Manager - Dell Specialty Sales

SHI International Corp.•US - TX - Home Office, TX

1d•$150,000 - $250,000

About The Position

The Manager, Dell Specialty Sales leads a team of Dell Specialty Sales Specialists who identify and win refresh opportunities across storage, servers, and end-user computing. The manager owns team results, builds and oversees the refresh process, and develops specialists capable of conducting credible 100- to 200-level discussions about Dell products, roadmaps, and customer environments. This role is the primary point of alignment among the team, SHI Account Executives, Solutions Engineers, and Dell channel and direct sales teams. The manager hires, onboards, and develops specialists; sets expectations for activity, pipeline, and results; and coaches through regular one-on-ones, call reviews, and deal reviews. They build training plans to develop and maintain Dell portfolio and roadmap knowledge and support specialists in earning relevant Dell sales accreditations. The role owns the team’s refresh-cycle process, including using install-base information, warranty and support end dates, and SHI purchase history to prioritize outreach. It assigns account or territory coverage, maintains a rolling 6–18 month refresh view, and ensures upcoming refreshes have an owner and plan. The manager also coordinates refresh campaigns with Dell and SHI marketing. The manager is accountable for quarterly and annual bookings, gross profit, and pipeline targets; conducts weekly pipeline and forecast reviews; tracks KPIs; ensures accurate CRM data, deal registrations, and quotes; and supports key deals through executive engagement, pricing strategy, and Dell escalations. The role partners with Dell, SHI sales teams, and Solutions Engineers, promotes the attachment of SHI services, and shares market, product, and pricing feedback with SHI’s Dell partner team and leadership.

Requirements

Completed bachelor’s degree or relevant work experience.
At least 4 years of technology sales experience, including at least 2 years leading or coaching a sales team, formally or as a team lead.
Track record of achieving team or individual quota in hardware or infrastructure sales.
Working knowledge of storage, servers, and end-user devices, and why customers refresh them.
Experience building and running a repeatable outbound or lifecycle-based sales process.
Strong forecasting, pipeline management, and CRM skills.
Ability to travel 20%.
Expert-level expertise leveraging cloud-based platforms and services to build, deploy, and manage applications and data on the internet.
Expert-level ability to maintain, manage, and optimize data communication networks and systems.
Expert-level proficiency with security solutions from leading vendors such as Okta, Crowdstrike, Palo Alto, Proofpoint, CyberArk, SailPoint, Fastly, FireEye, and Fortinet.
Expert-level ability to define, design, build, and maintain systems and solutions by leveraging systems and infrastructure.
Expert-level ability to oversee and direct projects to completion, meeting goals, using resources efficiently, and satisfying stakeholders.
Expert-level ability to examine, clean, transform, and model data to support analysis and decision-making.

Nice To Haves

Dell Technologies sales accreditations in Storage, Server, or Client.
Experience at a solution provider.
Experience managing an OEM partner relationship, including joint business planning and partner funding.
Familiarity with Dell programs such as deal registration, APEX, ProSupport, and Dell Financial Services.

Responsibilities

Hire, onboard, and develop Dell Specialty Sales Specialists, setting expectations for activity, pipeline, and results.
Coach specialists through regular one-on-ones, call reviews, and deal reviews to strengthen discovery, positioning, and closing skills.
Build a training plan to develop and maintain 100- to 200-level knowledge of Dell Storage, Server, and AI Client portfolios and roadmaps, and support relevant Dell sales accreditations.
Own the refresh-cycle process that turns install base, warranty and support end dates, and SHI purchase history into prioritized outreach lists.
Assign accounts or territories and maintain balanced specialist coverage.
Maintain a rolling 6–18 month refresh view across team accounts and ensure each upcoming refresh has an owner and plan.
Work with Dell and SHI marketing on refresh campaigns and promotions, including end-of-support, AI PC, and storage/server modernization plays.
Own quarterly and annual team targets for bookings, gross profit, and pipeline.
Run weekly pipeline and forecast reviews and deliver an accurate forecast to sales leadership.
Track team KPIs and address performance gaps early.
Ensure CRM data, Dell deal registrations, and quotes are accurate and comply with SHI processes.
Help close key deals through executive engagement, pricing strategy, and escalations with Dell.
Serve as the main contact between the team and Dell channel and direct sales leaders, including for joint business planning, account mapping, and funding.
Partner with Account Executives and sales leaders so specialists help grow their accounts.
Coordinate with Solutions Engineers on when and how to engage deeper technical support.
Promote attachment of SHI services, including Integration Center configuration and imaging, deployment, asset management, and device disposition.
Share market, product, and pricing feedback with SHI’s Dell partner team and leadership.