Solutions Executive – Specialty Sales

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

📋 Description

• Identify and secure Dell refresh opportunities in the areas of storage, servers, and end-user computing.

• Utilize the Dell install base, warranty and support end dates, along with SHI purchase history to pinpoint upcoming refreshes.

• Maintain a continually updated refresh calendar spanning 6 to 18 months and translate it into a qualified sales pipeline.

• Conduct outreach through calls, emails, LinkedIn, and marketing campaigns.

• Recognize opportunities for technology attachment, such as storage consolidation, server modernization, Data Protection, AI-ready PCs, and Dell APEX subscriptions.

• Analyze customer environments, focusing on workloads, capacity, performance, device fleet age, and support status.

• Articulate Dell product lines and roadmaps using business language.

• Describe how Dell technology integrates with and transforms customer environments.

• Collaborate with Solutions Engineers or Dell specialists for in-depth design work when necessary.

• Oversee Dell deal registration and proposals, ensuring compliance with SHI deal registration requirements while assisting with quotes.

• Promote SHI services, including configuration and imaging, deployment, migrations, asset management, and device disposition.

• Meet quarterly and annual targets for bookings, gross profit, and pipeline development.

• Ensure accurate CRM data management, including refresh dates, opportunity stages, and forecasts.

• Support Account Executives as the Dell refresh resource, providing education on Dell programs, promotions, and incentives.

• Partner with Dell channel and direct teams for account mapping, joint campaigns, and funding initiatives.

• Offer product, pricing, and market insights to SHI’s Dell partner team.

⛳️ Requirements

• A completed Bachelor’s Degree or equivalent relevant work experience is essential.

• 2 to 4 years of experience in technology sales, inside sales, or partner/OEM specialist roles.

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

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

• Experience with a solution provider is a plus.

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

• Intermediate skills in Word, Excel, PowerPoint, and Outlook are required.

• Intermediate proficiency with CRM software is necessary.

• Capable of conveying complex ideas and adapting communication styles accordingly.

• Strong negotiation, business development, relationship building, listening, problem-solving, and presentation skills are important.

🏝️ Benefits

• Opportunities for continuous professional development and leadership growth.

• Comprehensive health, wellness, and financial benefits.

• Access to world-class facilities and technology required for success, whether in the office or at home.

• Medical, vision, dental, 401K, and flexible spending benefits may also be included.