Channel and Volume Distribution• Establish sales through management of specific industry, geography or solution segment sales teams• Attains team revenue and margin targets• Drive account planning, sales strategies and sales promotion campaigns through sales team• Provides direction, development and inspiration to team members• Manages the hiring, staffing and maintaining of a diverse and effective workforce• Responsible for career development/planning, performance and pay discussions of team members• Customarily and regularly engages with customers, partners or distributors• Responsible for organizing cross functional teams' engagement with accounts• Ensures the ongoing development of sales team through coaching and leading by example

•Execute and enable partner community on programs and influences the adoption of DellEMC solutions•Manage the channel partner relationship, engagement, and achievement of joint objectives through the partner planning process•Develop and implement strategies for targeted accounts•Maintain a network among field sales and the partner organization, as well as colleagues and customers to share information and build prospects. Position partner(s) into the local/regional/theatre Go-to-market and coverage model.•Anticipates the customer's needs & formulates effective solutions•Leverages cross functional resources•In-depth knowledge of industry and multiple areas of Channel sales•Anticipates any key issues and business priorities that affect Partners stakeholder as well as DellEMC•Demonstrate an understanding in Partner financials, profitability and business models•Builds & manages business plans for increasing mutual profitability

Equipped with expertise in End-User Computing, Enterprise solution, Software and IT Services. With the main focus to not only understand key business drivers in the Large Institution space - but to be able to align the sale of Dell equipment with these key drivers. This is achieved by delivering comprehensive support on both daily business and strategic opportunities.SKILLS & RESPONSIBILITIES• Responsible for selling Dell’s products and services.• Work effectively in a team environment.• Increase line of business penetration. • Work persistently to manage accounts and identify opportunities in LI space.• Effectively articulates the value proposition associated with Dell’s products and services.• Recommends business solutions considering customer needs and Dell interests.• Builds relationships with customers based on knowledge of Dell’s technology, products, services. • Stay abreast of current industry trends and how Dell’s customers are being impacted to help Solve specific market challenges in targeted industries.• Leverage cross-functional resources to achieve results/meet customer needs.• Effectively prioritizes multiple demands while ensuring customer needs are met.• Makes decisions based on an appropriate amount of information/data analysis.

Internally based technical presales resource supporting teams in both the Mid-Market and Large Institution account space. Responsible for formulating complex quotes on enterprise solutions, and wokring with the CSE in driving the enterprise number for the team.Deep technical knowledge of enterprise solutions and associated services and is able to position in the context of the customer issue.