Sales Engineer- Dell

D&H Distributing•Harrisburg, PA

38d•Hybrid

About The Position

The Sales Engineer (SE) is responsible for technical design and sales enablement to drive revenue within their respective solution category or vendor. They act as the technical subject matter expert and hold relevant certifications so as to thoroughly understand products, features, functions, benefits, design and implementation. They are responsible for educating and enabling partners and the D&H team in areas such as market trends, use cases, best practices, solution design and technology deployment. ESSENTIAL DUTIES AND RESPONSIBILITIES: · Technical Acumen: Achieve and maintain deep technical knowledge, competencies and certifications for vendors within assigned solution category. · Sales Enablement: Assist the D&H sales team to prospect and engage high propensity customers; develop technical solutions to support and win sales opportunities through D&H customers. · Market Knowledge: Maintain deep knowledge of technology vendors, product strategies and roadmap, and competitive market dynamics within assigned category. · Product Training: Facilitate technical and sales training for D&H customers and co-owners for assigned solution category; communicate use cases, best practices and market trends. · Services Attach: Understand and attach relevant D&H services such as assessments, implementation services and managed services to solutions in assigned category. · Solution Design: Work closely with Modern Solutions BU members and key vendors to design and enhance relevant solutions that can be proactively offered to partners and customers. · Marketing Alignment: Collaborate with D&H marketing and identify vehicles including live classroom and webinar events, on demand videos, whitepapers, and product demonstrations to evangelize modern solutions. · Revenue Production: Help the D&H Modern Solutions BU achieve revenue and financial targets to advance the business. · CRM Utilization. Utilize D&H CRM system to track and manage cases and opportunities. · Operational Knowledge: Deep understanding of all D&H and vendor systems and platforms required to execute job responsibilities. · Relationship Management: Develop and manage relationships with key vendors, partners and D&H team members to ensure mutual business success. · Executive Communication: Deliver updates and progress reports to D&H executive team on vendor performance and partnership and provide feedback on technical ideas to increase revenue. · Events: Represent D&H at targeted company or industry events to evangelize the D&H Modern Solutions strategy, deliver technical information and drive revenue opportunities. · Internal Transformation: Evangelize D&H Modern Solutions strategy. · Other related duties as assigned.

Requirements

High technical acumen with demonstrated work experience around cloud technology.
Knowledge of the overall technology market and competitive landscape.
Understanding of the cloud and managed service provider business models.
Sales and partner relationship management expertise.
Strong presentation and communication skills.
Analytical and problem-solving skills.
Ability to think and work creatively to develop joint value propositions.
Executive presence and ability to conduct professional meetings.
Self-motivated with good time management skills.
Results oriented with strong financial forecasting skills.
Ability to qualify and prioritize business opportunities.
Bachelor's degree or equivalent experience.
Relevant technical certifications (or ability to achieve them as required).
5+ years of technical sales, product management or design, and/or technical support experience.
Experience working cross functionally within an organization.

Responsibilities

Achieve and maintain deep technical knowledge, competencies and certifications for vendors within assigned solution category.
Assist the D&H sales team to prospect and engage high propensity customers; develop technical solutions to support and win sales opportunities through D&H customers.
Maintain deep knowledge of technology vendors, product strategies and roadmap, and competitive market dynamics within assigned category.
Facilitate technical and sales training for D&H customers and co-owners for assigned solution category; communicate use cases, best practices and market trends.
Understand and attach relevant D&H services such as assessments, implementation services and managed services to solutions in assigned category.
Work closely with Modern Solutions BU members and key vendors to design and enhance relevant solutions that can be proactively offered to partners and customers.
Collaborate with D&H marketing and identify vehicles including live classroom and webinar events, on demand videos, whitepapers, and product demonstrations to evangelize modern solutions.
Help the D&H Modern Solutions BU achieve revenue and financial targets to advance the business.
Utilize D&H CRM system to track and manage cases and opportunities.
Deep understanding of all D&H and vendor systems and platforms required to execute job responsibilities.
Develop and manage relationships with key vendors, partners and D&H team members to ensure mutual business success.
Deliver updates and progress reports to D&H executive team on vendor performance and partnership and provide feedback on technical ideas to increase revenue.
Represent D&H at targeted company or industry events to evangelize the D&H Modern Solutions strategy, deliver technical information and drive revenue opportunities.
Evangelize D&H Modern Solutions strategy.
Other related duties as assigned.