Individual contributors responsible for selling company's full product and service lines (face-to-face) to new and existing customers in specified segments. Solution and relationship focused.
- Provides in depth technical and architectural sales expertise in enterprise/client opportunities. May be an enterprise specialist (Networking and/or Storage). - Provided leadership to ensure that the enterprise solutions are comprehensive, achieve customer expectations and meet customer business needs. - Builds trust with customers and owns technical side of customer relationships. - Focused on delivering a positive customer experience according to company standards. - Ensures the Account Executive understands and meets customers' on-going enterprise/client product/services needs.
Scope - Articulates how the company business model relates to selling enterprise/client product solutions. - Direct interface is with customer technical staff and Help Desk functions.
Knowledge and Skills - Identifies appropriate enterprise solutions to meet the full range of customer needs. - Identifies cost effective and practical "solutions" to maximize company's opportunity while meeting customer's needs. - Models effective team behavior. - Skillfully negotiates with others to achieve desired results/meet customer needs. - Explains where enterprise/client products and services fit into customer's IT structure. Has fundamental knowledge of the Dell business model and can articulate the impact and advantages to the customer. - Has fact-based industry knowledge.