Sales Specialist - Infrastructure Solutions Group

Job description

At Dell Technologies, we create the extraordinary. Our Product and Solutions Sales Specialist are the experts who sell innovation to the world. In this role you will have a strong focus on new logo acquisition, responsible for opening doors in target accounts and positioning our full Infrastructure Solutions Group (ISG) portfolio to net‑new customers.

You will be expected to operate as a high‑energy sales development, with mature sales discipline (e.g. MEDDPICC, deal reviews, QBRs) and a proven track record of winning new customers while also developing long‑term relationships. Ideally, you already bring senior and executive‑level relationships in private and/or public sector and can demonstrate how you have built trust with CIOs, Heads of Infrastructure and other senior stakeholders. Experience selling AI / Data Management, Private & Public Cloud and Cyber solutions is a distinct advantage – especially with deep knowledge of the storage (HCI, Block, File, Cyber) and server (GPU and non‑GPU) market.

We are working across multiple verticals with some of the largest organizations, building large‑scale AI and end‑to‑end infrastructure solutions. We therefore seek an outcome‑driven seller who can proactively penetrate acquisition accounts, create new opportunities from scratch and then grow those relationships into strategic, long‑term partnerships.

Our Outside Sales teams rely on this role for both business‑case creation and ISG portfolio leadership throughout the sales cycle. You will directly advise customers on everything from establishing and expanding C‑level relationships, to shaping solution strategy, TCO and PoC plans, proposal development (requirements, as‑is / to‑be, differentiators), through to pricing and negotiation.

Join us to do the best work of your career and make a profound social impact as a Product and Solutions Specialist on our Specialty Sales Team. Our Specialty Sales team leads the way in helping organizations modernize their data centers, embrace hybrid and multicloud strategies, and unlock the full potential of AI and data‑driven innovation.

Dell empowers customers with a comprehensive portfolio of solutions – from high‑performance storage and converged infrastructure to cutting‑edge AI platforms and as‑a‑Service offerings through Dell APEX. We are at the forefront of enabling AI‑powered digital transformation. Our solutions support the most demanding workloads – from traditional enterprise applications to modern AI, ML and edge deployments. With innovations like Dell private Cloud,  PowerStore, PowerScale, PowerFlex and Dell AI Factory, we help customers build scalable, secure and intelligent infrastructure that accelerates business outcomes.

What you’ll achieve

As a Product and Solutions Specialist, you will proactively identify and solve customer business needs – with a particular emphasis on creating and closing new opportunities in acquisition accounts – by providing subject‑matter expertise and building solutions using Dell’s products and services.

You will:

• Manage relationships with senior‑level decision makers in both customers and partners, with a primary focus on driving new logo wins and expanding into whitespace
• Run territory and/or accounts end‑to‑end: account planning, new‑logo targeting, pipeline development, sales forecasting and coordination of cross‑functional and virtual teams
• Regularly engage on‑site with decision makers to progress new opportunities
• Provide sales leadership and experience on large, complex acquisition deals
• Demonstrate and quantify the business value of Dell solutions to advance customer objectives
• Provide insight and thought leadership to customers on the applicability of complex products and services, acting as a key resource for the broader sales organization

Take the first step towards your dream career

Every Dell Technologies team member brings something unique. Here’s what we’re looking for:

Essential Requirements

• Demonstrated hunter mentality with high energy, integrity and excellent relationship‑building skills with both customers and partners
• Strong balance of commercial and technical skills related to AI/Data Management, Private/Public Cloud and Cyber solutions
• Team player who spends meaningful time with colleagues, customers and partners, both in the office and in the field; willing to travel as needed to open and develop acquisition accounts
• Deep knowledge of the infrastructure storage market, for both traditional and virtualized environments
• Exceptional oral and written communication skills to engage customers, partners, support personnel and leadership; fluency in both Danish and English is required

Desirable Requirements

• Consulting‑led / outcome‑based selling experience in SaaS / CaaS / IaaS, including building business cases for new customers
• Experience with a variety of commercial constructs (OPEX models, license agreements, MSAs, etc.)
• 5+ years of experience in a relationship‑ and acquisition‑focused selling role
• Bachelor’s degree

Who we are

We believe that each of us has the power to make an impact. That’s why we put our team members at the center of everything we do. If you’re looking for an opportunity to grow your career with some of the best minds and most advanced tech in the industry, we’re looking for you.

Dell Technologies is a unique family of businesses that helps individuals and organizations transform how they work, live and play. Join us to build a future that works for everyone because Progress Takes All of Us.

Dell Technologies is committed to the principle of equal employment opportunity for all employees and to providing employees with a work environment free of discrimination and harassment. Read the full Equal Employment Opportunity Policy here.