26 days old

Americas Telco Sales Leader

New York, NY 10007

DTS Telco Leader Americas

Dell Technologies comprises a group of strategically aligned businesses (Dell, DellEMC, Pivotal, Secureworks, RSA and VMware) focused on helping customers transform their business and IT to compete and win in the digital economy. Dell Technologies Select (DTS) is a global organization uniquely organized to deliver business outcomes to some of the most well-known and complex enterprises while building long-term, trusted relationships with clients. DTS accomplishes this through specialized business and technical experts focused on partnering with customers to explore transformational change via best-in-class technology, services and solutions from Dell Technologies.

We are looking for an exceptional leader that brings a combination of business, technical, and sales skills, to be responsible for increasing our Americas business within the Telco vertical. This role will report to the DTS Global Telco Sales Leader and will be responsible for the prioritization and development of the overall strategic plan for our Telco business in the Americas through industry-leading exploration, sales enablement, joint go-to-market, and thought leadership. The candidate will lead a cross functional team to exceed Telco revenue targets by driving pipeline development and enabling pipeline conversion through Dell Technologies Select sales engine.

  • Develops the Americas Telco strategy for Dell Technologies including partner plan, bookings and pipeline plan, technical integration and validation plan, sales enablement plan, and go-to-market plan.
  • Forges strong relationships with the SAB sales teams to build a unified strategy specifically focused on Telco customers.
  • Support Telco industry events in region.
  • Provides support to the Americas Dell Technologies sales organizations by providing subject matter expertise, alliance management, and sales enablement to compliment DTS sales efforts and accelerate pipeline conversion
  • Ensures all counterparts are educated to present the DTS Telco strategy and value proposition to their customers and prospects
  • Develops and manages engagement with DTS field sales and partners, ensuring appropriate sales mapping
  • Leads the Americas DTS Telco sales team, providing leadership and direction to drive success

  • 15+ years of Telco & Sales leadership experience:
  • Experience managing a multi-tiered, matrixed sales/GTM organization
  • Deep knowledge & expertise driving net-new sales strategies & telco network solution break-through
  • Established network of C-suite & VP-level contacts in carrier CTO / Network orgs
  • Background incl. mobility (5G & LTE), private LTE, IoT, networking, edge computing, software driven technology, virtualization, etc.
  • Strong knowledge wireless network architecture & ecosystem, 5G in particular
  • Knowledge of MSO & wireline network architecture & strategies valuable
  • Ideally, experience in standing up customer verticals (e.g. resource allocation, training, talent risk mitigation, etc.)
  • Comfortable meeting with and presenting the Dell Technologies developed Telco strategy and value proposition to key internal and external customers
  • Exceptional knowledge of technical trends/disruptions in the Telco industry
  • Capability to coordinate across SABs & partner sales teams (business & tech.)
  • Collaboration with Solutions Provider GMs for Dell EMC and VMWare on alignment of Dell Technologies Telco strategy
  • Effective communicator that can manage both business and technical relationships with a wide array of technology and channel partners within the Americas region.
  • Ability to work effectively with senior management.
  • Customer focused with superior negotiation skills.
  • Ability to influence others to achieve results.
  • Demonstrated experience managing a high performing sales team.
  • Sales driven, demonstrated ability to execute.
  • Sense of urgency, flexibility and ability to multi-task.


Posted: 2020-07-10 Expires: 2020-08-09

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Americas Telco Sales Leader

New York, NY 10007

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