Summary

The primary role of this position is to work strategically with the assigned territory’s Account Executive to grow existing business and strengthen valued customer relationships. 

PRIMARY RESPONSIBILITIES

• Collaborate with Account Executives to expand and oversee the pipeline of the territory.
• Collaborate with Account Executive to optimize coverage of territory – divide and conquer.
• Effectively work with smaller opportunities, allowing AE to pursue larger, data center opportunities
• Conduct outbound calls with existing customer base to generate new opportunities and reactivate dormant customers.
• Create strategies to drive sales from the Inside to both retain and develop customer base.
• Generate Enterprise, Client, and Software quotes using Live Optic results and engineering specifications.
• Submit any deal registrations, support renewal requests, PXC cases, and maintenance records that may be required.
• Responsible for creating Accounts and Opportunity pages in Davenport Group Salesforce.
• Responsible for identifying and pursuing new sales opportunities with new and existing customers and vendor partners.
• Responsible for ensuring documentation on opportunities is accurate before sending customers proposals and, or placing orders.
• Responsible for communicating effectively with overlay groups, such as Finance, Sales Operations, Order Desk, etc…
• Request Live Optic captures from customers before the Engineering review.
• Create project proposals for Account Executive and Engineering review before presenting them to customers.
• Schedule meetings and demos with existing customers – onsite and remote.
• Manage regular touchpoints within the existing customer base.
• Assist Account Executives with weekly updates in Salesforce for Dell Technologies and other alliance partners, as needed.
• Help increase attendance for marketing events in your territory, such as Lunch and Learns, product demos, and training sessions.
• Maintain precise records for all customer accounts that belong to your assigned territory in Salesforce.com.

ADDITIONAL RESPONSIBILITIES

• Submit expense reports and perform other required administrative duties promptly. 
• Additional responsibilities may be assigned as required.

CORE COMPETENCIES

• Analytical – Synthesizes complex or diverse information; Collects and researches data; Uses intuition and experience to complement data.
• Problem-Solving – Gathers and analyzes information skillfully; Develops alternative solutions; Works well in group problem-solving situations.
• Technical Skills – Strives to continuously build knowledge and skills; Share expertise with others.
• Oral Communication – Speaks clearly and persuasively in positive or negative situations; Listens and gets clarification; Responds well to questions; Demonstrates group presentation skills.
• Teamwork – Balances team and individual responsibilities; Puts success of team above own interests; Supports everyone’s efforts to succeed.
• Written Communication – Writes clearly and informatively; Edits work for spelling and grammar; Presents numerical data effectively.
• Business Acumen – Understands business implications of decisions; Displays orientation to profitability; Demonstrates knowledge of market and competition.
• Cost Consciousness – Contributes to profits and revenue; Conserves organizational resources.
• Ethics – Treats people with respect; inspires the trust of others; works with integrity and ethically.
• Dependability – Takes responsibility for own actions; Keeps commitments; Completes tasks on time or notifies appropriate person with an alternate plan.
• Initiative – Takes independent actions and calculated risks; Looks for and takes advantage of opportunities; Asks for and offers help when needed.
• Planning/Organizing – Uses time efficiently; Plans for additional resources; Sets goals and objectives.
• Quality – Demonstrates accuracy and thoroughness; Applies feedback to improve performance.
• Quantity – Meets productivity standards. 
• Safety and Security – Observe safety and security procedures.

KNOWLEDGE, SKILLS, AND ABILITIES REQUIRED

• Previous Dell Technologies or related alliance partner experience in inside or outside sales.
• Bachelor’s degree from a four-year college or university.
• Five or more years of professional experience, including four or more years of experience selling Enterprise/Client hardware and software.
• Data Center Sales Experience – Including Server, Networking, Storage, Hyperconverged, Converged, and Data Protection.
• Strong understanding of Microsoft and VMware software offerings.
• Must be able to self-manage, self-motivate, and achieve results through subject matter education.
• The ability to work with multiple alliance partners and vendors daily to accomplish responsibilities.
• Remote office management skills. A work-from-home/road skill set requires managing time, expenses, priorities, and expectations set by management. Must exhibit professional communication, customer relationship skills, and knowledge of company systems and processes before advancement.

KNOWLEDGE, SKILLS, AND ABILITIES PREFERRED

• Ideal Candidate will live in the greater Oklahoma City, Nashville, or Austin areas
• Client Hardware Sales Experience 
• Competitive Knowledge

WORKING CONDITIONS

• Occasional domestic travel is possibly required for training and meetings (less than 10%)

ADDITIONALLY

Davenport Group is an Equal Opportunity Employer

The base salary pay range for this position is between $70,000 - $85,000 plus uncapped commissions for a Total Target Compensation between $100,000 and $115,000 (and up!). Base pay compensation for this position is dependent on job-related knowledge, skills, experience, and market location and, therefore, will vary from individual to individual.  Benefits may include, but are not limited to, medical, vision, dental, 401k, and flexible spending.