Sales Engineering III – Northeast (OH, NY, MA or PA) – IDM
Description
Description
* The Medical Archive ISV Technical Sales role provides in depth technical and architectural sales expertise in enterprise opportunities.
* The Medical Archive ISV Technical Sales Role will be responsible for driving certification of Dell products and solutions with the Healthcare application vendors, including HIS, EMR, PACS etc
* The Medical ARchive ISV Technical Sales rep will also engage and assist in the sales process with both the Dell HCLS sales team and the partner sales team
* In addition to product and solution certification, the Technical Sales rep will also work with the partner to design reference architecture
* The Medical Archive ISV Technical Sales rep should have understanding of healthcare specific applications such as PACS, HIS, RIS, EMR and healthcare protocols such as Dicom, HL7, and XDS as examples
* The Medical Archive ISV Technical Sales rep will interface with multiple layers of contacts within a partner organization, including but not limited to CIO, IT Directors, CTO, Application Managers, and product owners
* Responsible for driving the sales process of the solution, including identifying the opportunity, qualifying, forecasting, decision making criterea, and closing
* Builds the region/territory based on strategic account planning done in collaboration with the account exectutive and extended team
* Provides leadership to ensure that the Dell enterprise solutions are comprehensive, achieve customer expectations and meet customer business needs.
* Builds trust with customers and owns technical side of customer relationships.
* Focused on delivering a positive customer experience according to Dell standards.
* Ensures the Dell Medical Archive Sales Executive collaborates on and meets customers’ on-going enterprise needs
* Meet or exceed bi-annual Unified Clinical Archive and Medical Archive enterprise sales objectives by providing technical sales consulting in a diverse set of end users computing environments.
* Takes a lead role on the technical side of the sale to ensure that the Dell solutions are comprehensive, achieve customer goals, and provide an outstanding customer experience.
* Works with our Unified Clinical ARchive third party partners and the appropriate customer technical personnel to build relationships, and ensure Dell sales team understands the customer’s on-going enterprise needs.
* Also will work closely with Healthcare and Life Science specific application and device manufacturers to provide an end to end solution to the customer
Qualification
* Identifies appropriate enterprise solutions to meet the full range of customer needs.
* Identifies cost effective and practical “solutions” to maximize Dell’s opportunity while meeting customer’s needs.
* Skillfully negotiates with others to achieve desired results/meet customer needs.
* Explains where Unified Clinical Archive Solutions fit into customer’s IT structure.
* Must have a thorough understanding of, and experience with, storage architecture and healthcare applications such as PACS, HIS, EMR and medical archive
* Strong knowledge of of archive, NAS and SAN storage system experience is required.
* Must be able to architect complex solutions to integrate into customer’s existing environment, or build from the ground up
* The candidate must be able to work independently, with strong written and oral communication skills.
* Strong selling skills, experience dealing with the C level, clinical stakeholders, and good time management skills required.
* A minimum of 5 years pre-sales technical work experience and IT certifications is needed.
* Experience selling PACS (Picture Archive and Communications Systems) is preferred
* 75% travel required.
About Dell Inc.:
Want to work in an environment where each day is focused on delivering solutions that make a real difference in people’s lives? Where teams are constantly curious, and different perspectives and experiences are valued? At Dell, we believe technology is essential for human success and that it should be accessible to everyone. We are constantly evolving to better serve our customers, seize new opportunities and drive growth. Together we can change the world. Come join us.
Dell offers a competitive salary and bonus plan as well as a great benefit package. For more information, visit us on the web at www.dell.com .
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Dell is an Equal Opportunity Employer. To learn more about our commitment to Diversity & Inclusion, visit:Equal Employment Opportunity Policy Statement
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