Business Development Manager - Dell Technologies

** About Us*
* ** 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:*
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** Our commitment to diversity, as the largest minority- and woman-owned enterprise in the U.S.*
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** Continuous professional growth and leadership opportunities.*
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** Health, wellness, and financial benefits to offer peace of mind to you and your family.*
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** World-class facilities and the technology you need to thrive - in our offices or yours.*
* ** 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 and sell complex technical products or services by understanding customer needs, articulating the value proposition, and providing technical expertise to support the sales process.

- Intermediate

+ Understanding of Information Technology products and solutions to effectively evaluate, implement, and support technological initiatives within an organization.

- Intermediate

+ Ability to examine, clean, transform, and model data to discover useful…