Poste
JOB PURPOSE
Together with the Country Marketing Manager and the Field marketing managers, the Marketing Engagement Manager (MEM) is responsible for enabling in-country Large Enterprise (LE) and Public (PUB) sales teams (incl. ISR, AE, and Solution Sales Teams) to drive Dell’s transformation to a vertical and/or solution oriented sales approach. In this role, he/she is assisting the sales teams by delivering valuable campaigns and other supporting marketing vehicles (Account Plays, Sales Motions, promotions, sales training, online & offline tools, collaterals, events, …) to sell Dell’s solution portfolio to LE and PUB customers.
In conjunction with the PLE CMM, the PLE MEM ensures that local marketing activities are competitive and market driven to increase Dells solution mix and increase PLE pipeline.
With his/her strong communication skills and a good technical knowledge (enterprise technology, wide solution market comprehension and clear understanding of enterprise & solution strategy of Dell competitors), and business oriented mind, he/she is a crucial link between local PLE Country Marketing Manager (CMM), local Field Marketing Manager (FMM), local PLE sales seams, local PLE solution sales teams, as well as local and Global marketing teams.
The role requires close cooperation with local marketing leadership, local sales and solution teams and solid understanding of customers IT-challenges, needs and expectations.
The role will report to UK/France/Germany PLE Marketing Director
PRINCIPAL ACCOUNTABILITIES
1. Drive Business Activity
· Implement sales animation to drive campaigns and account plays: plan and execute prospecting activities (Blitz, Power days / weeks / hours) in conjunction with CMM,FMMs, partners, services, and solution teams to increase solutions pipeline.
Active participation in an EMEA (or Global) PLE marketing core team (horizontal or vertical programs) to be one of the key country voices by representing, providing feedback on country needs, and thus shaping the global/EMEA programs to country requirements.
· Develop and successfully drive local promotions when needed in conjunction with CMM/FMM
· Where applicable, drive incentives with partners to ensure sales focus on selected programs.
2. Enable Sales
· Sales enablement on programs. This role includes localization of the “Sales Motion Playbook”, and other internal/external collateral if needed; sales training
Profil
SKILL/COMPETENCY and EXPERIENCE REQUIREMENTS
Minimum 2-5 years experience in a sales and/or marketing role
Entrepreneurial approach and mind-set
Strong interpersonal skills and excellent communication skills
Ability to execute marketing activities and to influence local sales executives
Demonstrates a high level of productivity and quality
Multi-tasks effectively, self-starter and operationally orientated
Dedicated to meeting the expectations and requirements of internal and external customers
Ability to influence local sales executives
Strong understanding of IT-market and customer needs
Flexible approach and strong ability to embrace and drive change
Exercises leadership and understands and exhibits teaming abilities
Fluent in English
CHALLENGES
Strong understanding of market dynamics and technology, services & enterprise technology
Advanced knowledge of Dell’s business model, customer base and segmentation strategy
Advanced knowledge of marketing principles, application, and brand management
Advanced analytical skills, particularly with statistics and competitive analysis
International experience and multi-cultural sensitivity
Strong negotiation skills, including cross-cultural negotiation experience
Good understanding of quality principles and Dell’s Customer experience concepts
Strong skills in using PowerPoint, Excel, and Word software applications
