Job Details

Global Account Manager

The enterprise Global Account Manager will provide regional strategic leadership, accelerate growth, and elevate the level of sales expertise through collaboration with FAE and account managers. Additionally, this Sales executive will have direct responsibility for developing and maintaining senior-level customer relationships in the US and overseas. Primarily, this individual will be a growth driver through customer-driven strategies.

Specific Responsibilities Include:

• Strategic Account Management
• Develop, continually adjust, and execute strategic plans to manage and grow Dell globally.
• Serve as the primary point of contact for key stakeholders.
• Build and maintain long-term credibility and relationships.
• Develop and lead senior-level customer relationships.
• Business Development
• Identify new business opportunities, strategies, and partnerships.
• Collaborate with TE product development, engineering, system architecture, and marketing teams to tailor solutions that meet client needs and expand market share.
• Market Analysis
• Keep abreast of industry trends, market conditions, and competitive activities. Adjust strategies accordingly to maintain a competitive edge and anticipate customer needs.
• Customer Engagement
• Maintain strong, long-lasting customer relationships by understanding their business needs and technical requirements.
• Enhance customer satisfaction and retention through superior service and support.
• Engage with customers and various ecosystem partners to identify the most significant market trends in AI and high-speed computing that will accelerate the growth of our DDN business.
• Identify and respond to key customers' needs, effectively converting the current sales funnel into realized customer wins.
• Delivering Revenue Targets
• Achieve and exceed annual global sales targets within the assigned account.
• Develop a robust sales pipeline, forecast sales, and track key account metrics.
• Own and convert opportunities into tangible results to deliver profitable growth for DDN.
• Increase sales revenue and market share, continually expand into accounts, and grow customer relationships with weekly in-person customer meetings.
• Team Leadership
• Lead, mentor, and expand a team of technical sales professionals.
• Prioritize talent development and team development.
• Recruit, build, and successfully coach your team to meet market demand.
• Set clear team goals and deliverables, provide training, and ensure alignment with overall business objectives.
• Collaboration
• Work closely with cross-functional teams, including product management, engineering, system architecture, and customer service, to ensure a cohesive and effective sales strategy.
• Some evening communication with Asia will be required every week.

Professional Experience/Qualifications The Global Account Manager will be a highly experienced executive with 10+ years of successful selling in the data center/enterprise server market. Experience in managing, building, invigorating, and leading teams, as well as driving share growth, is a must. Specifically, the successful candidate will have:

• 10 years of relevant market segment sales experience, with at least 5 years successfully leading sales teams.
• Experience in the AI or high-speed computing industry.
• Proven sales executive experience, meeting or exceeding targets.
• Prior experience in enterprise customers such as Dell, HP, or Cisco application sales with a deep understanding of the enterprise market space.
• Track record of building strategic opportunities, negotiating, and closing large technology-oriented contracts.
• Skilled at communicating and leveraging value propositions.
• Ability to understand the big picture, uncover customer needs, and translate into selling opportunities.
• Experience in negotiating legal contracts to drive desired business agreement results.
• Strong business sense and industry expertise.
• Ability to build, develop, and lead a high-performance sales team.
• Career progression capability and aspiration.
• Strong familiarity with CRM tools and systems (Salesforce) is desirable.
• Technical aptitude/engineering undergraduate degree required.
• Ability to travel up to 30-40% including international travel.

Leadership Qualifications The Global Account Manager will be an inspiring leader who energizes teams with strong emotional intelligence, effective coaching, talent development, high energy, and achieves lasting results and leadership respect. The Global Account Manager should possess the following skills:

• Team Leadership
• This individual will be a proven leader, team player, and developer of talent who inspires and motivates others through customer focus, enthusiasm for the business, and a strong sense of teamwork and camaraderie.
• This person will be recognized for setting clear goals and priorities, and for developing and implementing the strategies, plans, and processes necessary to achieve these objectives.
• Sales Team Development
• Excellent mentoring, coaching, and people management skills are a must.
• Sales Leadership Skills
• Excellent sales leadership skills as demonstrated by a record of guiding sales growth through an organization.
• Strong relationship development, collaboration, and influencing skills.
• Delivery and Results Oriented
• The ability to find solutions and generate results in a dynamic environment.
• Influencing Skills
• Keen listening, open-mindedness, and strong interpersonal skills so that the necessary alliances with internal and external groups can be forged and developed quickly.
• Communications Skills
• Comfortable communicating both formally and informally with senior executives.
• Adaptability
• Able to thrive in a fast-paced global environment where flexibility, resilience, comfort with ambiguity, and adaptability to change are needed.

Education An undergraduate degree in engineering is required. An advanced degree, such as a Master of Business Administration degree, is desirable.

Job Locations: Dallas - Fort Worth, Texas 75001 United States Travel Required: 25% to 50%