Responsibilities* Conduct virtual customer meeting presentations and demonstrations* Implement and manage POCs to technical closure* Support lead generation activities such as events, webinars, user groups, etc.* Collaborate with the customer/partner to establish and translate business objectives into technical requirements* Independently consult with customer base to provide technical expertise on data protection* Work closely with the sales department to secure new partners and customers* Work closely with Product Management to provide customer feedback* Providing pre-sales support to customers as they evaluate Veeam software

As the Data Centre Solution Specialist, I am responsible for architecting, quoting, and selling Dell Server, HyperConverged (HCI), Converged (VxRail/Rack and XC), Enterprise Infrastructure (EI), Mid-Range Storage and Networking solutions in the assigned segment. My role is to build and maintain customer, both internal and external, relationships and by providing leadership and guidance for data center computing solutions while ensuring there is always a rapid, accurate response to customer needs via email or phone.• Qualify Compute, Networking, and Mid-Range Storage sales opportunities in terms of customer technical requirements, competition, decision making process and funding.• Prepare detailed product specifications for the purpose of selling high end Compute, Mid-Range Storage and Networking products and solutions• With a high degree of technical competency, respond to customer needs and to discuss product capabilities and applications with technical users/buyers either by phone, email• Assist in new account development and/or expanding existing accounts• Leverage cross-functional resources to achieve results/meet customers/partners needs

Dell Enterprise Solutions Group provide market leading end to end solutions for businesses including traditional Infrastructure, Software and Software-Defined solutions, Professional Services, Managed Services and Cloud Solutions. With a focus on large/medium enterprise customers my role is to work with direct customers to identify the IT needs and recommend solutions to support their business strategy by leveraging Dell’s broad portfolio of infrastructure, software, services and cloud offerings.Duties• Technical Sales Resource for multiple account reps and hundreds of extended account support staff members.• IT Sales and Consulting for 50+ Large Enterprise customers including Fortune 100-500 Companies • Recommend and architect complex server and storage solutions to customers in Dell’s Large Enterprise and Small Business segments• Develop appropriate level relationships with key customers• Present technical customer demonstrations and presentations• Product sales include Dell PowerEdge, PowerVault, PoweConnect, Equallogic, Compellent, Force10, EMC, Brocade, Nutanix, Microsoft CommVault, VMware, Quest and other enterprise S&P.• Own and manage quoting, pricing and presenting of customer solutions.• Work with account team to manage pipeline updates and own next steps.• Attain annual quotas exceeding $20 million USD

Responsible for the management of opportunities, increasing account penetration, customer satisfaction and sales growth within assigned accounts in the Mid to Large Enterprise space.• To manage the acquisition, development and retention of accounts• Formulate a strategic territory plan with clear objectives, actions and owners to penetrate further into the accounts selling Dell products and associated services• To own and manage forecast pipeline and account profiles• Manage accounts and ensure that they are kept informed of any changes within Dell, including processes, services, products and solutions• To develop appropriate level relationships with key customers• To present customer demonstrations and presentations• To take ownership for any customer issues within account base, escalating as appropriate• To drive sales efficiency through customer adoption of online procurement• Identify new opportunities resulting from any discussions and communications• Identify solutions which meet the needs of the customer and their business• Prepare and present solutions to customer needs• Present sales forecasts for account base throughout the quarter, demonstrating a knowledge of the business expectations across that customer set

Worked as part of a 4 person ANZ channel sales team. Personally responsible for resellers in QLD, WA, SA and NT. Midway through 2009 I was responsible for NSW/ACT, QLD & NT. Managing reseller relationships in selected regions proactively assisting with account management and sales enablement through training, product information, and access to pre & post sales support.- Establish senior management relationships within the strategic partner base.- Develop mutual business plans that focus on new and emerging technologies with clear business objectives and outcomes.- Regular presentations to key stake holders, including senior management, sales managers and account managers.- Build and execute key Trend Micro channel initiatives/incentives.- Drive key Trend Micro and partner activities to achieve profitable sales growth.- Extensive understanding of the partners ‘Business Models’.- Drive key sales opportunites and establish sales management/account management relationships- Responsiblility for AffinityOne and AffinityPLUS partners within specified territory.- Ensure the building and maintaining a constant/future partner revenue pipeline.- Develop and manage a reliable forecast and ensure disciplined use of Trend Micro sales forecasting, account plans and customer relationship tools.- Prepare professional proposals having thoroughly understood the customer requirements and established the relevant business solution.- Maintain sound knowledge of the industry, trends and the competitive posture of Trend Micro and other industry leaders regarding software product offerings and support services.- Co-ordinate marketing, sales and technical support to ensure a high level of customer satisfaction.- Liaise with pre-sales engineers on customer presentations and demonstrations.