Ingram Micro helps businesses fully realize the promise of technology.TM No other company delivers the full spectrum of global technology and supply chain services to businesses around the world. Ingram Micro’s global infrastructure and deep expertise in technology solutions, supply chain, cloud and mobility enable its business partners to operate efficiently and successfully in the markets they serve. Combined with distinct market insights and the trust and dependability generated from decades of strong partner relationships, Ingram Micro stands apart as the global technology services provider for the future.
✨Field Technical Consultant – Dell EMC Storage
SUMMARY OF RESPONSIBILITIES
The idea candidate would provide technical advice to the inside sales team and our reseller partners during the pre-sales process, will be accountable for delivering technical solutions (Products and services), that address customer needs. The candidate needs to know how to promote and positions key strategic Dell EMC products against competitive solutions.
Candidate must have both the necessary technical knowledge and the real-world experience in designing and selling servers, networking and storage solutions.
Preference will be given to those candidates holding existing Dell EMC technical certifications.
Provide Consultative Engineering Technical support to (Reseller) Partners
Serve as primary technical enablement advisor to reseller partners by developing and executing essential technology roadmap guidance.
Collaborate with Partners’ executive, sales, and technical teams satisfy partner technology growth objectives.
Provide solution design and architecture services to reseller partner and respective end users.
Utilize technical knowledge to augment and supplement Partner sales rep’s and SE in opportunity identification, system configuration, and pre-sales presentations.
Develop technical strategies to disseminate vendor products, capabilities, and functionality that support partner business objectives.
Work with reseller client to grow practice areas by either getting deeper and more skilled within existing practice, or modeling building new practice areas. Assist with the technical solutions capabilities to grow/build practice.
Analyze customers’ business objectives and assess current technical capabilities by asking probing questions.
Validate and finalize the most suitable vendor solution that addresses customers’ “pain points”.
Consults, communicates, presents and advocates technology at all levels of an organization.
Drive Partner Technical Proficiency and Readiness
Defines and designs solutions with Partner’s sales and technical staff.
Develop Partner autonomy through live product training and new product introduction.
Provide regularly scheduled technical trainings on vendor product and solution sets.
Ensure Partners are equipped to sell and support vendor products and services through Webinars, tech talks, and Solutions Center demonstrations.
Familiarize each partner with Ingram technical resources, #800, solution lab, proof of concept, remote demonstrations.
Actively lead technical planning sessions with Partner SE’s.
Accompany Partner SE’s on sales calls to ensure proficiency and readiness
Proactively educate Partners on vendor rollouts and solution sets.
Provide regularly scheduled lab exercise for Partner SE’s.
Provide demo training programs to enhance Partner autonomy.
Drive Solution Center utilization strategies.
Provide accurate monthly reporting on partner engagements, #800, demos provided, partner education, end user calls, and revenue Associated with engagements.
Drive education and awareness of dedicated vendor
Maintains certifications and/or authorizations for specified areas of expertise.
Share and incorporate vendor Technical best practices.
Provide success stories with vendor and Ingram resources
JOB QUALIFICATIONS: KNOWLEDGE/SKILLS/EXPERIENCES:
Bachelor’s degree and a minimum of 7 years directly related experience or high school graduate (or equivalent) with a minimum of 9 years directly related experience.
Years’ experience to include technical channel development experience required. Reseller training experience Mid-range server, blades and/or storage experience. Solution discipline knowledge a plus (around virtualization, consolidation, business continuance)
Knowledge of: IT industry and channel related to technologies such as High End Storage such as DELL EMC, Virtualization, and Networking, Expert understanding of Ingram Micro Technical Support and all resources available
Skill in: Extensive technical product line knowledge. Excellent training skills. Effective communication and interpersonal skills. Public speaking skills. Competitive industry technical knowledge
Ability to: Work cross-functionally, manage time, work toward common goals, and work independently as well as in group/team settings.
Partners Effectively With Customers And Vendors: Demonstrates an understanding that there are internal and external customers, knows who those customers are and what they need, and wins customers for life
Communicates Effectively: Actively listens to others, presents all of the information needed by an audience, shares information in a timely fashion, answers questions honestly, and is easily understood
Demonstrates Critical Thinking: Challenges assumptions, seeks to find the root cause of issues, and uses reasoning and logic in decision-making and in drawing conclusions
Uses Influence To Execute And To Drive Ideas Forward: Is an effective negotiator, provides practical assistance to resolve conflicts, challenges others, and focuses on the goal rather than on who “wins”
Demonstrates Business Acumen: Analyzes industry data to develop strategies, makes cost-effective decisions, and evaluates the implications for other areas of the company
Core Selling: Demonstrates fundamental best-practice behaviors that lead to superior, customer-focused sales results and performance; key behaviors include establishing trust with customers, flexing own style, and using an effective sales process
Advanced Selling: Demonstrates expertise in best-practice selling behaviors that lead to superior, customer-focused sales results and performance, provides effective feedback and coaching to sales Associates, inspires and challenges sales Associates to attain breakthrough performance, and removes barriers to effective customer service
Market Knowledge: Demonstrates an understanding the IT market, including distribution channels, Ingram Micro’s role in the channels, and competitor information (who they are, and what their strengths and weaknesses might be); adept in applying knowledge of the IT market to anticipate trends and proactively meet the needs of resellers and end-users.
Territory Management: Develops and effectively applies industry knowledge (e.g., of competitive climate and economic drivers) to produce successful outcomes for assigned territory as well as internal and external partners through territory business plans.
Consulting: Shares expertise with stakeholders at various levels within the organization; asks open-ended questions and listens respectfully to clients; analyzes clients’ situations and proposes recommendations to meet their needs.
Ingram Micro Inc. is committed to creating a diverse environment and is proud to be an equal opportunity employer. We are dedicated to fostering an inclusive and accessible environment where all associates are valued, respected and supported. As such, we will accommodate disabilities during the selection process and will work with you to meet your requirements.