Global Account Executive, Telecom Italia (TIM)
Rome, Italy
2 gg fa

Key Responsibilities

Telecom Italia (TIM) is a large Dell Technologies’partner & customer. The business relationship is large, trusted and constantly developing.

Main responsibilities include :

  • Leading the business relationship between Dell EMC and Telecom Italia (TIM), on a global basis, and across all Selling motions (Sell-
  • to, Sell-in / Sell-out, Resell).

  • Building and owning the strategy to drive a long term partnership and intimacy with Telecom Italia (TIM), worldwide and delivering solid revenue and margin growth.
  • Bringing innovation, thought leadership and creativity from previous experience together with industry knowledge and expertise

  • Directing all activities of the global account teams for sales, service and technical support to ensure optimum customer satisfaction with Dell EMC products and services and orchestrating a tight interaction with Dell Technologies Strategically Aligned Businesses (VMWare, Pivotal, RSA, Virtustream in particular) .
  • Managing and guiding a large, multicultural, global virtual team and providing and delivering vertical Telecommunication focus and expertise to that team.

  • Developing strategic plans based on industry trending and customer analysis, in particular in the areas of Multi-Cloud, Network Function Virtualization (NFV), Multi-
  • Access Edge Computing, 5G networking and IOT.

  • Directly driving and closing large deals, including Enterprise License Agreements, orchestrating the engagement of a large, global team and all associates interactions and negotiations with Telcom Italia (TIM).
  • Working with Finance, Legal, Sales Ops, and Sales Engineering groups to effectively propose innovative Global solutions.
  • Ensuring proper qualification of sales leads / opportunities and provide high quality opportunity management during all phases of the sales cycle.

  • Participating in contract negotiations. Managing the production of proposals, account or market plans, and forecast / report sales activity.
  • Preparing sales forecasts, account status reports, and recommendations to enhance account growth and revenue potential. Developing and implementing a comprehensive Global Sales Plan.

    Essential Requirements

  • At least 10 years GAM role experience for a Fortune 500 customer in a large organization, including matrix management and complex internal and external stakeholder management.
  • Demonstrated ability to understand the business requirements of the customer and build solutions that addresses the business needs.
  • Strong understanding of the Global Telecommunications industry, trends, competitive environment, technology evolutions.
  • In depth Telecom experience is a plus.

  • Experience in closing major deals, including large and complex business case and understanding of complex P&Ls
  • Focus on relationship building with key executives throughout the ecosystems (Telecom Italia (TIM), Dell Technologies, partners)
  • Ability to play a lead role in driving a team of integrators, resellers and internal employees to grow market share and expand into new areas of the account and aggressively expand our relationships.
  • Strong knowledge of Dell Technologies offerings & value proposition.
  • Benefits

    Our people are the most critical component of our long-term success and their health and wellbeing are our priority. You will enjoy a comprehensive, locally competitive benefits package.

    Dell is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex (including pregnancy), sexual orientation, gender identity and / or expression, national origin, protected veteran status, disability, genetics, or citizenship status (when otherwise legally authorized to work) and will not be discriminated against on the basis of such characteristics or any other status protected by the laws or regulations in the locations where we operate.

    Dell encourages applicants of all ages.

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