Business Development Manager - Dell Technologies

shi; Austin (TX); On-site; USD 90,000 - 130,000; Full time

Benefits offered by this job

Diversity leadership

Career growth

Benefits package

Modern facilities/tech

Job summary

SHI International Corp. in Austin is seeking a Business Development Manager for the Dell Technologies portfolio.

You will drive profitable growth through strategic solution selling, technical enablement, and proactive account management across SHI, Dell Technologies, and ecosystem partners. Work with SHI sales teams to identify opportunities, manage the full partner sales cycle, and build trusted advisor relationships.

Qualifications

• Ability to communicate and sell complex technical products to diverse customers.
• Experience driving profitable growth through strategic solution selling.
• Strong cross-functional collaboration and account planning capabilities.

Responsibilities

• Act as subject matter expert for Dell Data Center portfolio with SHI teams.
• Identify new partner opportunities and develop deals with accounts.
• Lead the full sales cycle: prospecting, quoting, closing, and post-sale follow-up.
• Conduct discovery to map IT environments and propose Dell solutions.
• Represent SHI at events and maintain Dell certifications.

Skills

Strategic account management

Technical solution selling

Dell ecosystem knowledge

Relationship building

Cross-functional collaboration

Tools

CRM systems

Job description

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 comp