Enterprise Agreement Sales Specialist - Dell

What We Do Products Solutions Support & Services Partners Resources Company Contact Us Global Offices Next Community Enterprise Agreement Sales Specialist - Dell Sales United States, United States Req.Num.: 32123 Apply The OpportunityThe Enterprise Agreement Sales Specialist - Dell, is a senior, internal, partner and customer facing individual contributor who drives revenue growth through consultative, value-based selling, renewals, expansion and program development through and with Dell. As a strategic advisor and subject-matter expert, you’ll help shape our program with Dell to accelerate revenue, protect pricing, and unlock new growth through one of our best partners.What You’ll Be Doing·       Drive revenue: Identify and prioritize target accounts and opportunities for Enterprise Agreements and long-term expansion with and through Dell.·       Close deals: Support the teams of Dell and Nutanix when needed to help close deals and engage resources to de-risk customer opportunities.·       Present value: Support the team when needed with executive-level financial analyses (TCO, ROI, NPV, business cases) that clearly articulate the Dell and Nutanix’s economic value versus alternatives.·       Execute deal strategy: Partner with Dell and Nutanix Account Executives and EA Specialists to capture Enterprise Agreements, renewals, and cross-sell opportunities.·       Create commercial solutions: Design and refine Enterprise Purchase Agreements and financial models that align customer objectives while maximizing Dell and Nutanix revenue and margin.·       Standardize value selling: Create programs with Dell to drive consistent use of TCO/ROI frameworks and repeatable business-case templates across customer engagements.·       Advise field teams: Collaborate with Dell field teams on positioning the full Nutanix stack, financial value selling, purchasing frameworks, and financing options.·       Influence field strategy: Partner with Dell sales leadership to assess customer environments and align commercial strategy to technical roadmaps and transformation goals.·       Build executive relationships: Develop senior contacts at Dell to grow the program and help position this as the lead motion for Dell when selling Nutanix software.·       Productize growth: Surface and advocate new offers, packaging, and finance programs that unlock incremental revenue.Success metrics·       Revenue growth, deal size, deal volume and quota attainment·       Renewal and expansion rates, NRR·       Program creation and growth in its use·       Cross-functional collaboration and influenceWhat You Will BringWorking with and for Dell for 5+ years  Proven enterprise software sales experience with a focus on deal strategy, pricing, and value-based sellingStrong financial modeling (TCO/ROI/NPV) and executive presentation skills Working in a matrixed sales environment with many stakeholdersTrack record of driving renewals, expansions, and large commercial agreementsCreation of programs within Dell or other companies and using those programs to achieve high growthAn understanding of The Channel Model and working successfully within it Position is Remote: The pay range for this position at commencement of employment is expected to be between $268,000 to $402,000 per year; however, base pay offered may vary depending on multiple individualized factors, including market location, job-related knowledge, skills, and experience. The total compensation package for this position may also include other elements, including a sign-on bonus, restricted stock units, and discretionary awards in addition to a full range of medical, financial, and/or other benefits (including 401(k) eligibility and various paid time off benefits, such as vacation, sick time, and parental leave), dependent on the position offered. Details of participation in these benefit plans will be provided if...