DTS Client Executive – Mining/Resources

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**Dell Technologies Client Executive**

Reporting into the SVP EMEA & APJ, the Client Executive (CE) will be the trusted advisor to CIO’s/Senior Decision Makers on an identified Dell Technologies account. In lock step with the Dell Technologies Architect, the CE will translate the customers’ business needs into opportunities that are best supported through the Dell Technologies family of businesses. The CE will be responsible for orchestrating the short and long term strategic approach for the customer and collaboratively harness and manage all necessary resources to achieve customer and DT objectives.


+ Overall account growth, profitability, and customer NPS across Dell Technologies.

+ Influencing decision makers

+ Develops, executes and communicates strategic plan to all constituents; Communicates organizational and functional strategy and translates it into goals.

+ Serve as the trusted advisor to customer executives and establishes strategic-partner status within their account.

+ Responsible for identifying the appropriate coverage model and resourcing levels for their account.

+ Responsible for attracting and retaining talent specifically aligned to their account.

+ Leads activities of all aligned resources to ensure compliance with tactical and strategic objectives.


This position requires an accomplished, hands-on, strategic account sales leader with a track record of outstanding sales and operational results within the high technology sector. In addition, the CE must thrive in a fast paced environment and possess an excellent relationship-building style

Additionally, the successful candidate must have;

+ 10+ year’s measurable quota carrying experience in a strategic account resulting in annual revenue generation of ~$100m or more

+ Demonstrated strong leadership, partnership and influencing capabilities. Including consultative strategic selling experience

+ Strong interpersonal, written and verbal skills which allow you to interact with confidence and credibility at all levels within the DT family of companies, customers, partners and vendors.

+ Experience working in a matrixed, complex, fast-moving and constantly changing sales environments within an extremely competitive market.

+ Practical understanding of virtualization, big-data, security, data storage, private cloud and hyper-converged solutions, as well as the solution’s value when mapped to an account’s business needs.

+ Able to clearly demonstrate executive presence and the ability to engage in business level discussions with C-Suite.

+ Ability to quickly articulate the value of the DT 50

+ Strong technical acumen and the ability to discuss all components of Dell Technologies portfolio and how, combined, they can solve identified business problems and opportunities

+ Track record of conflict resolution within extended team

+ Track record of consistently out performing business goals (revenue, margin, product mix)

+ Excellent communications skills inclusive of executive communications and presentations; comfortable selling to all levels of an organization including extensive experience in the “C” suite.

+ Strong negotiating skills to close opportunities

+ Proven strength in inspiring others to success. Leads with focus and teamwork to accomplish goals. Demonstrable skills in leading teams to success when not all parts of team agree on the process, able to make tough decisions.

+ Educates team through clear direction, partnership and communications.