0306 Services Sales Executive

We are looking for a Sales Executive whose principal responsibility will be to identify, qualify and convert new business. Reporting to the MD Sales EMEA (Commercial Solutions), your other main objective will be to build and manage a well qualified pipeline that will convert into new business. All this is to drive the Commercial Solutions
growth within the focus area of Transport Equipment and Industrial Products or Freight, Logistics and Distribution, and you will be expected to deliver a booked revenue target of approximately $4-6m per year (and qualified pipeline of $20m).

Key Responsibilities:

• Operate within your country to ensure that revenue targets are met and exceeded each year.
• Contribute to the growth and development of the business within your countrry
• Develop relationships with the relevant decision makers within the target client base.
• Present the Commercial Solutions service to senior client executives through proposals, presentations, Q&A sessions and on reference visits.
• Identify early IT Applications Outsourcing sales opportunities and work with account managers and external intermediaries to secure future pipeline. Stay current on IT Applications Outsourcing
  trends and marketing within focus market.
• Manage and direct the entire sales cycle from demand generation, proposal production, through to contract negotiation and signature to achieve agreed sales targets.
• Lead multidisciplinary sales pursuit teams including Solutions Architects, Process Consultants, Bid Management, Commercial and Legal, towards securing an outsourcing contract (although you will not have direct line management responsibilities).
• Deliver accurate pipeline qualification and forecasting.
• Provide input and ideas into the development of the Commercial Solutions Group
  Sales propositions across EMEA.
• Build lasting relationships with marketplace intermediaries.

Qualifications

Essential Criteria:

• Highly commercial individual, commanding a presence with senior executives both internally and externally with ambition to exceed targets and expectations.
• Gravitas to interact as a peer at Board level in client companies and comfortable working at senior level within complex organisations - able to build empathy, credibility and trust with key customers.
• Must have a proven track record of achievement and over achievement in selling outsourcing deals with a mix of short and long sales cycles, with TCV in the order of $10m to $50m through the use of Local, Nearshore and offshore centres.

• Need to be highly-astute and able to demonstrate a strong commercial understanding of outsourcing deals.
• Successful track record in delivering business objectives within large corporate environments where there is rapid change
• strong sales ability and closing skills at executive and board levels.
• Have a strong knowledge of IT Application Outsourcing processes and business drivers in focus market(s).
• The ability to operate and excel in a changing and dynamic working environment.
• Build excellent relationships with key corporate customers and colleagues to develop the reputation and potential of Dell Services and the Commercial Solutions Group.
• First class presentation and communication skills – excellent command of written and spoken English.
• Previous international experience or have worked for global organisations.

Person Profile:

• A charismatic and driven business leader.
• Mature interpersonal and influencing skills, especially at senior client levels.
• A clear demonstrable track record in structuring high value and complex outsourcing deals.
• Sales aggression and dynamism with the hunger to succeed.
• Target orientated and self motivated.
• Flexibility and willingness to achieve challenges together with teams.
• Effective problem solving with the ability to "drive" through change.
• Ability to travel extensively as required.

Job
Outside Sales - Account Executive
Primary LocationEurope, Middle East, Africa-DK-Copenhagen

Schedule
Full-time
Shift
Day Job


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