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Virtustream Sales Executive Public Sector

New York, New York

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Job ID R89226 Date posted Feb. 05, 2019

Virtustream Account Executive Public Sector

US preferably Northeast, Mid Atlantic or eastern MidWest

Virtustream, a Dell Technologies business, is the enterprise-class cloud company that is trusted by organizations worldwide to migrate and run their mission-critical applications in the cloud. For enterprises, service providers and government agencies, Virtustream’s xStream® Management Platform and Infrastructure-as-a-Service (IaaS) meets the security, compliance, performance, efficiency and consumption-based billing requirements of complex production applications in the cloud – whether private, public or hybrid.

Dell provides the technology that transforms the way we all work and live. But we are more than a technology company — we are a people company. We inspire, challenge and respect every one of our over 100,000 employees. We also provide them with unparalleled growth and development opportunities. We can’t wait for you to discover this for yourself as a Virtustream Account Executive on our Public Sector team in the US North / East region.

At Dell, we’re proud to be known globally for the ground-breaking innovation and quality of our services. Virtustream, a Dell Technologies Company, delivers enterprise level cloud services to support mission critical applications - applications that serve the citizens and keep governments running, hospitals helping patients, and educational institutions enlightening the public. Our field-based team identifies, develops and successfully closes business opportunities.

Key Responsibilities

  • Drive the successful sales efforts for the Public Sector (SLED & Healthcare) for Virtustream's business in the North/East

  • Create and execute key sales and business development initiatives to increase sales pipeline.
  • Develop and execute against a comprehensive account/territory plan.
  • Develop and execute a sales strategy leading the efforts of the solution architects, delivery partners, channel partners, and lead generation team to meet/exceed quarterly and annual targets

  • Create & articulate compelling value propositions around Virtustream offerings
  • Accelerate customer adoption
  • Work with partners to extend reach & drive adoption
  • Manage contract negotiations
  • Develop long-term strategic relationships with key accounts
  • Ensure customer satisfaction
  • Expect moderate travel

Essential Requirements

  • Experience selling IT Services: Mission Critical Applications, ERP Services, IT Consulting Services, Storage Cloud, Managed Services or similar solutions tied to enterprise application management and hosting. 

  • Background selling complex customer solutions in a rapidly evolving tech environment

  • At least 5 year selling in the Public Sector

  • At least 3+ years consultative selling experience with the ability to translate technology benefits in to business values

  • Extensive customer network, industry acumen and expert-level hunting skills. Must have the ability to identify, influence and negotiate potential opportunities.

  • Must demonstrate experience in developing real C-level relationships: demonstrate business acumen in presenting solutions on a value and ROI basis, strategies, successful penetration of new accounts.

  • Highly developed selling, customer relations and negotiations skills with the ability to effectively communicate with C-level executives and line of business representatives

  • Ability and desire to work effectively in a fast pace, smaller organization where there is not extensive support in the back office compared to larger organizations.  This requires the successful sales rep to multi-task, drive their deals, get help when needed, and make no excuses

Desirable Requirements

  • Solutions sales mentality in an environment with multiple offerings and solutions

  • Experience in IT Services Delivery as a customer or a consultant

  • SAP ERP and SAP HANA experience is a strong plus

If you’re keen to persuade clients to embrace services that can have a transformative impact, this is your opportunity to develop with Virtustream.

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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