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Software Transformational License Agreement (TLA) Sales Leader –Enterprise

Kuala Lumpur, Malaysia, Cyberjaya, Malaysia

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Job ID R045504 Date posted Nov. 12, 2019

Software Transformational License Agreement (TLA) Sales Leader –Enterprise

Dell Technologies, enables organizations to modernize, automate and transform their data centers using industry-leading converged infrastructure, servers, storage and data protection technologies. This provides a trusted foundation for businesses to transform IT, through the creation of a hybrid cloud, and transform their business through the creation of cloud-native applications and big data solutions. Dell Technologies services customers across 180 countries – including 98 percent of the Fortune 500 – with the industry’s most comprehensive and innovative portfolio from edge to core to cloud.

We are looking for a Sales Leader for Transformational License Agreements (TLAs).

Role Overview

This role is to substantially shift the sales motion to longer term and transformational. It should fundamentally increase the sales of TLAs, and collaborate with a team of TLA program experts, who build large, complex TLAs with our most strategic clients across all industries and public within Malaysia, Thailand, Philippines, Indonesia, Vietnam. Role will be based in South East Asia, preferably Kuala Lumpur, Malaysia.

Principal Responsibilities

  • Develop clear strategy to increase sales of TLAs across key vertical markets & strategic accounts
  • Manage activity levels within accounts, including customer visits, pipeline management, opportunity development, etc.
  • Ensure existing software install base and competitive white space is converted to TLA to help drive margin into enterprise segment and improve Dell EMC overall stickiness with customers
  • Leverage Strategically Aligned Business (SAB) resources across Dell Technologies, especially VMware, to structure highly differentiated TLA proposals

Skills and Experience Required

  • 5+ year sales management experience with a proven track record and ELA/TLA sales pedigree
  • Experience and proven ability to sell large, complex ELAs at C-level; with the ability to run multiple concurrent campaigns
  • Strong analytical skills and excellent attention to detail
  • Outstanding communication and presentation skills - Able to effectively communicate at all levels
  • Ability to deal with ambiguity and multiple direction changes
  • Relentless drive for results, while retaining focus on driving an outstanding customer experience
  • Organizational agility; knowing how to get things done through formal and informal channels


We offer highly competitive salaries, bonus programs, world-class benefits, and unparalleled growth and development opportunities — all to create a compelling and rewarding work environment.

If you’re ready to become an expert in some of the tech world’s most innovative offerings, this is your opportunity to develop with Dell.

Dell 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. All employment decisions at Dell are based on business needs, job requirements and individual qualifications, without regard to race, color, religion or belief, national, social or ethnic origin, sex (including pregnancy), age, physical, mental or sensory disability, HIV Status, sexual orientation, gender identity and/or expression, marital, civil union or domestic partnership status, past or present military service, family medical history or genetic information, family or parental status, or any other status protected by the laws or regulations in the locations where we operate. Dell will not tolerate discrimination or harassment based on any of these characteristics. Learn more about Diversity and Inclusion at Dell here.

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