Solutions Executive – Specialty Sales
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Job Description
Dell sales executive building refresh-cycle pipeline across storage, servers, and AI PCs. Selling SHI’s IT solutions and services as a global technology provider.
Responsibilities:
- Find and win Dell refresh opportunities across storage, servers, and end-user computing
- Use Dell install base, warranty and support end dates, and SHI purchase history to identify upcoming refreshes
- Maintain a rolling 6–18 month refresh calendar and convert it into qualified pipeline
- Conduct outbound outreach via calls, email, LinkedIn, and campaigns
- Identify technology-attachment opportunities such as storage consolidation, server modernization, Data Protection, AI-ready PCs, and Dell APEX subscriptions
- Discover customer environments, including workloads, capacity, performance, device fleet age, and support status
- Explain Dell product lines and roadmaps in business language
- Explain how Dell technology fits into and changes customer environments
- Engage Solutions Engineers or Dell specialists for deeper design work when needed
- Manage Dell deal registration and proposals, meet SHI deal registration requirements, and assist with quoting
- Position SHI services including configuration and imaging, deployment, migrations, asset management, and device disposition
- Achieve quarterly and annual bookings, gross profit, and pipeline targets
- Maintain accurate CRM data, including refresh dates, opportunity stages, and forecasts
- Support Account Executives as the Dell refresh resource and educate them on Dell programs, promotions, and spiffs
- Collaborate with Dell channel and direct teams on account mapping, joint campaigns, and funding
- Provide product, pricing, and market feedback to SHI’s Dell partner team
Requirements:
- Completed Bachelor’s Degree or relevant work experience required
- 2–4 years of experience in technology sales, inside sales, or partner/OEM specialist work
- Ability to travel 20%
- Dell Technologies sales accreditations in Storage, Server, or Client AI preferred
- Experience at a solution provider preferred
- Familiarity with Dell programs including deal registration, APEX, ProSupport, and Dell Financial Services
- Intermediate proficiency with Word, Excel, PowerPoint, and Outlook
- Intermediate proficiency with CRM software
- Ability to communicate complex ideas and adapt communication style
- Negotiation, business development, relationship building, listening, problem-solving, and presentation skills
Benefits:
- Continuous professional growth and leadership opportunities
- Health, wellness, and financial benefits
- World-class facilities and the technology needed to thrive, in offices or home offices
- Medical, vision, dental, 401K, and flexible spending benefits may be included
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