Manager – Specialty Sales

This is a fully remote position, open to applicants in Texas.

📋 Description

• Lead a team of Dell Specialty Sales Specialists concentrating on storage, servers, and end-user computing refresh opportunities.

• Recruit, onboard, develop, and mentor specialists through individual meetings, call assessments, and deal evaluations.

• Create training plans that encompass Dell Storage, Server, and AI Client portfolios along with their respective roadmaps.

• Oversee the refresh-cycle process utilizing the install base, warranty and support end dates, and SHI purchasing history.

• Allocate accounts or territories while ensuring balanced coverage.

• Maintain a rolling 6–18 month refresh schedule, ensuring each refresh has an assigned owner and strategy.

• Collaborate with Dell and SHI marketing on refresh initiatives and promotional campaigns.

• Take responsibility for quarterly and annual bookings, gross profit, and pipeline objectives.

• Conduct weekly pipeline and forecast assessments and present forecasts to sales leadership.

• Monitor team KPIs and guarantee the accuracy of CRM data, Dell deal registrations, and quotes.

• Assist in closing critical deals through executive involvement, pricing strategies, and Dell escalations.

• Coordinate with Dell channel and direct sales leaders on business planning, account mapping, and funding strategies.

• Collaborate with Account Executives and Solutions Engineers to expand accounts and manage technical support.

• Advocate for SHI services, including configuration, imaging, deployment, asset management, and device disposition.

• Provide market, product, and pricing insights to SHI leadership.

⛳️ Requirements

• A completed Bachelor's Degree or equivalent work experience is required.

• At least 4 years of experience in technology sales.

• Minimum of 2 years leading or mentoring a sales team, either formally or as a team lead.

• Proven record of achieving team or individual quotas in hardware or infrastructure sales.

• Familiarity with storage, servers, and end-user devices, as well as customer refresh cycles.

• Experience in establishing and managing a repeatable outbound or lifecycle-based sales process.

• Strong skills in forecasting, pipeline management, and CRM usage.

• Willingness to travel up to 20% of the time.

• Preferred: Dell Technologies sales accreditations in Storage, Server, or Client.

• Preferred: Experience at a solution provider.

• Preferred: Experience managing an OEM partner relationship, including joint business planning and partner funding.

• Preferred: Familiarity with Dell programs such as deal registration, APEX, ProSupport, and Dell Financial Services.

• Expert proficiency in cloud-based platforms and services.

• Expert ability to manage data communication networks and systems.

• Expert proficiency in security solutions from vendors such as Okta, CrowdStrike, Palo Alto, Proofpoint, CyberArk, SailPoint, Fastly, FireEye, and Fortinet.

• Expert-level knowledge in systems and infrastructure.

• Expert project oversight and direction skills.

• Expert in data examination, cleaning, transformation, and modeling.

🏝️ Benefits

• Opportunities for continuous professional development and leadership growth.

• Comprehensive health, wellness, and financial benefits.

• Access to world-class facilities and technology for office or home use.

• Possible inclusion of medical, vision, dental, 401K, and flexible spending benefits.