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SHI International Corp. · 9 hours ago

Business Development Manager - Dell Technologies

Austin, TX

Full-time

Hybrid

Mid, Senior Level

$70K/yr - $100K/yr

5+ years exp

SHI International Corp. is a global provider of IT solutions and services. The Business Development Manager for Dell Technologies will drive profitable growth through strategic solution selling, technical enablement, and proactive account management, while collaborating with sales teams and partners to deliver value-driven solutions.

HardwareInformation TechnologySoftware

Responsibilities

Act as the primary partner subject matter expert and trusted advisor to SHI account executives and customers, providing deep knowledge of Dell Datacenter

Collaborate with SHI’s sales teams to identify and develop new partner opportunities within assigned accounts and territories

In conjunction with Account Executives, drive the entire partner sales cycle: prospecting, qualification, solution positioning, quoting, closing, and post-sale follow-up

Conduct technical and business discovery with customers to understand IT environments, pain points, and desired outcomes; architect and recommend the partners solutions accordingly

Lead and participate in customer-facing meetings, presentations, demonstrations, and whiteboarding sessions

Build and maintain strong relationships with the partners account teams, technical resources, and ecosystem partners to co-develop go-to-market strategies and maximize revenue

Stay current on the partners roadmap, partner programs, promotions, certifications, and competitive landscape

Provide enablement, training, and mentorship to SHI sales teams to increase the partners mindshare and sales effectiveness

Execute joint business plans with the partner and participate in Quarterly Business Reviews, pipeline reviews, and account planning sessions

Track, manage, and report on the partners pipeline, forecast, and results using CRM and other business tools

Support renewals, attach, upsell, and cross-sell motions, but with a primary focus on net new business growth and solution expansion

Represent SHI at partners and industry events as needed

Maintain required Datacenter sales certifications via quarterly training goals

Qualification

Dell Datacenter expertiseTechnical solution sellingIT sales experienceCRM proficiencyData analysisRelationship buildingProblem-solvingCommunication skillsTime management

Required

Completed Bachelor's Degree or relevant work experience required

5-7 years of experience with IT sales or channel business development role

3-5 years of experience in working with partners and the IT Channel

Ability to travel to SHI, Partner, and Customer Events

Ability to travel 15%

Ability to work flexible hours

The ability to effectively communicate and sell complex technical products or services by understanding customer needs, articulating the value proposition, and providing technical expertise to support the sales process. - Intermediate

Understanding of Information Technology products and solutions to effectively evaluate, implement, and support technological initiatives within an organization. - Intermediate

Ability to examine, clean, transform, and model data to discover useful information, draw conclusions, and support decision-making. - Intermediate

Comprehension of the inner workings of a company, including its market positioning, competitive dynamics, and operational processes, to inform decision-making and drive sustainable growth. - Intermediate

The ability to effectively utilize applications like Word, Excel, PowerPoint, and Outlook to enhance productivity and perform various tasks efficiently. - Intermediate