דרושים Business Development Executive ב-Dell ב-יפן

Key Responsibilities:

AI PC業界における収益目標とユニットシェアの成長を推進。

Qualcomm Technologyの新しいユースケースを作り、デルの製品を主要な市場セグメントに位置付ける。

市場および競合評価

• 業界のトレンド、顧客の要件、競争環境を監視して、新しいビジネスチャンスを特定します。
• 競合他社の活動や市場の変化を先取りし、インサイトを活用してコラボレーションと成長のための革新的な戦略を策定します。

必要条件：

• 言語スキル:ビジネスレベルの英語/日本語能力は必須。
• 経験: 15年以上のIT業界マーケット、メーカー、またはSIerでの販売事業開発と営業経験。
• 技術的な洞察力: Qualcommの製品ポートフォリオを理解し、価値提案を効果的に表現する適性。
• スキルと属性: 強力な戦略的思考と分析スキル、およびテクノロジー ソリューションをビジネス成果に結び付ける能力。上級の利害関係者に影響を与えることができる、優れたコミュニケーションスキルとプレゼンテーションスキル。複雑で多面的なパートナーシップを管理し、複数のイニシアチブに優先順位を付ける能力。

必要条件：

• クライアント製品のハードウェア知識
• クライアント製品の販売営業のご経験
• クライアント製品のLCMのご提案、マネージメント経験
• ERP/HRMソフトウェア等のビジネスソフトウェアの知識、販売経験
• エンドポイントセキュリティの知識
• ハイエンドPCの技術提案経験、仮想化、VDIソリューションを含むクライアントソリューションの提案あればなお可
• ビジネスレベルの英語力

Key Responsibilities:

Business Growth

• Drive revenue goals and unit share growth in the AI PC industry.
• Own development and execution of Dell-Qualcomm go-to-market (GTM) plans to Enterprise customers.
• Build and manage opportunity pipeline, track business development KPIs.
• Identify and develop new use cases for Qualcomm’s technologies to position Dell’s offerings in key market segments.
• Jointly develop new accounts and expand existing ones.

Strategic Relationship Management

• Serve as the geo liaison between Dell and Qualcomm, managing executive relationships and key stakeholder engagement. Drive quarterly business reviews / planning sessions to ensure consistency in sales execution.
• Work in partnership with Dell Client Solutions and Core sales executives, maintain x-functional engagement with marketing, services, product teams.
• Build and maintain effective relationships with customers and decision-makers.

Sales, Customer and Partner Engagement

• Guide customers and partners on solutions, services, ecosystem partnerships, value proposition, total cost of ownership (TCO), and commercials.
• Engage in customer presentations, seminars, and workshops. Understand end-user challenges and requirements, and tailor solutions to needs.
• Develop solution proposals and respond to customer RFPs.
• Go-to resource for sales reps to answer technical, process-related questions.
• Train sales teams on Qualcomm and Dell value propositions, provide guidance during the sales process.

Market and Competitive Assessment

• Monitor industry trends, customer requirements and competitive landscape to identify new business opportunities.
• Stay ahead of competitor activities and market shifts, leveraging insights to create innovative strategies for collaboration and growth.

Requirements:

• Language Skills: Business-level English / Japanese (speaking / writing) proficiency is mandatory.
• Experience: 15+ years in sales business development and account management within the technology sector.
• Technical Acumen: Aptitude to understand Qualcomm’s product portfolio and articulate value proposition effectively.

Inside Solutions Architect (iSA) for APJC

to do the best work of your career and make a profound social impact.

The Dell Technologiesrole is designed to develop recent college/university graduates and individuals in their early career into skilled
Presales Solutions Architectsmoving forward. This role blends the art of sales with the science of technology. We strive to act as trusted technology advisors to our customers to help recommend and design technology-based products and solutions. In this role you will:

• Develop your knowledge of Dell Technologies’ datacenter solutions.

• Develop professional consultative skills used to gather customer requirements and IT environment specifics.
• Work with diverse teams and individuals to collaboratively architect unique technical solutions.
• Deliver product demos and presentations on product features and benefits.

• Drive the latest trends in Modernized Datacenters, software-defined initiatives, cloud and artificial intelligence which are changing how customers deploy and operate IT infrastructure.

What you’ll learn:

• Modern datacenter infrastructure and technology trends.
• How Dell Technologies and our strategically aligned businesses help customers solve their IT and business challenges.
• Consultative technical design and selling skills.
• How to drive customer innovation using cutting-edge technologies.
• Communication skills, business acumen skills, presentation skills, and influential skills.

• A Bachelors/Masters Degree in IT/Computer Science or any IT related field.Proficient in spoken and writtenEnglish & Thai
• Proven technology skills, outstanding interpersonal abilities, strong written and verbal communication skills. Great attitude and passionate about technology. Server, Storage, Networking & virtualization knowledge. Attention to detail and problem-solving capabilities. Being an innovative thinker and a self-starter with a desire-to-win type mindset. Creative and resourceful, with a true passion for technology

Desirable Requirements

• Internship or work experience in a technology-related field or a technology company
• Work related experience as a presales/solutions architect

As an Account Executive, you will develop new accounts or expand existing accounts within an established geographic territory or product line, building strong customer relationships in the field while ensuring a great customer experience for all.
•Manage and support territory and accounts, including account planning, sales forecasting and facilitating organizational alignment in cross-functional virtual teams
•Understand customers’ business and solution requirements to ensure satisfaction with our solutions
•Identify business trends and leverage strengths of the sales team to create a differentiated offering while positioning ourselves to capture business
•Provide direction, support and coaching to internal teams
•Grow the territory or account base to attain financial objectives•12 to 15 years of related experience in a relationship selling role
•Ability to leverage other teams, such as the internal sales force, pre-sales, services consultants, product managers and finance
•Aptitude for understanding how technology products and solutions solve business problems
•Strong communication, collaboration, negotiation and executive presentation skills and ability to provide insight and thought leadership to senior level executives
•Bachelor’s degree

Partner Relationship Management:

• Develop, manage, and strengthen strategic partnerships with OEM channel partners.
• Align Dell’s OEM solutions with partner business models to drive engagement and collaboration.
• Act as a trusted advisor, helping partners develop, position and differentiate OEM-based solutions.
• Foster long-term relationships with key partner stakeholders, including executives, sales and functional teams.

Sales & Business Development:

• Identify, onboard, and nurture new OEM channel partners to expand Dell’s market reach.
• Collaborate with partners to drive demand generation and close revenue opportunities.
• Support partners in navigating Dell’s OEM offerings, product roadmaps, and technical resources.
• Work with Dell’s core, channel sales and SE and product group (PG) to optimise partner sales motions and increase win rates.

Go-to-Market (GTM) Execution:

• Drive joint OEM GTM strategies with partners to create differentiated and competitive solutions.
• Partner with marketing teams to implement OEM specific campaigns, events, and demand-generation initiatives.
• Ensure partners maximise Dell’s Channel Partner Program benefits, including rebates and incentives.
• Drive seeding and Proof-of-Concept (PoC) opportunities in collaboration with technology partners (e.g., Intel, AMD, etc.).

Technical & Commercial Enablement:

• Provide partners with training and enablement on Dell’s OEM portfolio, customisation options, and lifecycle management.
• Assist partners by connecting them with Dell’s OEM Product Group for design, integration and certification support.
• Collaborate closely with Dell’s OEM Sales Engineering team to address partner requirements and solution development.

Performance Management & Forecasting:

• Monitor and analyse partner sales performance, pipeline, and forecast accuracy.
• Conduct regular business reviews with partners to assess progress, identify growth opportunities, and refine business plans.
• Ensure compliance with Dell’s Channel partner program, policies, and OEM channel best practices.