Dell - Channel Account Manager III - Partner Development

Position Summary

This position is within APJ Channel Centre of Excellence (COE) with specific focus on:

- Grow SOW with top Dell strategic and Specialist Partners

- Drive top partners to be enabled to grow Dell's overall strategic growth plans with Dell's complete end-end solutions portfolio

Principal Responsibilities

1. Continual profiling and recruitment of suitable strategic and specialist partners.

2. Work with country/business units and other stake holders to drive growth.

3. Continual increase in SOW with top partners be increasing LOB revenue mix & margin improvements.

4. Drive account planning of strategic & specialist partners with sales, marketing and BU teams

5. Work closely with stake holders to ensure that all enablement activities are executed.

6. Maximize resources from BU on strategic and specialist partners

7. Quarterly review of account plans execution status on execution of account plans items including marketing and demand generation, hiring, Dell resources deployment, certification, seeds & demo

8. Drive recognition of Specialist and Strategic partners through various mechanism (Internal and External recognition)

9. Develop single LOB partners into multiple LOB sales behavior through programs, promotions and training

10. Analyze and highlight opportunities within the account set

11. Work with country teams to develop strong pipeline of opportunities with a specific focus BUs Enterprise, Clients, Software & Services

Requirements

Essential Other:

- Extensive IT industry knowledge essential (10+)

- Extensive channel background working in various channel capacities including channel sales.

- Strong people influencing skills

- Keen attention to detail

- Effective communications skills, both verbal and written

- High degree of commitment and responsibility

- Other success attributes include being innovative and results-oriented.

- Travel across allocated Territory

Desirable:

- Minimum 8+ years of quota carrying role

INTERACTIONS:

Channel Partners, BUs, Region GMs and Country Channel Leads