Dell Account Exec 4, Channel Sales -Independent Software Vendor (ISV) (Sales Manager – Malaysia) in Cyberjaya, Malaysia

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ISVs and vertical Solution Providers are close collaborators of Customers, meeting many of their diverse and complex needs. These organizations are increasingly making IT decisions on behalf of their customers making it critical for IT Majors to engage with them in a structured and meaningful manner.

Dell is embarking on an integrated strategy to meet the needs of the ISVs and Vertical Solution Providers allocating dedicated resources to engage with them and serve their diverse needs. These organizations collectively account for a significant part of the multi-billion dollar Solutions market size in APJ.

We are now looking to appoint a charismatic and mature leader to lead this ISV Engagement within Dell EMC Malaysia. The selected candidate will be a recognized sales leader in the ICT industry with significant achievements recognized by his/ her peers. The selected candidate shall have the potential to take on roles of increasing responsibility and influence in the future.

Specific responsibilities will include:

  • Meet and exceed the quarterly Funnel, Revenue and Margin goals set for the ISV/ Vertical Solution Provider segment by conceptualizing, developing and executing Dell’s ISV Sales Engagement strategy with regional and local teams

  • Depending on seniority of the individual, may be required to take our additional responsibilities of leading a virtual team of ISV managers across a region unifying all activities & measurements into a single ISV program.

  • Provide the thought leadership and execution focus to help position Dell as the preferred partner with ISVs within a reasonable period by closely aligning Dell Solutions with Customer needs. Recommend the solutions Dell should develop and offer to meet Customer’s current as well as future needs recommending the technologies, alliances and organizations Dell must partner with to realize its goals

  • Be the preeminent authority on the needs of ISVs and Vertical Solution Providers across the region micro analyzing needs - both current as well as emerging trends. Scan the competitive landscape analyzing the current offerings and ensure Dell EMC solutions offer a clear competitive advantage and build the DELL EMC ISV Ecosystem.

  • Continual quarterly review / qualification of MFT profiles by country, including Strategic & Specialist partners

  • Drive account planning of strategic & specialist partners with sales, marketing and BU teams

  • Target and support recruitment of regional/local ISVs and nMFT base (of relevant ISV VARs) for progression into Dell EMC Partner Program

  • Quarterly review of qualifications of Certified/TPP or flight school partners as eligible for incentives (Rebates / PDF) with local teams

  • Keep yourself abreast of and communicate to the region the direction and resource allocation by Governments towards the IT projects aligning Dell’s focus and resources accordingly. Follow the leads to ensure Dell’s reach and coverage in those countries is adequate to achieve our goals. Partner with in-country teams to appoint local sales resources and/ or requisition channel partners to tap opportunities

  • Solicit and engage with Global and Regional ISVs and Tier 1 & Vertical Solution Provider in partnership with the respective in-country sales team evangelizing Dell’s vertical and horizontal solutions. Internally evangelize the role of ISVs and Vertical Solution Provider amongst the Dell sales community (Vertical Solution Sales, Outside Sales Teams, Advanced Systems Group System Consultants amongst others) so as to raise the awareness and visibility of Dell’s solutions. Jointly develop Account Plans with the in-country sales teams to put in place a structured solicitation process and track progress against milestones and help develop relevant case studies to support the channel objectives

  • Closely partner with leading regional and in-country ISVs to evangelize Dell’s solutions in order to ensure Dell is a certified vendor and a vendor of choice as part of their solutions offerings to their customers. Endeavor to develop a close alignment with ISVs so as to develop joint solicitation strategies. Wherever possible, lead the development of bundled promotions, OEM, S&P strategy, etc along with third party hardware vendors and application providers to drive run rate business

  • Work with Dell Solutions Architects to ensure solutions offered by ISVs is strategic to Dell and help compliment Dell’s solution footprint in the overall focused industry. Work with the vertical practice lead/head to identify gaps and aligning with in country sales strategy/coverage for those industries.

  • Be the Subject Matter Expert ISV partnering matters providing the thought leadership for Dell’s communication strategy speaking at one to many ISV engagements. Drive recruitment activities into dell’s global technology partner program. Partner with Dell Marketing as well as Alliance Partner Marketing to develop messaging targeted at the decision makers and influencers within the ISVs and Vertical Solution Partner including

  • Interlock with peers in the APJ region as well as globally (esp the ISV Program team, Channel Marketing team, ISV Global engineering team) to ensure Dell is gaining from the collective expertise as well as aligned to the global direction. Leverage funding/resources and efforts in other parts of the world to cut learning curves.

  • Drive ISV Certifications with the ISVs in the different solution areas, working with Global ISV engineering team and the Dell’s solution center team to provide additional value to sales team in driving business via the channels.

Qualifications

  • Extensive IT solutions knowledge with at least 12-15 years working and managing partnership or alliances either for ISVs, Vertical solutions provider or System Integrators.

  • Strong experience in solution selling and channel sales with at least 8 years of experience

  • Previous partner recruitment and development experience will be a bonus

  • Graduate in any discipline preferably (MBA preferred)

  • Excellent communication & presentation skills

  • A team player with excellent interpersonal skills

  • Travel is within the country and occasionally for regional meetings