Account Executive 5, Business Development - State and Local

Dell
California, Arizona
Workplace: RemoteFull timeUSD 305,000 - 375,000 annuallyFunction: Business Development & PartnershipsExperience: 10+ yearsEducation: bachelorsSkills: ["Executive presence","Adaptive communication","Consultative discovery","Strategic synthesis","High-stakes facilitation"]

Shape markets and position Dell as a thought leader for U.S. colleges and universities through strategic advisory and executive relationship-building. Lead high-stakes discovery with senior institutional leaders, create top-of-funnel opportunities, and deliver enablement and market intelligence to internal teams. Bridge vertical higher-ed expertise with technical credibility around multicloud, infrastructure modernization, research computing, cybersecurity, and data strategy—while supporting sales teams without owning deal execution.

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FursaFursa
Dell
Dell
3 days ago

Account Executive 5, Business Development - State and Local

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Last checked: 2 hours agoStatus: Live

Job Summary

Shape markets and position Dell as a thought leader for U.S. colleges and universities through strategic advisory and executive relationship-building. Lead high-stakes discovery with senior institutional leaders, create top-of-funnel opportunities, and deliver enablement and market intelligence to internal teams. Bridge vertical higher-ed expertise with technical credibility around multicloud, infrastructure modernization, research computing, cybersecurity, and data strategy—while supporting sales teams without owning deal execution.
Location: California, Arizona
Workplace: Remote
Employment Type: Full time
Job Function: Business Development & Partnerships

Key Responsibilities

  • •Lead discovery conversations with institutional leaders across teaching, learning, research, student success, and campus operations, with depth in infrastructure modernization, cloud migration, research computing, cybersecurity, and data strategy.
  • •Build and sustain trusted relationships with senior institutional leaders and extend Dell’s reach beyond IT to academic affairs, student success, enrollment, finance, research, and operations.
  • •Design and participate in executive briefing and visioning programs (e.g., Executive Briefing Center sessions, Visioning Days, workshops) and create demand via events like roundtables and summits.
  • •Identify and qualify top-of-funnel strategic opportunities, shaping them before formal RFPs, and help institutions network through communities of practice.
  • •Partner internally with sales and cross-functional teams to strengthen account strategies, deliver enablement and market intelligence, and provide strategic context to influence solutions and marketing messaging.
Travel: Extensive travel

Pay and Benefits

Salary: USD 305,000 - 375,000 annually

Key Requirements

  • •Bachelor’s degree and 10+ years of experience working within or closely with higher education institutions.
  • •Proven ability to build trusted relationships with senior higher-education leaders (e.g., presidents, provosts, CIOs, CFOs).
  • •Demonstrated experience leading strategic, consultative, executive-level engagements, including discovery and facilitation.
  • •Strong understanding of higher-education ecosystems (governance, funding, accreditation) paired with technical fluency across cloud, infrastructure, cybersecurity, research computing, and data platforms.
  • •Excellent communication and cross-functional collaboration skills, with willingness to travel up to 60%.
Experience:10+ yearsHigher educationEducation technology
Education:Bachelor's
Skills:Executive presenceAdaptive communicationConsultative discoveryStrategic synthesisHigh-stakes facilitation
Tech Stack:MulticloudCloudInfrastructure modernizationCybersecurityResearch computingData platforms

Company Brief

Dell
Designs, manufactures and sells computers, servers, storage, networking equipment, and related IT solutions and services for consumers, small businesses, and enterprises worldwide.
Industry: Electronics Manufacturing
Company Size: Enterprise (1,001+ employees)
Revenue: USD 1B+
Growth: Public Company
Valuation: Public Company (Market Cap in USD)
Funding: IPO / Publicly Listed
Headquarters: Round Rock, United States
Founded: 1984
Glassdoor
Glassdoor: 3.8
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