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Dell Senior Advisor, Product Management -Data Centre Power & Cooling in Bayan Lepas, Malaysia

Candidate Overview

The ideal candidate will have a proven record of accomplishment working across teams to deliver results, drives marketing activities and has a deep knowledge of Data Centre critical infrastructure (Power & Cooling) technologies and complimentary solutions. Identifying and communicating customer value proposition whilst maintaining relationships with sales, channel partners, and third party alliances is key to success in this role. The person fit for this role must be highly motivated and self-driven, will thrive in a fast-paced environment and can adapt quickly in a dynamic landscape.

Product Management

  • Primary Partner domain PoC in the South Asia region

  • Subject Matter Expert (SME)

  • Clearly position partner solutions and benefits to customers

  • Work with cross-functional teams (PG, Sales, Marketing etc.) to position partner solutions appropriately

  • Guide product introductions, updates and EOL processes.

  • Ensure proper positioning of partner products and solutions online where applicable

Business Management

  • Maximize the Product P&L including revenue and margin

  • Manage partner MDF budget to maximize ROI and revenue generation

  • Assist in development and execution of program events and incentives

  • Track and report ROI on MDF spend, incentives and events

  • Competitive & Win/Loss Analysis

  • Pipeline Management, development and tracking

  • Provide operational support (order escalation, reporting, etc.)

  • Coordinate with Partner Team to identify measurable objectives each quarter and execute on activities needed to achieve said goals

  • Execute quarterly business reviews, both internally and with Partners

Sales Engagement

  • Evangelize products / solutions with ISG and generalist sales community

  • Support field Sales AE (Account Executive), SE(System Engineer), SC(System Consultant), TSR (Technical Sales Representative), ISR (Inside Sales Representative) and Services

  • Align partner and Dell field resources to drive new sales opportunities

  • Assist with customer facing pre sales, conference calls & presentations

  • Promote and provide deal registration support

  • Manage solution quoting process and pricing guidance

  • Manage & maintain partner SKU catalog to ensure accuracy.

  • Leverage OAKS, EI Portal and other tools for development and delivery of sales enablement

  • Support inclusion of partner in Dell EMC events

  • Coordinate and deliver training to Dell EMC teams

General

  • Knowledge of IT technology market and solutions

  • Strong leadership and business acumen as a business leader. Sales and Marketing experience preferred.

  • Be able to working with cross site and cross functional teams

  • Strong written & verbal communication skills to work with sales and partners

  • Microsoft Suite & Salesforce proficiency desirable

Qualifications

  • The ideal candidate will have a proven record of accomplishment working across direct & virtual teams to deliver results, drive marketing activities and has a deep knowledge of Data Centre critical infrastructure (Power & Cooling) technologies and complimentary solutions.

  • Identifying and communicating customer value proposition whilst maintaining relationships with sales, channel partners, and third party alliances is key to success in this role.

  • The person fit for this role must be highly motivated and self-driven, will thrive in a fast-paced environment and can adapt quickly in a dynamic landscape.

  • Knowledge of IT technology market and solutions

  • Tertiary qualifications in a related field &/or relevant equivalent of on the job experience (5+ years).

  • Strong leadership and business acumen as a business leader. Sales and Marketing experience preferred.

  • Be able to working with cross site and cross functional teams

  • Strong written & verbal communication skills.

  • Microsoft Suite & Salesforce proficiency desirable.

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