Dell Data Protection Solutions - Account Manager in Cork, Ireland

Job Description:

Background

As the Dell EMC Commercial business evolves it is becoming a requirement for the Data Protection Solutions (DPS) business unit to scale and augment its coverage of a wider set of the designated Commercial Ireland accounts.

Scope of Role

The DPS field sales account manager will be in place to sell Data Protection Solutions products & services to the accounts in his/ her territory assignment.

Data protection solutions products include;

  • Data Domain (physical & virtual editions plus all associated software eg. DD Cloud Tiering), Networker, Avamar, Data Protection Suite (all variants), Recoverpoint, Source 1, Integrated Data protection appliance (IDPA) etc.

The DPS field sales account manager will also be paid on Elastic Cloud Storage (ECS), both hardware and software, Data Protection Cloud products (Mozy) and Virtustream Storage Cloud (VSC) although these products count towards the seller’s all in goal and are not considered DPS products.

The DPS field sales account manager will be paid on software & hardware prepaid maintenance (sold alongside the product)

Objectives of Role

Sell Data Protection Solutions products to accounts in Commercial Ireland. The role is predominantly a new business role. The role holder will be expected to;

  • Build a territory engagement plan that segments, prioritises and structures your objectives for selling into the territory

  • Drive an activity level that will sustain the building of a pipeline to at least 3x coverage of quarterly goal. This is likely to involved making between 6-10 sales calls per week

  • Make his/ her own appointments to develop business opportunities for DPS

  • Write his/ her own proposals and supporting documentation to develop and drive business opportunities

  • Work independently utilising the support of a virtual/ pooled/ dedicated DPS Systems Engineering resource (to be confirmed)

  • Work with channel partners and systems integrators where appropriate to develop and drive business opportunities

  • Work as part of an extended virtual team with core ISR colleagues, providing external support to own and drive the DPS opportunities in tandem with an overall account strategy

  • Create and drive a prospecting funnel from the accounts in the territory; work with marketing, sales management, channel partners and DPS business unit to identify and utilise available resources

  • Operate an efficient and tidy SFDC instance (DPS has its own instance) that allows DPS sales manager to review and coach for optimum results. This is based on MEDDIC and the ‘Why now’, ‘Why EMC’, ‘Next actions/ steps to close’ aspects of the tool

  • Close business to expected quarterly targets

  • Understand and drive DPS sales campaigns including; Cloud Data Protection, Hyperconverged Data Protection, Isolated Recovery Solutions, Data Protection Software winback

  • Understand and align with Operation Scale and the Drive/ Assist/ Enable corporate go to market.

Experience required

  • Minimum of 2-3 years of technology sales experience (internal sales is fine)

  • Smart, personable, ambitious, driven individual looking to get on in Dell EMC and develop a career in field sales

  • Can do attitude

EMC Values:

When you choose our company, you join a diverse world of innovative thought leaders. At our core is a commitment to workplace diversity, the sustainability of our planet, and community corporate involvement. We offer highly competitive salaries, bonus programs, world-class benefits, and unparalleled growth and development opportunities-all to create a compelling and rewarding work environment.

Critical Hiring Criteria:

Functional Area(s):

Sales

Business:

EMC COPS

Business Unit:

206 - BACK UP & RECOVERY SYSTEMS

Location:

Ireland - Cork, Ireland - Dublin

AutoReqId:

188337BR