Business Development Manager - Dell Technologies

SHI International•Austin, TX

10d•Hybrid

About The Position

Since 1989, SHI International Corp. has helped organizations change the world through technology. We’ve grown every year since, and today we’re proud to be a $16 billion global provider of IT solutions and services. Over 17,000 organizations worldwide rely on SHI’s concierge approach to help them solve what’s next. But the heartbeat of SHI is our employees – all 7,000 of them. If you join our team, you’ll enjoy: Our commitment to diversity, as the largest minority- and woman-owned enterprise in the U.S. Continuous professional growth and leadership opportunities. Health, wellness, and financial benefits to offer peace of mind to you and your family. World-class facilities and the technology you need to thrive – in our offices or yours. The Business Development Manager – Dell Technologies at SHI is responsible for driving profitable growth in the Dell Technologies product portfolio through strategic solution selling, technical enablement, and proactive account management. This role works cross-functionally with SHI’s sales organization, Dell Technologies, and key ecosystem partners to deliver value-driven solutions that address complex customer business challenges. Combining technical expertise, business acumen, and relationship-building skills, the Business Development Manager cultivates new business, expands existing accounts, and positions SHI as a trusted advisor.

Requirements

Completed Bachelor’s Degree or relevant work experience required
5-7 years of experience with IT sales or channel business development role
3-5 years of experience in working with partners and the IT Channel
Experience with Dell’s Data Protection portfolio
Ability to travel to SHI, Partner, and Customer Events
Ability to travel 15%
Ability to work flexible hours
The ability to effectively communicate and sell complex technical products or services by understanding customer needs, articulating the value proposition, and providing technical expertise to support the sales process. - Intermediate
Understanding of Information Technology products and solutions to effectively evaluate, implement, and support technological initiatives within an organization. - Intermediate
Ability to examine, clean, transform, and model data to discover useful information, draw conclusions, and support decision-making. - Intermediate
Comprehension of the inner workings of a company, including its market positioning, competitive dynamics, and operational processes, to inform decision-making and drive sustainable growth. - Intermediate
The ability to effectively utilize applications like Word, Excel, PowerPoint, and Outlook to enhance productivity and perform various tasks efficiently. - Intermediate

Nice To Haves

Can identify the need for, and initiate, regular updates to relevant stakeholders without explicit instructions.
Can identify learning gaps within a team, propose training solutions, and take action to implement them without explicit instructions.
Can identify opportunities for collaboration, propose strategies for effective communication, and build relationships without explicit instructions.
Can identify problems, propose solutions, and take action to resolve them without explicit instructions.
Can set personal goals and work towards them, achieving results consistently.
Can apply critical thinking to analyze data, identify patterns, and make basic inferences.
Can identify patterns and trends in data, propose hypotheses, and use statistical techniques to test them.
Can work effectively in a team, contributing ideas and effort, and respecting the contributions of others.
Can effectively communicate complex ideas and information, and can adapt communication style to the audience.
Can generally use time effectively and is working towards improving task prioritization and deadline management.

Responsibilities

Act as the primary partner subject matter expert and trusted advisor to SHI account executives and customers, providing deep knowledge of the Dell Data Center portfolio
Collaborate with SHI’s sales teams to identify and develop new partner opportunities within assigned accounts and territories
Drive the entire partner sales cycle with Account Executives: prospecting, qualification, solution positioning, quoting, closing, and post-sale follow-up
Conduct technical and business discovery with customers to understand IT environments, pain points, and desired outcomes; architect and recommend Dell solutions accordingly
Lead and participate in customer-facing meetings, presentations, demonstrations, and whiteboarding sessions
Build and maintain strong relationships with Dell partner account teams, technical resources, and ecosystem partners to co-develop go-to-market strategies and maximize revenue
Stay current on Dell’s roadmap, partner programs, promotions, certifications, and competitive landscape
Provide enablement, training, and mentorship to SHI sales teams to increase Dell mindshare and sales effectiveness
Execute joint business plans with Dell and participate in Quarterly Business Reviews, pipeline reviews, and account planning sessions
Track, manage, and report on Dell pipeline, forecast, and results using CRM and other business tools
Support renewals, attach, upsell, and cross-sell motions, with a primary focus on net new business growth and solution expansion
Represent SHI at Dell and industry events as needed
Maintain Dell Data Center certifications through quarterly training goals