Account Executive

Account Executive - Specialist Sales
At Dell Technologies, we create the extraordinary. Our Account Executive - Specialist Sales are the experts who sell innovation to the world. Responsible for selling business outcomes and positioning our entire infrastructure portfolio (ISG) of products and services. They are expected to be both sales 'hunters' and 'farmers' with mature sales experience and solid sales processes (eg MEDDIC, deal reviews, QBRs). Ideally an existing set of customer relationships either in private or public sectors demonstrating their ability to build long term relationships with both partners and end customers at a senior level (eg CIO, Head of Infrastructure). Experience of selling AI / Data Management, Private / Public Cloud, and Cyber solutions would be a distinct advantage especially with deep knowledge of the storage (HCI, Block, File, Cyber) and server (GPU & nonGPU) infrastructure market. We are working across multiple verticals and with some of the largest companies building large scale AI end to end infrastructure solutions so we are seeking a high energy and outcome based seller who can open doors into acquisition accounts aswell as build trusted advisor relationships with key customer personas.

Our Outside Sales teams rely on them for both business case development and ISG portfolio advice during the sales process. They directly advise customers on everything from establishing senior relationships in the customer / partners, positioning the solution / product, TCO / PoC initiatives, proposal development (requirements, as-is/to-be, differentiators) through to pricing and negotiation.

Join us to do the best work of your career and make a profound social impact as a Product and Solutions Specialist on our Specialty Sales Team. Our Specialty Sales team leads the way in helping organizations modernize their data centers, embrace hybrid and multicloud strategies, and unlock the full potential of AI and data-driven innovation.

Dell empowers customers with a comprehensive portfolio of solutions - from high-performance storage and converged infrastructure to cutting-edge AI platforms and as-a-Service offerings through Dell APEX.

We are at the forefront of enabling AI-powered digital transformation. Our solutions are designed to support the most demanding workload - from traditional enterprise applications to modern AI, ML, and edge deployments. With innovations like PowerStore, PowerScale, PowerFlex, and Dell AI Factory, we help customers build scalable, secure, and intelligent infrastructure that accelerates outcomes.

What You'll Achieve
As a Product and Solutions Specialist, you will proactively identify and solve customer business needs by providing subject matter expertise and creating solutions using Dell's products and services.

You will:

• Manage relationships with senior level personnel and decision makers in both customers AND partners. Run territory and or accounts, including account planning, sales forecasting, engaging cross-functional resources and working with the virtual teams to ensure alignment across the organizations
• Regularly engage with decision makers at client facilities in performing primary duties
• Provide sales leadership and experience on large, sophisticated opportunities
• Demonstrate the value of a product and/or service technology to advance customer business objectives
• Provide insight and thought leadership to customers concerning applicability of highly complex products and services. Act as a technical resource for the sales organization to help meet and exceed their objectives

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

• Demonstrate high energy, integrity, and excellent relationship building experience with customers & partners
• Good balance between commercial and technical skills relating to AI/Data Management, Private/Public Cloud & Cyber solutions.
• Team player who will spend time with colleagues, customers and partners whether in the office or in the field. Willing to travel anywhere to get the job done and engage different customers and partners. Willing to travel anywhere to get the job done and engage different customers and partners.
• Knowledge of the infrastructure storage market will be particularly key for both traditional and virtualized infrastructure.
• Exceptional oral and written communication skills to communicate with customers, support personnel and leadership. Fluency in Swedish is required.

Desirable Requirements

• Consulting led selling / outcome based business case experience in SaaS / CaaS / IaaS
• Experience of various commercial agreements eg OPEX, license agreements, MSAs, etc.
• 5+ years of related experience in a relationship selling role
• Bachelor's degree

Who We Are
We believe that each of us has the power to make an impact. That's why we put our team members at the center of everything we do. If you're looking for an opportunity to grow your career with some of the best minds and most advanced tech in the industry, we're looking for you.

Dell Technologies is a unique family of businesses that helps individuals and organizations transform how they work, live and play. Join us to build a future that works for everyone because Progress Takes All of Us.

Dell Technologies is committed to the principle of equal employment opportunity for all employees and to providing employees with a work environment free of discrimination and harassment. Read the full Equal Employment Opportunity Policy here.

Job ID:
R276803Job Function: Outside Sales