Business Development Manager - Dell Technologies

Job Summary

The Business Development Manager – Dell Technologies at SHI is responsible for driving profitable growth in the Dell Technologies product portfolio through strategic solution selling, technical enablement, and proactive account management. This role works cross-functionally with SHI’s sales organization, Dell Technologies, and key ecosystem partners to deliver value-driven solutions that address complex customer business challenges. Combining technical expertise, business acumen, and relationship-building skills, the Business Development Manager cultivates new business, expands existing accounts, and positions SHI as a trusted advisor.

• Act as the primary partner subject matter expert and trusted advisor to SHI account executives and customers, providing deep knowledge of the Dell Data Center portfolio.
• Collaborate with SHI’s sales teams to identify and develop new partner opportunities within assigned accounts and territories.
• Drive the entire partner sales cycle with Account Executives: 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 Dell solutions accordingly.
• Lead and participate in customer‑facing meetings, presentations, demonstrations, and whiteboarding sessions.
• Build and maintain strong relationships with Dell partner account teams, technical resources, and ecosystem partners to co‑develop go‑to‑market strategies and maximize revenue.
• Stay current on Dell’s roadmap, partner programs, promotions, certifications, and competitive landscape.
• Provide enablement, training, and mentorship to SHI sales teams to increase Dell mindshare and sales effectiveness.
• Execute joint business plans with Dell and participate in Quarterly Business Reviews, pipeline reviews, and account planning sessions.
• Track, manage, and report on Dell pipeline, forecast, and results using CRM and other business tools.
• Support renewals, attach, upsell, and cross‑sell motions, with a primary focus on net new business growth and solution expansion.
• Represent SHI at Dell and industry events as needed.
• Maintain Dell Data Center certifications through quarterly training goals.

• 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.

• 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 information, draw conclusions, and support decision‑making.
• Intermediate comprehension of the inner workings of a company, including its market positioning, competitive dynamics, and operational processes, to inform decision‑making and drive sustainable growth.
• Intermediate ability to effectively utilize…