Dell Strategic Account Manager in China

Strategic Account Manager

Job ID R06862

Date posted 10/10/2017

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The AE will be responsible for delivering the business goals with identified key verticals and accounts. Manage existing account base and develop new opportunities & accounts. Build relationships with key account executives, understand customer business problems, and help solve problems through Dell OEM-based solutions, products and services. Engage technical decision makers, product teams, policy makers, and business leaders of existing and potential customers to understand customer business & strategy. Required to work effectively with both internal and external engineering teams with the goal of negotiating and locking in custom engineering contract developments with OEM Solution partners. Able to work independently in a fast paced and cross functional environment.

The OEMAE is to:

  1. lead the country strategy and engagement with Key Accounts

  2. deliver the sales targets

  3. identify the multiple sales opportunities within the assigned accounts and set account goals

  4. influence all levels of critical departments in accounts through direct activity and coordinating linked team resources to achieve

  5. understand customer's objectives, business model, requirements, organization chart, key decision makers, cost structure and the purchase plan

  6. build productive customer relationships at different management levels and identify and develop opportunities for new business in current and future accounts

develop winning strategies in response to industry trends and directions. Anticipates trends and sees business risks and opportunities


  1. Minimum Degree with 10+ years with solution selling experience with Enterprises Solutions ( server, storage) and Client products

  2. Extensive knowledge of OEM industry, its business model, its dynamic trend and direction, and technologies

  3. Experience in appliances, embedded solutions preferred

  4. Proven track record in establishing credibility with key decision makers through demonstrating strong interpersonal communication skills, and in depth knowledge of customer business needs, and solving their business problem

  5. Excellent written and verbal communications

  6. Established interpersonal skills, strong strategy development, program management and relationship management skills and be capable of influencing across multiple groups and/or organizations

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