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  • Job Type: Permanent
    Categories: IT Jobs, Sales Jobs
    Location: Birmingham, Bracknell, London
    Job ID: 162514
    Company: SCC

    Key duties and main responsibilities
     Overall the role holder will:

    • Have management and operational responsibility for driving Dell business within SCC including partner status, go to market proposition development, marketing activity and enablement
    • Build and manage a vendor plan involving all key stake holders including senior management, key operational personnel, sales and services across both SCC and Dell.
    • Be responsible and accountable for driving significant growth in SCC’s business across the whole of Dell Technologies portfolio
    • Be responsible for managing pipeline and forecast by Dell Technologies to ensure internal and external targets are met
    • Understand Dell strategies create plans based on those strategies for mutual growth, margin maximisation within SCC and revenue growth with Dell
    • Own the financial health of the Dell Technologies relationship
    • Agree, attain and manage appropriate accreditation in line with SCC Services business needs, SCC strategy and mutually agreed business goals
    • Review, manage and report on KPIs associated with those accreditations
    • Manage Dell Technologies continuous improvement performance programme
    • Drive net soft dollar contribution to SCC from Dell Technologies
    • Support sales and services on key opportunities, and develop robust escalation pathways within both Dell and SCC to ensure smooth sales execution against targets Key Measures of Success
    • Hit specific revenue, sales margin and soft margin goals – SCC aims to double our business with Dell in the next twelve months
    • Partner development plan creation, sign off and report on a regular basis
    • Manage Dell pipeline, and provide accurate forecasting
    • Accreditations are in place, plans for succession and risk management, sales accreditation advice and training managed
    • Demonstrable understanding and implementation of Dell Technologies strategy
    • Development of and improvement of marketing volume and strategy including marketing development funding from Dell
    • Monthly and Quarterly business review meetings with Dell and SCC senior stakeholders and associated reporting
    • Monitor the financial health of the relationship and report regularly Main Duties of Job Working with Dell Technologies
    • Have management and operational responsibility for Dell Technologies
    • Supply forecast to Dell and SCC to ensure internal and external targets are met
    • Run pipeline calls and produce pipeline forecasts
    • Understand Dell Technologies strategies and deliver future planning
    • Own the financial health of the Dell Technologies relationship
    • Provide advice to the business on the Dell Technologies strategy and direction
    • Manage Dell Technologies contractual and non-contractual performance and report KPIs
      Collect and provide Dell Technologies performance measurement and management
    • Negotiate the best financial position with Dell to maximise SCC’s margin position
    • Understand and help implement Dell’s deal registration scheme to maximise SCC’s position within accounts
    • Build and drive a new business acquisition plan in conjunction with Dell and SCC sales teams Working with sales
    • Engage on key pursuits to ensure best value to client, and leveraging Dell capabilities, to drive the best position for SCC
    • Build and drive sales campaigns in conjunction with SCC sales; including marketing, management engagement and co-operation, delivery and support as needed by SCC sales
    • Help SCC sales focus on new business development by leveraging Dell market position to introduce SCC into new accounts and cross sell Dell portfolio and SCC services offerings into existing accounts
    • Orchestrate marketing campaigns, events, and activities to support SCC sales using Dell resources
    • Provide exec summaries and briefing notes on Dell Technologies market strategy
    • Provide Dell Technologies operational strategy information
    • Provide Dell Technologies performance data and scorecards
    • Provide business intelligence reports
    • Work with sales and services on major opportunities where required
    • Take funnel/pipeline information from sales and document – highlight issue, shortfalls and any gaps. Understand and communicate the action plan to resolve.

     Skills Knowledge and Experience
    • Broad and deep knowledge of Dell Technologies senior management, strategy, strengths and weaknesses.
    • Ability to establish new, or leverage existing senior level networks within Dell Technologies
    • Knowledge and experience of Dell Technologies operational processes, metrics, systems and people
    • Understanding of and experience working within Dell Technologies channel businesses
    • Proven ability to work within complex environments, with multiple stakeholders across different solution areas.
    • 5 – 10 years’ experience in managing partner relationships, or in senior sales position.
    • Strong relationship and interpersonal skills
    • Strong knowledge of the Dell Technologies’ markets, competition and major market trends
    • Demonstrate understanding of, and application of, Dell Technologies’ decision making
    • Strong dispute resolution and mediation skills to handle issue escalation and to drive win-win outcomes for both parties
    • Strong proven negotiation experience
    • Process and relationship management experience with proven track record of delivering benefits through continuous improvement programmes