Sales Engineer I

Job description

Sales Engineering Job Family Summary

Provides pre-sales technical support to field sales teams during the sales process. Accountable for the technical validity and interoperab ility
of solution and the direct relationship with the customers' strategic business plans.

Principal Accountabilities
This position defines the overall Dell solution for the customer and makes presentations on all aspects of company products a nd services.
Assists the sales staff in assessing potential application of company products and services to meet customer needs.
Prepares detailed product specifications for the purpose of selling high end product and solutions.
Conducts customer needs analysis.
Provides project scoping.
Coordinates internal specialists and inter-department activities.
Assists sellers in creating demand for product.
Requires a high degree of technical competency to respond to customer needs and to discuss product capabilities and applications with technical users/buyers.
Customarily and regularly engaged at client facilities and delivers high impact presentations leveraging strong technical skills.

Desired profile

Uses thought leadership to build customer relationships and assist
customers in developing business solutions using Dell products and services.
Coaches others in closing complex deals and assists others in keeping up-to-date on Dell's technology, products, and services.
Exhibits a broad base knowledge of multiple or related industries as well as an acute business understanding.
Organizes internal/external resources in response to customer needs.
Articulates how the Dell business model relates to selling Dell products and services.
Key point of contact for customer but may escalate customer issues.

Works with minimal direction.
Work is guided by sales objectives.
Manages multiple assignments and customer sales.
Independently determines approach to sales activities.
Anticipates and prevents potential problems.
Independently develops solutions that are thorough, practical, and consistent with functional or customer objectives.
Provide guidance, direction and subject matter expertise to lower level representatives.
Updates management on sales activities and achievement of objectives.

Account Complexity
Number of Products/Services Sold: Sells multiple LOBs and/or high-end services (e.g. after point of sale, warranty tags, break fix, managed / professional services).
Type of Product/Service Sold: Sells computers, printers, peripherals and
break/fix with some sales of servers,
storage, and managed services.
Number of Accounts: Sells to a small number of medium to large accounts, or owns small to medium size accounts in a specified territory.
To Whom is the Product/Service Being Sold: Sells products/services to small or medium businesses and to purchasing groups in large organizations.
Number of Decision Makers Involved in the Sale: Will typically deal with more than one decision maker unless dealing with multiple small/medium business owners across a broader account set.
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