Business Development Executive - Dell (Public Sector)

Ingram Micro, Inc.; Field (KY); On-site; USD 90,000 - 150,000; Full time

Job summary

Ingram Micro, Inc. is seeking a Business Development Executive for field sales in the United States, focused on Dell and public sector opportunities.

The role drives growth by expanding the category with existing partners and new customers, leveraging data insights and cross-functional collaboration to deliver category objectives. You will cultivate strong vendor relationships, identify opportunities, and execute sales strategies to expand market presence.

Qualifications

• High school diploma required; bachelor’s degree preferred.
• Minimum 6 years of strategic outside sales or account management, or 4 years in technology or distribution sales.
• Experience in strategic selling, industry knowledge, and data-driven insights.

Responsibilities

• Develop and execute category strategy to drive growth.
• Identify and pursue new business with existing partners.
• Cultivate vendor and partner relationships and negotiate favorable terms.
• Analyze market trends and competitive activity to guide acceleration.
• Collaborate with sales, marketing, product, and operations.
• Engage with key customers to understand needs and feedback.
• Promote Xvantage adoption among partners and vendors.
• Focus on solution selling across a category/portfolio of vendors.

Skills

Strategic selling

Negotiation

Account management

Cross-functional work

Sales forecasting

Customer engagement

Product knowledge

Education

Bachelor’s degree preferred

High school diploma required

Job description

Primary Focus:

Category/Vendor: Dell

Must have Public Sector Experience

The Business Development Executive is focused on driving depth and breadth across a category solution and existing partner base utilizing data insights to identify growth opportunities to deliver on Ingram Micro's goals and outcomes across a category/vendor(s). Your focus will be on cultivating strong relationships with partners and vendors, identifying new business opportunities, and executing sales strategies to retain and expand market share. This role requires a deep understanding of the platform industry, exceptional negotiation skills, and the ability to collaborate effectively with cross-functional teams to achieve category objectives.

Key Responsibilities:

• Category Strategy: Develop and execute a category strategy to drive growth and new business development within the category. Identify emerging trends, customer needs, and potential market opportunities to shape the category's success.
• New Business Opportunities: Identify and pursue new business opportunities within existing partners, including strategic partnerships, alliances, and end-customer acquisition motions, to expand the category's offerings and market reach.
• Vendor and Partner Relations: Cultivate and maintain strong relationships with key vendors and strategic partners. Negotiate and secure favorable terms and conditions to ensure mutual success and accelerate category growth.
• Market Analysis: Conduct in-depth market research and analysis to stay ahead of market trends, competitor activities, and emerging opportunities. Utilize data-driven insights to make informed decisions and guide category acceleration efforts.
• Cross-Functional Collaboration: Collaborate with various internal teams, including sales, marketing, product management, and operations, to align strategies and accelerate new business development.
• Customer Engagement: Engage directly with key existing customers to understand their unique needs and challenges. Leverage Customer feedback to drive product improvements and deliver exceptional Customer experiences.
• Product Portfolio Expansion: Work closely with the product management team to identify opportunities for product expansion or development to meet existing customer demands and capitalize on market trends.
• Xvantage Expertise: Drive insights and actions for reseller partners and vendors. Identifies opportunities to increase usage of the Xvantage platform for both reseller partners and vendors.
• Solution Selling: Focused on a category / portfolio of vendors to build a full solution (vs a specific vendor); Assigned to a vendor, group of vendors and/or accounts.

KNOWLEDGE AND SKILLS:

• Strong understanding of strategic selling principles, order management, project management, and operations.
• Advanced knowledge of Ingram Micro’s solutions, products, services, and value proposition.
• Proven success in growing and maintaining year-over-year sales results.
• Skilled in negotiations, closing sales, coaching associates in high performance culture, and order management.
• Effectively able to manage profit and loss concepts and forecasting.
• Excellent verbal and written communication skills, ability to present in both technical and non- technical terms to large and small audiences.
• Ability to: demonstrate business and financial acumen, use influence effectively to drive ideas and initiatives with internal and external partners, multi-task, respond to rapid change, manage projects, manage detail, manage relationships and resources, and set realistic and achievable goals/objectives and timelines.
• Ability to travel is required - conduct in person customer engagements on regular basis.

Typically, the level of experience and education required to demonstrate these key elements of knowledge/skills/experiences are:

REQUIREMENTS:

A high school diploma (or equivalent) required, bachelor’s degree preferred. Minimum of six years previous strategic, outside sales, account management experience (preferably in a related industry), or four years of technology or distribution experience in a sales or customer service capacity.