Dell Account Executive - Business Development in Georgia
Sr. Business Development Manager Analytics & AI
Dell’s Unstructured Data Sales (UDS) organization is looking for an exceptional business development leader that brings a good blend of business, technical, and marketing skills, to be responsible for increasing our global business in Analytics and Artificial Intelligence (AI). This role reports into the Unstructured Data Sales organization. You’ll be responsible for the development of UDS strategy in Analytics & AI. The candidate will also be responsible for the prioritization and development of the technology alliances with industry-leading Analytic and emerging AI ISVs. Additionally, the role will help further UDS solutions with our Hyperscaler Cloud partner’s Analytic and AI services. The technology alliance with these partners should enable and accelerate sales by providing Dell mindshare with the partner organizations, technical validations, sales enablement, joint go-to-market, and thought leadership. The candidate will collaborate with a cross functional team to exceed the UDS Analytics revenue targets by driving pipeline development and enabling pipeline conversion through UDS sales, channel partners, and other sales conveyances.
PRINCIPAL DUTIES AND RESPONSIBILITIES
Forge strong relationships with the UDS team and become their trusted partner and Analytics & AI subject matter expert.
Works closely with sales and account managers to support sales opportunities by engaging and leveraging key Analytics & AI partners in the sales cycle.
Develops the overall UDS Analytics & AI strategy – that includes plans for ISV partnerships, bookings and pipeline, technical integration and validations, sales enablement, and go-to-market.
Partner with ISVs for joint sales, marketing, and enablement for AI/Analytics solutions
Works with technical resources to ensure ISV integrations and validations are met
Ensures appropriate sales mapping of UDS Sales with ISV/partner sales
Support Analytics & AI industry events
Provide support to the global UDS Sales organization by providing subject matter expertise, partner management, and sales enablement to complement UDS sales efforts and accelerate pipeline conversion.
Work with Marketing to publish and highlight customer wins through case studies, PR, and social media.
Ensures UDS Sales, Core sales, Channel Partners, ecosystem partners are educated to present the UDS Analytics & AI strategy and value proposition to their customers and prospects.
Minimum 10-years experience working in the Analytics industry with contacts at key ISVs
Comfortable meeting with and presenting the UDS developed Analytics & AI strategy and value proposition to key internal and external customers
Technical understanding of Hadoop, Splunk, Tensorflow, Pytorch, SAS, Apache Spark, and other AI/Analytics concepts
Ability to build trusted relationships with the UDS and Core sales teams to support their sales achievement targets
Effective communicator that can manage both business and technical relationships with a wide array of technology and channel partners across the globe
Ability to work effectively in a complex sales model with senior management and an extended sales team
Possess a driven sales personality that is customer-focused with highly effective skills related to developing, executing, and closing a sales process with urgency
Willing to travel 25% of the time
MBA a plus
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