Client Bid Manager

Client Bid Manager - Medium Business Switzerland 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. Join us as a Sales Executives on our Medium Business Sales team to do the best work of your career and make a profound social impact. What you’ll achieve Reporting directly to the (Inside/Regional) Sales Manager, the CBM oversees all important (>$100k) or complex (multiple DT components to combine) Client direct opportunities. He/she is a tenured sale specialised in leading and closing such complex deals while maximizing customer satisfaction. Internal engagement 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 also work closely with TAE covering the account set to leverage their support as and when needed, mainly at initial phase (10% SFDC maturity) to position the extended DT Client set of products & services and at closing phase (90% SFDC maturity) to close negotiations and get the contract finalised. He/she will ensure SFDC accuracy of large Opportunity direct pipeline (i.e., Stale, Overdue, Close dates, Next Steps, MEDDIC) and prepare and contribute to Win rooms and Bid/Pipeline reviews for large Client bids. He/she will engage and facilitate discussions between all resources from within DT organisation 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. CBM is overall responsible for the business outcome and should be able to progress the deal in autonomy. External engagement 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. The CBM is the main PoC towards the customer on this overall solution and represent the face of DT for all the components so that the customer can see the benefits of an integrated turn-key solution. If need be and in very specific cases, the CBM may have to travel to meet with customer when this adds value to the overall engagement. Take the first step towards your dream career Every Dell Technologies team member brings something unique to the table. Here’s what we are looking for with this role: Essential Requirements - Successful Sales background with proven ability to handle, progress and close large/complex sale 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 - environment Drive for results - Experience of working with senior executives and high level of influencing skills esp. in a remote - Requires detailed functional knowledge, in-depth company knowledge and overall business knowledge - Passion for the technology esp. in Client/workspace field combining products, services, financing, software, security and all other needed components Desirable Requirements - Greater than 5 years Direct selling experience - Clear history of consistent over performance against targets - History of working in a dynamic and fast paced environment - Demonstrated ability to work within a matrixed team structure - Demonstrated ability to be able to structure and manage complex, multi faceted customer engagements - Ideally with customer facing experience. - IDP to AE