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## Product Specialist (Software)- Data Protection Solutions
Competitive salary
United Kingdom
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 Product Specialist on our Data
Protection team in the UK.
The Product Specialist will be a customer facing champion for our Software
Portfolio- responsible for driving opportunities at all stages- and fo
developing/maintaining a software market and product domain expertise. He
she will be working closely with the Core and Regional DPS Sales team- as wel
as the SE- PM- Eng and Support Teams to improve customer satisfaction an
enhance Software Solutions
Key Responsibilities
SW Specialists will be capable of adding expertise at any phase of the sales cycle
Competitive positioning
Building and presenting TCO analysis
Negotiating pricing and licensing models
Ensuring deal structures are in line with our revenue recognition rules
In addition- SW Specialists will:
Adapt and apply programs for local markets
Track- analyze- and report SW metrics to local management
Be a Visionary and Evangelist for our Data Protection portfolio
Champion DPS SW with all Dell technologies GTM stakeholders
Drive DPS SW market share growth
Deliver DPS SW forecast in your region
Monitor SW mix by DPS reps
Identify growth path and share them with DPS teams
Global sharing of best practices and programs
Competitive swaps
Tech refresh opportunities
Naked DD into blended HW/SW deal conversion
Compliance & True up
ELA & VSLA conversions
All DPS Reps will sell SW and have incentive on it
Essential Requirements
Significant direct sales experience for Software solutions (10 years +)
Data Protection market experience required
Proven success in solution selling.
Large Corporation sales experience required
Experience with partner management either in demand generation or fulfillment
Capacity to exchange ideas with Product Management- give feedback on the market adoption of our solutions- gaps with competition
Must be able to create ROI models and sell use case value to internal & external customers
Creativity to shape complex software propositions based on Term- Perpetual- Subscription License agreements
Fundamental understanding of finance and rev/rec rules
Has organization skills to align with many stakeholders
Analytical skills to use data to track and report activities and results
Strong communications skills
Benefits
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.
Closing date: 29th August- 2019
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 her
Job Family: Outside-Sales Product-Specialist Job ID: R024938