Partner Specialist - Dell End User Compute

Job Summary

The Presales Solutions Specialist - Dell EUC primary focus is to understand and articulate Dell Services, Software, Emerging Technology and Solutions by working closely with company’s strategic partners to assist Sales to support our customer’s technology needs.  This position will act as the subject matter expert on product lines including latest technology, software, services, pricing programs and various Original Equipment Manufacturers (OEM) solutions.  The Presales Services and Solutions Partner Specialist - Dell EUC will work to proactively foster relationships between our Sales, Marketing, Customers as well as various other departments. 

This position will report to a manager or lead and will be reporting into either our Somerset, NJ office location or SHI Austin, TX office location, as determined by SHI management. 

About Us

Since 1989, SHI International Corp. has helped organizations change the world through technology. We’ve grown every year since, and today we’re proud to be a $14 billion global provider of IT solutions and services.

Over 17,000 organizations worldwide rely on SHI’s concierge approach to help them solve what’s next. But the heartbeat of SHI is our employees – all 6,000 of them. If you join our team, you’ll enjoy:

• Our commitment to diversity, as the largest minority- and woman-owned enterprise in the U.S.
• Continuous professional growth and leadership opportunities.
• Health, wellness, and financial benefits to offer peace of mind to you and your family.
• World-class facilities and the technology you need to thrive – in our offices or yours. 

Responsibilities

Including, but not limited to:

• Create and maintain pipeline on all open customer opportunities
• Develop and execute strategy based on customer’s needs for Sales teams
• Assess customers environment to make clear solutions recommendations centered around partner hardware 
• Responsible for driving the sales process of the solution, including identifying the opportunity, qualifying, forecasting, decision making criteria, and closing
• Create and presenting robust solutions to team and sales to ensure that the company’s recommended mobile solutions are comprehensive, achieve customer expectations and meet customer business needs and planning
• Manage technical responses for unique client requests and proposals as needed
• Builds relationships and trust with customers and is accountable for the technical side of customer relationships
• Educate and develop sales teams on product training and positioning solutions sellingby providing trainings either in person, virtual or pre-recorded
• Stay current on new technology, trends, and market behavior
• Develop and deliver training material (in-person, web, and working with company training team)
• Assist sales teams on customer calls and create presentations
• Present modular solutions aligned to customer needs
• Engage Solution Architects to solve complex business challenges
• Work with the Sales team to identify and qualify solutions to alleviate customer pain points.
• Attend events, customer appointments and roadshows will be required occasionally
• Responsible for knowledge in following categories: Services, Software as well as new and emerging solutions and technology i.e. Smart Collaboration, AR-VR, etc.

Qualifications

• Bachelor’s Degree or relevant work experience
• Minimum 1 year Sales experience (Inside or Outside Sales) or Sales support-related role 

Required Skills

• Skilled in providing guidance, mentorship, and training
• Ability to demonstrate confidence working with customers and others 
• Ability to serve as subject matter expert on products, renewal programs and handle escalation issues
• Strong sales skills and talents required
• Highly organized individual
• Passion for technology
• Ability to present modular solutions aligned to customer needs
• Excellent time management and organizational skills
• Proactive, positive attitude; self-motivated sales-mentality
• Exceptional communication, presentation, and influence skills – both written and verbal
• Proficiency in MS office tools – Outlook, Word, Excel, and PowerPoint
• Ability to build and manage pipeline management and hold accountability in opportunities
• Ability to develop and execute strategy for Sales teams
• Ability to assess a customer’s environment to make clear solutions 
• Ability to work with the Sales team to identify and qualify solutions to alleviate customer pain points.
• Demonstrate knowledge in a technology (e.g. Networking, Software Development, Security, Enterprise Mobility Management
• Ability to stay current on new technology, trends and market behavior 
• Ability to build trusted relationships and engage Solution Architects and other to solve complex business challenges
• Ability and desire to work within a team environment, and at times independently
• Ability to develop and deliver training material via in-person or online  
• Proactive mindset with a sales mentality
• Deep understanding of local market and IT competitive landscape
• Ability to work well both independently and in a team environment

Preferred Qualifications/Skills: 

• Understanding of application development environments
• IT related certifications 
• Experience with internal tools such as Outlook, Excel, Business Intellect, and Customer Resource Management

Certifications Required

• Certification may be required based on compliance to Partner marketing program. Course and deadlines are determined by the Partner 

Unique Requirements

• Position may require 5% of travel for trainings, conferences, or other activities

Additional Information

• The estimated annual pay range for this position is $45,000 - $80,000 which includes a base salary and bonus. The compensation for this position is dependent on job-related knowledge, skills, experience, and market location and, therefore, will vary from individual to individual. Benefits may include, but are not limited to, medical, vision, dental, 401K, and flexible spending.
• Equal Employment Opportunity – M/F/Disability/Protected Veteran Status

Salary : $45,000 - $80,000