Dell Account Mgr 3, Renewals_182193BR in Cork, Ireland
Account Mgr 3, Renewals_182193BR
Job ID R08453
Date posted 10/09/2017
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GeneralThis is a customer facing Quota carrying sales position responsible for managing the Maintenance Contract Renewals process from quote to close for Global accounts.-Works directly with global accounts to renew expiring contracts and up sell additional services for all product portfolios ? reflecting a ONE DELL EMC approach. Work as an overlay Sales Professional with the regional Renewal Account Managers on the Global accounts to ensure EMEA wide on time renewal and maximum revenue coverage.-The Global Account renewal sales rep is an ambassador for renewal sales who has the ability to leverage and build on their global network of expertise and relationships. This enables them with strategic out of the box thinking to drive effective account management planning to maximize revenue.-They set themselves apart by driving collaborative relationships with the account team where their renewal sales expertize adds value in the overall account profitability.-Interfaces with Global Service and Sales organizations to ensure sales goals and performance metrics are achieved.-Responsibilities? Meet/exceed sales targets defined? Ensure Maintenance Contracts are renewed prior to expiration, engage with internal Sales counterparts, partners and customer on all aspects of the sales cycle, from quotation to close? Identify opportunities to upsell Services into accounts? Ensure appropriate customer or service issues are escalated to management? Ensure and manage EMEA wide timely and accurate sales forecasts via SFDC? Cooperate with Global account team on tech refresh plans-? Build virtual team with renewal counterparts in different countries, GAM and GSAM, related account team and become prime contact for any maintenance related questions? First point of contact for regional renewal RSRs, before any local subsidiary transaction is done-? Gather global revenue numbers on renewal maintenance, prepaid maintenance, T&M- to find out global revenue maintenance stream in cooperation with operations team? Adhere to the corporate Renewals policy and practices, and meet defined performance metrics-Experience /Key Skill required? German/English speaker to a fluent level is a key requirement? 5+ years sales/negotiation experience (renewal experience preferred)? Previous experience selling face to face with key customers/clients? Customer Focus? Drive for Results? Negotiating & Communication skills? Interpersonal Savvy? Problem Solving-? Highly motivated, positive attitude? Ability to influence and persuade at a senior level? Deliver solutions? Account Management? Consultative selling? Strong cooperative skills? Ability to travel both for planned and ad-hoc customer/GAM meetings