• Close warm (warm) leads - Convert customers who've clicked our ads into paying customers through consultative phone sales conversations • Pitch tailored tutoring packages - Present our educational courses by understanding each family's needs and matching them with the right solution • Own your sales pipeline - Manage follow-ups, overcome objections, and drive deals to completion while maintaining accurate CRM records • Hit ambitious monthly targets - Consistently meet and exceed lead conversion goals to maximise your commission earnings • Represent our mission - Act as the voice of MyEdSpace, building trust with families and demonstrating how we can transform their children's educational outcomes

Account Executive, Direct Sales Higher Education Specialist Do you have the higher education expertise and strategic acumen to shape markets, create demand, and establish Dell Technologies as the leading partner for digital transformation in U.S. colleges and universities? Higher education is undergoing profound transformation, shaped by artificial intelligence, changing student demographics and engagement patterns, staff burnout, heightened cybersecurity risk, and new opportunities to reimagine teaching, learning, research, and community engagement in a digital economy. Dell Technologies collaborates with colleges and universities to advance their missions of recruiting, retaining, educating, and graduating students by providing secure, scalable, and cost-optimized multicloud and modern infrastructure solutions that span the campus data center, public cloud, and edge environments. Institutions increasingly turn to Dell to establish a modern digital foundation, enhance the student experience, accelerate research, modernize constituent services, and enable institutional innovation and agility. Role Overview The Higher Education Strategist shapes markets, creates demand, and positions Dell as a thought leader in U.S. colleges and universities through strategic advisory work, executive relationship-building, and thought leadership. This role identifies and qualifies opportunities at the top of the funnel, provides market intelligence, and establishes Dell's credibility with senior institutional leaders. This is a strategic advisory and market-shaping role, not a sales support or deal execution role. The strategist engages directly with senior higher education leaders to understand their most pressing challenges and long-term goals, then works with Dell account teams and internal stakeholders to align the right strategies, solutions, and partnerships. They spend significant time on campus and in virtual executive conversations, facilitating dialogue among diverse stakeholders and building deep, trusted relationships. The strategist serves as a bridge between vertical expertise and technical credibility. They bring deep knowledge of higher education - including governance, funding, academic and research missions, and institutional dynamics - combined with technical fluency often gained as former CIOs or CTOs who have led infrastructure modernization, cloud migrations, research computing, and cybersecurity initiatives. This dual expertise allows them to engage leaders on both strategic priorities and technical challenges, connecting how Dell's capabilities address both. When an AE brings a strategist to a meeting, they're bringing someone who understands higher education, understands technology, and can connect the two. This role is supported by vertical leaders and the Head of Public Strategy to ensure effective cross-functional collaboration and organizational influence. What Success Looks Like in Year One In your first year, you will have: - Established trusted relationships with 7-9 senior institutional leaders at strategic accounts - Shaped 4-5 strategic opportunities contributing to meaningful pipeline growth - Positioned Dell as a thought leader through 2-3 major conference speaking engagements - Facilitated 4-6 high-impact strategic engagements that deepen relationships and uncover opportunities - Delivered enablement that measurably improves sales teams' ability to engage higher education stakeholders - Become a trusted resource for account executives who leverage your expertise to win deals Key Responsibilities: EXTERNAL - Higher Education Institutions & Industry Strategic Advisory & Discovery - Lead discovery conversations with institutional leaders to understand strategic priorities and desired outcomes across teaching, learning, research, student success, and campus operations, with particular depth in technical areas such as infrastructure modernization, cloud migration, research computing, cybersecurity, and data strategy - Help higher education leaders align technology initiatives with institutional strategic plans and long-term visions - Provide consultative guidance on digital campus strategies, hybrid and online learning, research computing, student experience, and data-informed decision making Executive Relationship Development - Build and sustain trusted relationships with senior institutional leaders including Presidents, Provosts, CIOs, CFOs, Deans, and Vice Presidents - Extend Dell's reach beyond IT contacts to engage academic affairs, student success, enrollment, finance, research, and operational leaders - Serve as strategic advisor to institutional leaders, aligning Dell's capabilities with their missions Strategic Engagements & Programs - Design and participate in Executive Briefing Center sessions, Visioning Days, and workshops that bring together academic, administrative, and IT stakeholders to explore future-state possibilities - Design strategic events including roundtables, summits, and market briefings that position Dell and create demand - Foster collaborative partnerships between institutions and Dell, including pilots, co-innovation initiatives, and joint storytelling Opportunity Creation & Top-of-Funnel Pipeline Development - Identify and qualify strategic opportunities at the top of the funnel, shaping them before they become formal RFPs and positioning Dell early in decision-making - Make strategic connections across and within institutions to support integrated strategies and uncover opportunities - Help institutional customers network with one another, sharing best practices and facilitating communities of practice Thought Leadership & Market Presence - Position Dell as a thought leader through speaking at conferences, delivering keynotes, serving on panels, and contributing to content that spotlights higher education innovation - Monitor and interpret trends in higher education and translate them into insight for customers and internal teams Key Responsibilities: INTERNAL - Dell Technologies Strategic Account Support - Partner with sales teams to inform and strengthen account strategies, bringing vertical expertise and technical credibility that helps account executives understand dynamics, motivations, challenges, and context - Provide strategic input in account planning sessions on governance, funding cycles, policy influences, and long-term priorities Market Intelligence & Enablement - Develop and deliver enablement programs on higher education market trends, institutional structures, stakeholder roles, and strategic engagement approaches - Provide market intelligence that shapes how Dell positions its offerings in higher education Cross-Functional Collaboration & Solution Influence - Facilitate collaboration across sales, presales, services, and Strategically Aligned Businesses to create cohesive engagement plans - Provide strategic context to help internal teams leverage higher education relationships to co-create solutions - Provide input to product, services, and solution teams to influence offerings that better support institutional needs Voice of the Customer & Marketing Partnership - Serve as voice of the customer into marketing, portfolio, and business units, ensuring messaging and content reflect higher education realities - Work with marketing as a higher education SME to review and refine content for relevance and accuracy - Identify and connect marketing and sales teams with customer stories, references, and advocates What This Role Is Not Responsible For - Writing RFP responses, proposals, or contracts - Running tactical customer events tied to individual deals - Moving opportunities through the sales funnel or closing deals - Providing ongoing one-on-one coaching to individual account executives on basic sales skills - Filling tactical gaps in sales execution - Serving as a general resource for ad hoc higher education questions from internal teams Collaboration Model When consulted on activities outside core strategic responsibilities (such as RFP responses, tactical events, or deal execution), the strategist provides strategic context, market intelligence, or institutional insight, then steps back. Execution responsibility sits with the appropriate functional owner (sales, marketing, presales, etc.). Required Experience & Qualifications Required: - 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, including presidents, provosts, CIOs, and CFOs. - Demonstrated experience leading strategic, consultative, and executive‑level engagements, including discovery, facilitation, and high‑stakes communication. - Established thought leadership through conference speaking, publications, or major transformation initiatives in higher education. - Strong understanding of higher education ecosystems—governance, funding, accreditation, and digital transformation—paired with technical fluency across cloud, infrastructure, cybersecurity, research computing, and data platforms. - Excellent communication and cross‑functional collaboration skills, active participation in higher‑ed associations, and willingness to travel up to 60%. Preferred: - Master's degree in education, information technology, computer science, business, or related field strongly preferred - Doctorate-level degree in education, information technology, computer science, business, or related field - Direct leadership or senior-level experience in a higher education institution - Direct experience as CIO, CTO, or senior technology leader in higher education with hands-on responsibility for infrastructure, cloud, research computing, security, or data initiatives - Experience facilitating executive workshops or strategy sessions - Leadership positions within higher education associations, consortia, or professional networks Core Competencies & Attributes - Executive presence & adaptive communication: Confidently engages presidents, provosts, CIOs, and trustees while tailoring complex technical and strategic concepts to diverse audiences. - Institutional systems thinking: Understands how academic, research, finance, student success, and IT functions interconnect and identifies where technology creates cross‑institutional impact. - Consultative discovery & strategic synthesis: Uncovers true institutional priorities and translates complex challenges into clear, actionable strategic options aligned with governance and culture. - Cross‑silo relationship building: Builds trust across academic, administrative, and technical stakeholders, creating connections that enable collaboration and shared vision. - High‑stakes facilitation & influence without authority: Designs and leads strategic conversations among leaders with competing priorities, shaping outcomes through insight and credibility rather than formal power. - Vertical and technical expertise: Combines deep higher‑education knowledge with strong technical fluency to connect institutional strategy with modern infrastructure, cloud, cybersecurity, and data solutions. Compensation Dell is committed to fair and equitable compensation practices. The Total Target Compensation range for this position is $270,000 - 325,000, which includes base salary and commissions. Benefits and Perks of working at Dell Technologies Your life. Your health. Supported by your benefits. You can explore the overall benefits experience that awaits you as a Dell Technologies team member — right now at MyWellatDell.com 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.

• Achieves business objectives for assigned territory (for example, penetration of account with product/solution/service offerings). • Guides the development and execution of strategic account plans to ensure achievement of assigned business goals and budgets. • Develops, builds and cultivates long-term relationships within the customer organization and within Siemens Healthineers field sales teams. • Assists management in devising sales plans, develop forecasts. • Leads territory team reviews and updates on changing market, customer conditions, and competitive activity. • Will create and deliver customized presentations to customers based on clinical, operational, and financial needs. • Will collect and share competitive information with the business unit for the purpose of improving market strategies. • Will monitor and grow market share, while maintaining profitability guidelines as defined by the business unit.

Owens & Minor is a global healthcare solutions company providing essential products, services and technology solutions that support care delivery in leading hospitals, health systems and research centers around the world. For over 140 years, Owens & Minor has delivered comfort and confidence behind the scenes, so healthcare stays at the forefront, helping to make each day better for the hospitals, healthcare partners, and communities we serve. Powered by more than 14,000 teammates worldwide, Owens & Minor exists because every day, everywhere, Life Takes Care™. Global Reach with a Local Touch - 140+ years serving healthcare - Over 14,000 teammates worldwide - Serving healthcare partners in 80 countries - Manufacturing facilities in the U.S., Honduras, Mexico, Thailand and Ireland - 40+ distribution centers - Portfolio of 300 propriety and branded product offerings - 1,000 branded medical product suppliers - 4,000 healthcare partners served Benefits - Comprehensive Healthcare Plan - Medical, dental, and vision plans start on day one of employment for full-time teammates. - Educational Assistance - We offer educational assistance to all eligible teammates enrolled in an approved, accredited collegiate program. - Employer-Paid Life Insurance and Disability - We offer employer-paid life insurance and disability coverage. - Voluntary Supplemental Programs – We offer additional options to secure your financial future including supplemental life, hospitalization, critical illness, and other insurance programs. - Support for your Growing Family – Adoption assistance, fertility benefits (in medical plan) and parental leave are available for teammates planning for a family. - Health Savings Account (HSA) and 401(k) - We offer these voluntary financial programs to help teammates prepare for their future, as well as other voluntary benefits. - Paid Leave - In addition to sick days and short-term leave, we offer holidays, vacation days, personal days, and additional types of leave – including parental leave. - Well-Being – Also included in our offering is a Teammate Assistance Program (TAP), Calm Health, Cancer Resources Services, and discount programs – all at no cost to you. The anticipated salary range for this position is $80-95k Base salary, plus an uncapped variable target of 60K, at plan and uncapped. The actual compensation offered may vary based on job related factors such as experience, skills, education and location. Responsible for organic growth within the existing commercial technology customer base. Travels to assigned accounts to manage Owens & Minor Commercial Technology relationships and to ensure technical needs are met, provide problem resolution, and identify program and product expansion opportunities. Provides sales support to Technology Directors in sales geography. May independently perform Technology-related service support at assigned accounts. Ensures that hospitals and surgery center Technology services needs are acknowledged and addressed. Core Responsibilities · Establishes, maintains, and continuously strengthens relationships within the assigned customer base. · Identifies opportunities within assigned accounts and increases adoption and expansion of technology services while maintaining profitability. · Targets and pursues expansion of technology offerings to new departments within a given customer engagement. · Searches for opportunities to introduce additional technology services into existing customer accounts. · Prepares and leads the presentation of routine business reviews within the assigned territory to showcase value delivered to the customer. · Collaborates with implementation teams to ensure satisfactory project completion and customer onboarding for newly assigned and/or newly expanded accounts. · Ensures compliance to all terms and conditions of customer contracts and coordinates with leadership to address issues. · Work with home office legal team to develop contracts, contract amendments and proactively provide contract renewals when applicable. · Presents new functionality, upgrades and modules to existing customer base. Partners with commercial technology leadership to proactively educate customers. · Monitors customer satisfaction through ongoing identification of customer needs and expectations. Addresses risk immediately and escalates internally as appropriate. · Acts as liaison between Hospital Supply Chain, Clinical, IT division department heads and Owens & Minor. · Supports achieving savings expectations and targets set forth in contractual agreements. · Assist with onsite training clinical staff on use of the technology platform. · Participates in commercial technology implementations and provides support in geographical area. · May act as commercial technology special project lead on assigned accounts. · Will support billing for technology services and submit requests to bill when needed as well as support A/R review to ensure accounts are always in good standing. · Generates Leads for other Owens & Minor commercial offerings. SUPPLEMENTAL JOB FUNCTIONS: Support Technology Director on Technical Demonstrations, Data Analytics, Physical Assessments, RFPs and Sales Proposals when required. May travel up to 65% of the time. Performs additional duties as directed. Qualifications EDUCATION & EXPERIENCE REQUIRED: · Bachelor’s degree, required in Sales & Marketing, Business Administration, Information Technology or a related disciplinary area. · Over one year and up to three years of related experience preferred. · Or any combination of education and experience to meet the above requirements. KNOWLEDGE SKILLS & ABILITIES: · Has experience leading company transforming projects · Ability to implement sales strategies. · Demonstrated persuasion, negotiation, and influencing skills. · Ability to follow up and follow through to ensure customer commitments are kept. · Clear and accurate verbal and written communication skills, ability to deliver effective product presentations. · Demonstrated knowledge of competitive products, pricing, strategy, accurate/appropriate market share, etc. as well as knowledge of O&M products. · Awareness of applicable government regulations and their impact on the business. · Demonstrated project planning and organizational skills. · Ability to develop long range plans to accomplish territory objectives. · Ability to meet deadlines. · Ability to work independently as well as part of a team. · Ability to recognize business or incremental sales opportunities. · Ability to display sound business judgement on a consistent basis. · Honesty and integrity. If you feel this opportunity could be the next step in your career, we encourage you to apply. This position will accept applications on an ongoing basis. Owens & Minor is an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, national origin, sex, sexual orientation, genetic information, religion, disability, age, status as a veteran, or any other status prohibited by applicable national, federal, state or local law.