful as a team
  • Owning our own mistakes quickly
  • Talking with people and NOT about them
  • Creating a culture where people can be their best

OUR BEHAVIORS
  • Be self-aware and learn
  • Embrace the customer experience
  • Think and act broadly
  • Drive change and innovation
  • Leverage diversity for organization effectiveness
  • Foster collaborative relationships
  • Take intelligent risks

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 $5.0 billion in revenue, 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

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.



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