Business Development Manager - Dell Technologies

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 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.

Skill Level Requirements

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 workings of a company, including its market positioning, competitive dynamics, and operational processes, to inform decision-making and drive sustainable growth. - Intermediate

The ability to effectively utilize applications like Word, Excel, PowerPoint, and Outlook to enhance productivity and perform various tasks efficiently. - Intermediate

Other Requirements

Completed Bachelor’s Degree or relevant work experience required

5-7 years of experience with IT sales or channel business development role

3-5 years of experience in working with partners and the IT Channel

Experience with Dell’s Data Protection portfolio

Ability to travel to SHI, Partner, and Customer Events

Ability to travel 15%

Ability to work flexible hours

The base salary range for this position is $50,000 - $90,000. The estimated on-target earnings, or OTE, which includes a base salary and bonus, are $70,000 - $110,000. The compensation for this position is dependent on job-related knowledge, skills, experience, and market location and, therefore, will vary from individual to individual. Benefits may include, but are not limited to, medical, vision, dental, 401K, and flexible spending.

Equal Employment Opportunity – M/F/Disability/Protected Veteran Status