Dell Account Executive - Channel Sales -Independent Software Vendor (ISV) + DiCi - ANZ in St Leonards, Australia

ISVs and Vertical Solution Providers are close collaborators of Customers, meeting many of their diverse and complex needs. These organizations are increasingly making IT decisions on behalf of their customers making it critical for IT Majors to engage with them in a structured and meaningful manner. Dell EMC is embarking on an integrated strategy to meet the needs of the ISVs and Vertical Solution Providers allocating dedicated resources to engage with them and serve their diverse needs. These organizations collectively account for a significant part of the multi-billion dollar Solutions market size in APJ.

We are now looking to appoint a charismatic and mature leader to lead this ISV Engagement within Dell EMC Country businesses especially focused on Digital City/ Smart City . The selected candidate will be a recognized sales leader in the ICT industry with significant achievements recognized by his/ her peers. The selected candidate shall have the potential to take on roles of increasing responsibility and influence in the future.

Specific responsibilities will include:

  • Meet and exceed the quarterly Funnel, Revenue and Margin goals set for the Digital City Business Unit utilizing SAB (Strategically Aligned Businesses) and ISV/ Vertical Solution Provider segment -- by conceptualizing, developing and executing Dell Technologies ISV Sales Engagement strategy with regional and local teams

  • Provide the thought leadership and execution focus to help position Dell Tech as the preferred partner with DiCi ISVs & Channel ecosystem within a reasonable period by closely aligning Dell Solutions with Customer needs. Recommend the solutions Dell should develop and offer to meet Customer’s current as well as future needs recommending the technologies, alliances and organizations Dell must partner with to realize its goals

  • Be the pre-eminent authority on the needs of ISVs and Vertical Solution Providers across the region micro analyzing needs - both current as well as emerging trends. Scan the competitive landscape analyzing the current offerings and ensure Dell EMC solutions offer a clear competitive advantage and build the DELL EMC ISV Ecosystem.

  • Identify, Recruit and Drive account planning of strategic & specialist partners with sales, marketing and BU teams

  • Target and support recruitment of regional/local ISVs and partner for progression into Dell EMC Partner Program

  • Keep yourself abreast of and communicate to the region the direction and resource allocation by Governments towards the DiCi/ IT projects aligning Dell Tech focus and resources accordingly. Follow the leads to ensure Dell’s reach and coverage in those countries is adequate to achieve our goals. Partner with in-country teams to appoint local sales resources and/ or requisition channel partners to tap opportunities

  • Solicit and engage with Global and Regional ISVs and Tier 1 & DiCi Solution Provider in partnership with the respective in-country sales team evangelizing Dell’s vertical and horizontal solutions. Internally evangelize the role of ISVs and DiCi Solution Provider amongst the Dell sales community (Vertical Solution Sales, Outside Sales Teams, Advanced Systems Group System Consultants amongst others) so as to raise the awareness and visibility of Dell’s solutions.

  • Work with Dell Tech Solutions Architects to ensure solutions offered by DiCi ISVs is strategic to Dell and help compliment Dell’s solution footprint in the overall focused industry. Work with the vertical practice lead/head to identify gaps and aligning with in country sales strategy/coverage for those industries.

  • Be the Subject Matter Expert DiCi ISV leverage and Partnering matters providing the thought leadership for Dell’s communication strategy speaking at one to many ISV engagements.

  • Drive recruitment activities into Dell EMC Partner Program. Partner with GSI | OEM | IOT teams to develop messaging targeted at the decision makers and influencers within the DiCi ISVs and Vertical Solutions

  • Interlock with peers in the APJ region as well as globally (esp the ISV Program team, Channel Marketing team, ISV Global engineering team) to ensure Dell Tech is gaining from the collective expertise as well as aligned to the global direction.

  • Drive ISV Certifications with the ISVs in the different solution areas, working with Global ISV engineering team and the Dell’s Tech solution center team to provide additional value to sales team in driving business via the channels.