AI Sales, Business Development Executive

At Dell Technologies, we create the extraordinary. Our AI Sales Biz Dev Executives are the experts who sell AI innovation to the world. Responsible for AI business growth & sales enablement, they get to know Dell Technology’s best of breed infrastructure solutions, Services capabilities, eco-system partnerships and GTM strategy to help drive large complex & transformational opportunities. Sales enablement is integral part of the role to train core sales & presales teams. Our core sales teams will rely on them for AI solutions advice during the sales process and advise customers on everything from AI solutions, services capabilities, manage eco-system partnerships, value proposition & TCO, through to commercials. 

Role Description:

As an AI business development executive, you will proactively identify, qualify and work in partnership with sales executives in a matrix environment to sell comprehensive AI solutions based on a thorough understanding of both short- and long-term customer requirements. This includes, but is not limited to:

• Discovery of customer requirements, in partnership with core sales
• Jointly develop new accounts and expand existing accounts
• Develop and implement AI solutions sales strategies in key accounts
• Maintain effective customer relationships with key decision makers & influencers
• Engage in customer presentations, focused seminars, solutions workshops & EBC
• Competitive differentiation of Dell & eco-system partner AI solutions
• Solution proposal development
• Support customer RFI/RFP response
• Sales support for customer product evaluations and Proof of Concept engagements
• Field sales enablement, evangelize use-cases & best practices sharing

Role Requirements:

• Business level English (Speaking/Writing) and Native Japanese language skill are mandatory
• 15+ years of related sales business development experience
• Experience in training core sales and other specialty presales teams
• Collaborate and work closely with Engineering teams, eco-system partners given the cross-functional nature of the role
• 10-12 years of deep technical expertise across multiple disciplines. Understanding of hardware designs for Servers, Storage, Networking of HPC and AI systems. Specific vertical experiences will also be a plus
• Solution-selling skills with maniacal focus on business outcomes, solving customer problems, TCO and accounting techniques; comfortable talking about Server, Storage, Networking and Services offerings
• Relationship-minded and build trust with key influencers in LOB, experienced in selling outside traditional IT
• Use-case evangelist, develop POV on infrastructure with BU and Sales, bring credibility to Dell, able to enable Sales and provide Product Group feedback to refine offers
• Strong local language & English communication skills
• Minimum a bachelor’s degree in related field (desired)