Enterprise Account Executive – Financial Services – DELL – Australia

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The Dell EMC Enterprise Account Manager (EAM) is responsible for Customers
with the greatest strategic and economic value to Dell EMC. _This role is
specifically responsible for Macquarie Bank account ._
The EAM`s core objective is to orchestrate many people`s actions (both
internally and externally)- to increase our share of wallet- optimize revenues
and profits from the Strategic Account. Our Strategic Accounts present the
highest growth opportunity for Dell / EMC. The EAM plays an important role in
building executive relationships and driving incremental revenue. The EAM will
work in close coordination with the Local and Regional Field Sales Teams as
well as the Business Units. The EAM will also partner closely with the Geo
Leaders- Country Managers and BU Leaders to influence them to ensur

availability of appropriate resources to support the opportunities.

PRINCIPAL DUTIES AND RESPONSIBILITIES

Business Vision and Strategic Engagement
Demonstrates a high level of Industry and Customer understanding. Should be
able to articulate a clear vision of where Dell EMC can deliver unique value.
Build a strategy to ‘bridge` the high level business goal of the customer to
Dell EMC`s value proposition and work with the field teams to drive a strong
tactical plan. He/she should be able to become a ‘Trusted Advisor` of the
customer.

Executive Relationships
The EAM is expected to engage and build strong working relationships across
senior-level (CXX) decision-makers. The EAM should develop mutually beneficial
business opportunities with these key contacts.

Leadership of the One-EMC Team
Provide resilient and credible leadership across multiple Dell EMC business
functions and countries- at all levels within the company. Is seen as The
Executive Representative for the Customer within Dell EMC APJ and can
articulate EMC`s Federation Strategy. Is highly accountable and viewed as a
trustworthy partner in all Customer and internal situations.

Business Growth and Profitability
Innovate and drive key opportunities- utilize the complete range of Dell EMC
capabilities to maximize revenue opportunity across a broad cross-section of
the Customer business. Is entrepreneurial- focusing on large-scale- high value
growth opportunities with a long-term perspective. Develop ‘game-changing`
business models and utilises creative sales techniques to execute the business
growth.

Continual Improvement
Ensure that processes are in place to monitor and measure Customer
satisfaction and loyalty to Dell EMC. Put in place programs to constantly
improve the Total Customer Experience and value from Dell EMC. Uses advanced
communications techniques to ensure high levels of Customer awareness in
relation to Dell EMC capabilities and value delivered.

Extend Value Through Partnerships
Maximises the engagement with the Customer through the development of value-
added partnerships that extend the reach and capabilities of Dell EMC and
bring incremental benefit to the Customer.

Reporting

Provides accurate and timely forecast information to enable Senior Management
to understand and respond correctly to the current circumstances with the
Customer. Builds a comprehensive Account /Territory Plan designed to solve
customer problems and achieve targets.

EXPERIENCE
15+years in the IT or related industry.

COMPETENCIES REQUIRED

Communication
Leadership
Strategic Influencing
Relationship Building
Customer Orientation
Consulting
Resilience
Creativity

Job Family: Outside-Sales Job ID: R042300