Dell Account Exec 4, Services Sales (Client Solutions Director) - Russia in Moscow, Russia

Job Description:

As a Client solutions Director you will own the go-to-market strategy for designated clients in Russia, with responsibility for your individual sales target.

You will lead the sales of transformational IT services & solutions, leveraging DellEMC’s Global Services offerings at C-level.


Strategically lead new services business in selected customers in close synergy with the Solution Principal (services pre-sales) and in collaboration with the Product Account team to manage assigned consulting & services sales targets. Position DellEMC solutions to meet customer requirements.

Build in-depth knowledge of clients' business priorities, challenges and initiatives that can be translated into DellEMC solution opportunities. Build value-added relationships within the domain of the account - become the trusted advisor. Lead solutions sales campaigns within large accounts. Have excellent written, verbal and formal presentation skills to client audiences ranging from technical implementers through CTO/CIO levels. Probe for pain while maintaining customer satisfaction.

Identify and pursue consulting & services sales opportunities at assigned accounts. Lead business development and pre-sales initiatives by leveraging both industry and technology background. Earn a reputation for growing and closing solutions business to be sought by DellEMC Sales Management to lead/facilitate the integration and growth throughout their territory.

Use knowledge of technology, industry, processes, and consultative sales skills to assess and educate customers on value of our business know-how and associated implementation expertise. Demonstrate ability to advance sales campaigns in a needs-based and highly participative fashion, including consultative dialog, cross-functional engagement (both within the account and DellEMC), and facilitated workshops.

Responsible for the booking forecast of services and solutions business in assigned accounts. Understand the impact of credentials, and able to leverage appropriate success stories that are relevant to a particular prospect and/or sales situation. Stay abreast of status/details for each campaign and independently provide reliable booking forecasts on a weekly, monthly and quarterly basis.

As a Client Solutions Director you will:

Effectively leverage industry and wider team resources as well as DellEMC business units and partners to advance account relationships and sales campaigns.

Identify / create opportunities for IT transformation/ big data / cloud computing / consulting projects.

Cultivate client relationships throughout the sales and delivery process for mutual long term success.

Possess and demonstrate in-depth knowledge of industry solutions to uncover needs and create value based solutions for the clients; proactively maintain deep knowledge of the IT industry and its landscape and successfully articulate DellEMC’s competitive differentiators which will enable value for the client.

Excellent information gathering skills to communicate client business needs to delivery team for further evaluation. Ability to develop business solutions for clients and communicating them through design documents, written proposals and presentations.

Required Qualifications:

Proven experience in building go to market strategy for transformational consulting services, while consistently achieving or exceeding goals.

Strong track record of proven consulting services experience in full services deal life-cycle; sales, contract negotiation, resourcing, delivery and completion is required.

Consulting Sales and delivery experience in the Russian Banking/Telco sectors will be a strong advantage.

Sales experience in Analytics, Cloud and IT Transformation is required.

Strong experience in the IT industry is expected.

Previous experience in account management, representing the full range of product and services of a vendor, at C level, will be a plus.

Proven success in managing projects/teams with resources coming from different culture and background will be a plus.

Previous experience in selling EMC Consulting offerings will be a plus.

EMC Values:

When you choose our company, you join a diverse world of innovative thought leaders. At our core is a commitment to workplace diversity, the sustainability of our planet, and community corporate involvement. We offer highly competitive salaries, bonus programs, world-class benefits, and unparalleled growth and development opportunities-all to create a compelling and rewarding work environment.

Critical Hiring Criteria:

Functional Area(s):

Consulting, Professional Services



Business Unit:



Russia - Moscow