Solutions Executive - Dell Specialty Sales

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 $16 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. Our commitment to diversity, as the largest minority- and woman-owned enterprise in the U.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. The Dell Specialty Sales Solutions Executive focuses only on Dell sales. Working from install base and warranty data, this person contacts customers before their refresh dates and explains, at a foundational (100-level) level, how current Dell products and roadmaps fit the customer’s environment. The Specialist partners with SHI Account Executives, Solutions Engineers, and Dell field teams to turn those conversations into closed business. Building Pipeline from Refresh Cycles

• Use Dell install base, warranty and support end dates, and SHI purchase history to find customers coming up on a refresh, and contact them early.
• Keep a rolling 6–18 month refresh calendar for assigned accounts and turn it into qualified pipeline.
• Do outbound outreach (calls, email, LinkedIn, campaigns) to IT directors, infrastructure managers, and end-user computing leaders.
• Ex: storage consolidation, server modernization, Data Protection, AI-ready PCs, and Dell APEX subscriptions.

Customer Conversations at a 100 – 200 Level

• Run discovery on the customer’s current environment: workloads, capacity, performance, device fleet age, and support status.
• Explain Dell product lines and roadmaps in plain business language. PowerEdge, VxRail, Dell Private Cloud
• EUC: AI PCs
• Explain how the technology works in the customer’s environment: what it replaces, what it connects to, and what changes for the customer.
• Sales Execution
• Dell deal registration, proposals for refresh opportunities, meeting SHI deal registration requirements and assist with quoting,
• Integration Center configuration and imaging, deployment, migrations, asset management, and device disposition.
• Hit quarterly and annual targets for bookings, gross profit, and pipeline.
• Keep CRM data accurate: refresh dates, opportunity stages, and forecast.

Act as the Dell refresh resource for assigned Account Executives and teach them about Dell programs, promotions, and spiffs. Work with Dell channel and direct teams on account mapping, joint campaigns, and funding. Adaptability: Can adjust to changes in the work environment, manage multiple tasks, and effectively handle uncertainty. Relationship Building: Can identify opportunities for collaboration, propose strategies for effective communication, and build relationships without explicit instructions. The ability to effectively utilize applications like Word, Excel, PowerPoint, and Outlook to enhance productivity and perform various tasks efficiently - Intermediate Proficiency in utilizing Customer Relationship Management (CRM) software to manage and analyze customer interactions and data throughout the customer lifecycle, improving customer service, retention, and sales growth - Intermediate 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 (Storage, Server, Client AI) preferred
• Familiarity with Dell programs: deal registration, APEX, ProSupport, Dell Financial Services

The estimated annual pay range for this position is $100,000 - $175,000 which includes a base salary and bonus. Benefits may include, but are not limited to, medical, vision, dental, 401K, and flexible spending. Equal Employment Opportunity – M/F/Disability/Protected Veteran Status