Business Development Manager - Dell Technologies

## Business Development Manager - Dell Technologies Apply:
Austin, TX USA:
Somerset, NJ USA:
Full time:
Posted Today:
End Date:
December 18, 2026 (30+ days left to apply):
JR3748#
** 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 $16 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 7,000 of them. If you join our team, you’ll enjoy:**
* ** Our commitment to diversity, as the largest minority- and woman-owned enterprise in the U.S.**
* ** Continuous professional growth and leadership opportunities.**
* ** Health, wellness, and financial benefits to offer peace of mind to you and your family.**
* ** World-class facilities and the technology you need to thrive – in our offices or yours.**#
** 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.
** Role Description
*** 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
** 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…