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About the Role
Dell is launching a new global AI data platform business. This platform maximizes the value of enterprise data through AI and advanced analytics, combining Dell's scale and customer base with a modern, software-driven data stack. We are seeking a Senior Sales Specialist to drive the growth of this new business.
Responsibilities
- Lead sales activities for the AI data platform and related solutions within a strategic enterprise account or territory.
- Drive business growth, including acquiring new logos, expanding sales to existing Dell customers into new use cases, business units, or regions, and securing multi-year platform contracts aligned with AI/analytics roadmaps.
- Lead all stages of the sales cycle: prospecting, pipeline generation, opportunity qualification, in-depth needs analysis of data/analytics/AI initiatives, proposing Dell's AI data platform as a strategic foundation, collaborating with Senior System Engineers (pre-sales) on POCs and evaluations, and structuring commercial deals, negotiating, and closing complex opportunities involving multiple stakeholders.
- Build and maintain relationships with C-level executives (CIO, CDO, CTO), VPs of Data/Analytics, and leaders in data, analytics, and AI/ML within client organizations, as well as internal Dell teams and partners.
Requirements
- Over 5 years of enterprise software sales experience in data management or analytics.
- Proven track record of selling to large enterprises, with experience in large deals (millions to hundreds of millions of yen annually) and multi-quarter sales cycles.
- Consistent achievement of sales targets.
- Deep understanding of data platforms (data lake/warehouse, lakehouse architecture), data management (ingestion, ETL/ELT, integration, quality, governance), and the fundamentals of AI/ML and their relationship with data infrastructure.
- Consultative and value-based sales approach, capable of linking platform value to tangible business outcomes.
- Ability to create ROI/TCO and business cases for C-level executives.
- Excellent communication skills with both technical and business stakeholders.
- Proactive and self-motivated, able to thrive in an ambiguous, startup-like environment.
- Team-oriented, collaborating effectively with pre-sales, product, and partner teams.
- Business-level English proficiency.
Skills
- Enterprise Software Sales
- Data Management
- Data Analytics
- AI/ML
- Data Platforms
- Consultative Selling
- Value-Based Selling
- Relationship Building
- Business Case Development
- ROI/TCO Analysis
- Collaboration
- Communication
Location
- Tokyo
Work Type
- Full-time
Experience Level
- Senior
About the Company
- Dell Technologies is a unique family of businesses that helps individuals and organizations transform how they work, live and play.
- 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.
- Join us to build a future that works for everyone because Progress Takes All of Us.
Equal Opportunity
- 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.