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.

• 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 information, draw conclusions, and support decision‑making.
  
  - Intermediate
• Comprehension of the inner…