Business Development Manager - Dell Technologies

SHI International Corp.•Austin, TX

21h•$70,000 - $100,000

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 is responsible for driving profitable growth in their selected partners' products through strategic solution selling, technical enablement, and proactive account management. The Business Development Manager works cross-functionally with SHI’s sales organization, the partner, and key ecosystem partners to create and deliver value-driven solutions that address complex customer business challenges. This role blends technical expertise, business acumen, and relationship-building to cultivate new business, expand existing accounts, and position SHI as a trusted partner advisor.

Requirements

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
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
Ability to travel to SHI, Partner, and Customer Events
Ability to travel 15%
Ability to work flexible hours

Responsibilities

Act as the primary partner subject matter expert and trusted advisor to SHI account executives and customers, providing deep knowledge of Dell Datacenter
Collaborate with SHI’s sales teams to identify and develop new partner opportunities within assigned accounts and territories.
In conjunction with Account Executives, drive the entire partner sales cycle: 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 the partners solutions accordingly.
Lead and participate in customer-facing meetings, presentations, demonstrations, and whiteboarding sessions.
Build and maintain strong relationships with the partners account teams, technical resources, and ecosystem partners to co-develop go-to-market strategies and maximize revenue.
Stay current on the partners roadmap, partner programs, promotions, certifications, and competitive landscape.
Provide enablement, training, and mentorship to SHI sales teams to increase the partners mindshare and sales effectiveness.
Execute joint business plans with the partner and participate in Quarterly Business Reviews, pipeline reviews, and account planning sessions.
Track, manage, and report on the partners pipeline, forecast, and results using CRM and other business tools.
Support renewals, attach, upsell, and cross-sell motions, but with a primary focus on net new business growth and solution expansion.
Represent SHI at partners and industry events as needed.
Maintain required Datacenter sales certifications via quarterly training goals