Manager - Dell Specialty Sales

SHI International; Texas; On-site; USD 120,000 - 180,000; Full time

Benefits offered by this job

Health benefits

Wellness program

Financial benefits

Growth opportunities

Job summary

SHI International Corp. seeks a Manager, Dell Specialty Sales to lead a team focused on refresh opportunities across storage, servers, and EUC, aligning Dell channel and direct teams with SHI sales leadership. You will own the team’s results and build the process for ongoing success.

You will develop specialists who can speak credibly about Dell products and roadmaps, and drive bookings, gross profit, and pipeline while coordinating with Account Executives and Solutions Engineers.

Qualifications

• Experience leading Dell Specialty Sales teams.
• Strong coaching and performance management skills.
• Ability to drive renewal and refresh opportunities with Dell.
• Proven track record in achieving bookings, gross profit, and pipeline targets.

Responsibilities

• Lead Dell Specialty Sales Specialists and develop their skills.
• Own the refresh-cycle process and plan across accounts.
• Forecast weekly pipelines and deliver accurate sales forecasts.
• Align with Dell channel/direct teams and SHI sales leadership.

Skills

Dell portfolio knowledge

Team leadership

Sales coaching

Forecasting & KPIs

Executive engagement

Tools

CRM systems (Salesforce)

Dell partner programs

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.

• 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

SHI is a Dell Technologies Titanium Black Partner, and Dell is SHI's #1 hardware partner. The Manager, Dell Specialty Sales leads a team of Dell Specialty Sales Specialists who find and win refresh opportunities across storage, servers, and end-user computing (EUC). This leader owns the team's results, builds the refresh process the team runs on, and develops specialists who can hold credible 100 to 200 level conversations about Dell products, roadmaps, and how the technology works in a customer's environment. The Manager is the main point of alignment between the team, SHI Account Executives, Solutions Engineers, and Dell's channel and direct teams.

Role Description

Team Leadership and Development

• Hire, onboard, and develop Dell Specialty Sales Specialists, setting clear expectations for activity, pipeline, and results.


• Coach specialists through regular 1:1s, call reviews, and deal reviews to sharpen discovery, positioning, and closing skills.


• Build a training plan so every specialist reaches and maintains 100 to 200 level knowledge of Dell Storage, Server, and AI Client portfolios and roadmaps, and earns relevant Dell sales accreditations.

Refresh Program Ownership

• Own the refresh-cycle process: how install base, warranty and support end dates, and SHI purchase history are turned into prioritized outreach lists.


• Assign accounts or territories to specialists and keep coverage balanced.


• Maintain a rolling 6-18 month refresh view across the team's accounts and make sure every upcoming refresh has an owner and a plan.


• Work with Dell and SHI marketing on refresh campaigns and promotions, such as end-of-support, AI PC, and storage/server modernization plays.

Sales Performance and Forecasting

• Own the team's quarterly and annual targets for bookings, gross profit, and pipeline.


• Run weekly pipeline and forecast reviews and deliver an accurate forecast to sales leadership.


• Track team KPIs and act on gaps early.


• Ensure CRM data, Dell deal registrations, and quotes are accurate and follow SHI process.


• Help close key deals through executive engagement, pricing strategy, and escalations with Dell.

Partner and Internal Alignment

• Serve as the main contact between the team and Dell's channel and direct sales leaders, including joint business planning, account mapping, and funding.


• Partner with Account Executives and sales leaders so specialists are seen as a resource that grows their accounts.


• Work with Solutions Engineers on when and how to bring in deeper technical help.


• Promote attach of SHI services such as Integration Center configuration and imaging, deployment, asset management, and device disposition.


• Share market, product, and pricing feedback with SHI's Dell partner team and leadership.

Behaviors and Competencies

• Strategic Thinking: Can analyze complex situations, anticipate future trends, and align and integrate strategies across departments or functions.


• Leadership: Can take ownership of complex team initiatives, collaborate with others in decision-making processes, and drive team performance.


• Innovation: Can navigate major shifts in organizational strategy, support others through change, and champion innovation culture.


• Change Management: Can manage major changes in organizational processes or policies, can facilitate change management processes among others, can mentor others in effective change management, and can adapt change management style based on the situation and the organization's needs.


• Problem-Solving: Can proactively identify and take ownership of complex problem-solving initiatives, initiate preventative measures, collaborate with others to find solutions, and drive successful outcomes.


• Communication: Can effectively communicate complex ideas and information to diverse audiences, facilitate effective communication between others, and mentor others in effective communication.


• Technical Expertise: Can demonstrate a high level of technical expertise in a specified area and can serve as a resource for others.


• Collaboration: Can take ownership of team initiatives, foster a collaborative environment, and ensure that all team members feel valued and heard.


• Continuous Improvement: Can identify major areas for improvement, implement major ch