Director, Segment Sales Business Partner
Posted on Jun 1, 2020 by Dell
As a member of the Americas EUC Office of Sales Strategy & Execution, the Segment Business Partner will focus initially on our largest EUC sales segment, GEH - including Federal, SLED, and Healthcare verticals. The Business Partner will bring years of sales and channel leadership experience to help define strategy and drive execution of key business initiatives, activate joint GTM with key partners and increase direct sales demand generation effectiveness. The business partner may also support the QBR process and drive GEH segment business needs across the BU and other GTM functions/operations.
Successful execution in this role will be trusted advisor status with the GEH Segment Leader and Regional Directors and will have a measurable impact in business performance and execution of key priorities. This will involve working in a highly matrixed organization, requiring a high level of collaboration, hands-on tactical execution and ability to thrive in ambiguity.
Primary Responsibilities include:
Partner with GEH segment leader and RDs as both Consultant (Strategically and Advisory) and Hands-on (Tactically)
Continue to drive and cultivate Dell and key partner joint sales engagements by vertical; identify opportunities and remove obstacles
Accelerate new business and scalability by partnering with prioritized Route-to-Market ( ex. Dell, CRs, SPs, Distis, MSPs, Carriers, SISOs, and emerging) and sales leaders to define GTM/plays and activate sales engagement.
Influence partner marketing investments in support of EUC GEH and align to Alliances & Channel plan
Work across GEH sales, marketing, EUC Business Unit and Operations to define and drive direct sales demand generation programs and sales campaigns
Liaise between BU and Sales to ensure sales input to strategic program design and reps adoption plans; Facilitate rep adoption of programs
Provide QBR support/consultation to ensure strategic, increase effectiveness, and informative
Lead GEH EUC annual planning and interlock process - Participate/consult on segment sales business plan development collaborating and providing creative insights to strategy and execution plan; support in plan execution and tracking
SaaS and/or subscription software experience in Federal or SLED industries
10+ years experience in Channel and/or Sales Management at Enterprise level
Ability to lead in a highly matrixed organization; strong collaboration skills
Highly trusted individual who maintains and expects high standards for self and team
Takes initiative, self-starter, resilient, comfortable with constant change and ambiguity
Versatile to take on other roles in business, such as channel or sales leadership and special projects as business needs dictate
Excellent PowerPoint, Excel, Tableau Dashboard skills