Business Development Manager - Dell Technologies

** 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 $15 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 6,000 of them. If you join our team, you’ll enjoy:**#
** Job Summary
** 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.
** Role Description
*** 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
** Behaviors and Competencies
*** Reporting:
Can identify the need for, and initiate, regular updates to relevant stakeholders without explicit instructions.
* Training:
Can identify learning gaps within a team, propose training solutions, and take action to implement them without explicit instructions.
* Relationship Building:
Can identify opportunities for collaboration, propose strategies for effective communication, and build relationships without explicit instructions.
* Problem-Solving:
Can identify problems, propose solutions, and take action to resolve them without explicit instructions.
* Results Orientation:
Can set personal goals and work towards them, achieving results consistently.
* Analytical Thinking:
Can apply critical thinking to analyze data, identify patterns, and make basic inferences.
* Data Analysis:
Can identify patterns and trends in data, propose hypotheses, and use statistical techniques to test them.
* Teamwork:
Can work effectively in a team, contributing ideas and effort, and respecting the contributions of others.
* Communication:
Can effectively communicate complex ideas and information, and can adapt communication style to the audience.
* Time Management:
Can generally use time effectively and is working towards improving task prioritization and deadline management.
** Skill Level Requirements
*** The ability to effectively communicate…