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Dell Account Executive 3, Direct Sales (DFS) in Shanghai, China

Account Executive

Competitive salary

Dell provides the technology that transforms the way we all work and live. But we are more than a technology company — we are a people company. We inspire, challenge and respect every one of our over 100,000 employees. We also provide them with unparalleled growth and development opportunities. we are looking for an Account Executive to work as part of a team based in Beijing or Shanghai .

From developing brand new accounts to driving expansion across existing accounts, our Direct Sales team transforms opportunity into action every day. Whether focusing on a geographical area, product line, industry, channel or market segment, their goal is the same: to develop relationships with the end-users of the organization and generate meaningful sales. They are the direct line between our ground-breaking portfolio of product solutions and the desks of satisfied customers.

KEY RESPONSIBILITIES:

  • Positions and sells Dell Financial Services (DFS) value propositions and offerings; drive more Dell business volumes, strengthen customer relationships and differentiate Dell from our competition

  • Achieves DFS origination targets and DFS attach rates, and meets internal business partners metrics

  • Acts as a key business partner to add value to Dell Sales, and as the trusted financial advisor customers and channel partners, by providing financial solutions to address challenges on cash flow, budgets, asset management, pay-per-use needs, time to market, charge-back requirements.

  • Provide DFS Sales leadership and expertise on large, complex sales opportunities

  • Builds good relationships with Finance Controllers, Procurement and Sourcing Managers and key IT decision makers at the end user or channel partner organizations.

  • Some basic acumen in assessing customers’ credit standing and business risk

  • Job scope leverages competencies such as “asset management” and “total cost of ownership” (TCO) methodology and financing acumen to creatively identify opportunities and develop pipeline during account planning sessions, leveraging data on

  • Customer hardware and software installed base

  • Customer historical spend and renewal spend

  • Customer procurement preferences, capex and opex considerations, cash flow, budgeting

  • Develop compelling financial scenarios and TCOs to value add to Dell proposals.

  • Collaborate with Dell Sales to take share and to protect installed base:

  • Develop creative financing structures to swap competitor’s equipment

  • Tech refresh N-X equipment with compelling TCO save and financial offerings

  • Primary owner to qualify and structure Flexible Consumption models; collaborate with Sales and various Business Units to create a single financial proposal of Dell complete product portfolio and services

  • Responsible to support Dell Sales and VMware Sales in their software selling motion, by assisting to qualify and position Transformation License Agreements (TLA) value proposition

  • Liaises with legal and funding teams to support end user contract negotiation, and with Finance and Business Operations for order processing.

  • REQUIREMENTS:

  • At least 5 to 8 years of relevant sales experience or equivalent combination of education and work experience

  • Technology financing / Technology sales with exposure to financing

  • Best-in-class account management and strategic selling skills required; need to understand the sales cycle and decision processes of a customer organization

  • Aptitude in understanding how financial solutions can solve financial and operational challenges

  • Strong interpersonal skills required

  • Strong communication and presentation skills; must be able to articulate thought process clearly

  • Good team player; collaborate and learn from team members across Business Units

  • Good negotiation and influencing skills

  • Able to engage at a senior level, both internally and externally with key stakeholders

  • Competent in time management, organization and project planning and comfortable to work in a fast-paced start-up mindset environment

  • Bachelor’s Degree (BSc/BA) or equivalent experience

Benefits

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.

If you relish the prospect of championing innovative products direct to significant customers, this is your opportunity to develop with Dell. Apply now!

Dell is committed to the principle of equal employment opportunity for all employees and to providing employees with a work environment free of discrimination and harassment. All employment decisions at Dell are based on business needs, job requirements and individual qualifications, without regard to race, color, religion or belief, national, social or ethnic origin, sex (including pregnancy), age, physical, mental or sensory disability, HIV Status, sexual orientation, gender identity and/or expression, marital, civil union or domestic partnership status, past or present military service, family medical history or genetic information, family or parental status, or any other status protected by the laws or regulations in the locations where we operate. Dell will not tolerate discrimination or harassment based on any of these characteristics. Learn more about Diversity and Inclusion at Dell here .

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