MB sales cover the segment of customers also called Mid-Market comprised of accounts with annual Technology spends usually between $50k and $500k. MB sales engages directly with customer accounts to identify needs and position the entire DT portfolio. They then transact either directly with the account (primarily on Client part of the portfolio) or through a channel partner (primarily on Data Center part of the portfolio) depending on the level of service and complementary integration needed on DT products.

If needed and in very specific cases, the CBM may have to travel to meet with customer when this adds value to the overall engagement.

Role Overview

Reporting directly to the (Inside/Regional) Sales Manager, the CBM oversees all important (>$100k) or complex client direct opportunities. He/she is a tenured sale specialized in leading and closing such complex deals while maximizing customer satisfaction. CBM is overall responsible for the business outcome and should be able to progress the deal in autonomy.

• The CBM will engage directly with customer account to identify and interact with all important stakeholders throughout the steps of definition and design, solutioning and sizing, negotiating, and contracting.
• He/she interfaces with and provides coaching to the ISR team to ensure they drive enough detection of opportunities to build the pipeline of deals needed to deliver the quarterly quota.
• He/she will engage and facilitate discussions between all resources from within DT organization to select all components (product, accessories, software, services, financing, on-line) for delivering the needed solution and ensure all actions required to size, cost and price, deploy and service the solution, are covered.
• Once deal is signed-off, he/she ensures all contracting is completed and Global Portal/Premier Page is set-up to maximize on-line ordering
• He/she works with logistic on deliveries/shipments and/or Services on Deployment and continues to oversee the bid until completion to ensure full customer satisfaction.
  

Essential Requirements

• Successful Sales background with proven ability to handle, progress and close large/complex sales projects in a remote environment to customers
• Experience in working and delivering in a team environment while being the facilitator/leader of the transversal group and being accountable for the overall outcome
• Experience of working with senior executives and high level of influencing skills.
• Requires detailed functional knowledge, in-depth company knowledge and overall business knowledge
• Passion for the technology especially in Client/workspace field combining products, services, financing, software, security and all other needed components.
  

Desirable Requirements

• Greater than 5 years Direct selling experience
• History of working in a dynamic and fast paced environment and ideally with customer facing experience.
  

Job Id: R151178Job Function: Inside Sales