Services Account Executive – ANZ, Global Alliances

The Services Account Executive – ANZ, Global Alliances is a senior individual contributor responsible for driving Dell Technologies Services bookings, revenue and margin in the ANZ market through our Global Alliances route to market (e.g., GSIs, Global SIs/SOs, CSPs/DCPs and strategic alliances).  

Join us to do the best work of your career and make a profound social impact as a Services Account Executive on our Global Alliances Team in Australia.

What you’ll achieve This role partners with Global Alliances AEs/RAMs, core AEs, Specialty Sales and Services Sales leadership to execute joint account and territory plans, build pipeline, and close complex, multitower services opportunities attached to alliance-led deals. The SAE is expected to operate with a high degree of autonomy, deal leadership and strategic influence, while remaining hands on in pursuits. You will:

• Deliver Services bookings, revenue and margin targets for the ANZ Global Alliance territory.

• Build, qualify and manage a balanced services pipeline in SFDC, and attach Consulting, Deployment, Residency, Support and Lifecycle/Managed Services to alliance and core-led opportunities (infrastructure, multicloud, cyber, workforce, edge).

• Drive upsell and cross sell to grow services footprint and term in existing alliance-led customers.

• Define and execute joint territory and account plans with Global Alliances AEs/RAMs, and embed Dell Services into joint offerings, campaigns and pursuits.

• Maintain strong day-to-day alignment with core AEs, Specialty Sales, ISRs and presales to ensure early services engagement on priority deals.

• Lead the end-to-end services sales cycle from discovery and qualification through solution shaping, proposal, negotiation and close.

• Coordinate Solution Principals, Consulting, Deployment, Residency, Delivery, Finance and Legal to develop competitive, risk balanced solutions and SOWs.

• Own forecast accuracy and opportunity hygiene in SFDC and contribute to deal strategy and approval packs for complex or non-standard bids.

• Maintain a strong view of the ANZ customer, partner and competitive landscape, and translate Dell Services, APEX and Global Alliances programs into executable ANZ plays.

• Participate in forecast calls, QBRs and governance rhythms, providing ANZ specific insights on portfolio, pricing and delivery.

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

• 10+ years in IT services / solutions sales, with consistent achievement of services bookings targets.

• Demonstrated experience selling professional services, deployment, residency/managed services, and/or lifecycle services into enterprise and/or large commercial accounts.

• Proven experience working with or through Global Alliances (GSIs/SIs, CSPs/DCPs, outsourcing partners) in ANZ is strongly preferred.

• Track record of leading complex, multi-stakeholder pursuits involving commercial structuring, negotiation and SOW development.

• Solid understanding of one or more of:

• Core infrastructure, hybrid/multicloud, colocation and APEX/as-a-Service

• Cyber resilience, data protection and security services

• Modern workforce, Lifecycle Hub, DaaS and end user services

• Proficiency with SFDC and Dell sales processes, including approvals, discounting and governance mechanics.

• Strong commercial and financial acumen; able to construct and defend value based proposals and business cases.

• Executive presence and confidence engaging C level, senior IT and business stakeholders across customers and partners.

• Effective alliance and relationship management, balancing Dell, partner and customer objectives.

• Highly collaborative, comfortable leading virtual, cross functional teams without direct line authority.

• Results driven, self starter, able to prioritize and progress multiple pursuits concurrently in a dynamic environment.

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.