Job Description

APJ AI Commercial Director

Some of our most valuable business comes from existing customers. That's because our Business Development Sales team takes care to forge strong and insightful relationships with them. To gain understanding of the unique and changing factors that drive purchasing decisions, the team develops connections at all levels of a client's business. They use their insight to identify and create new opportunities - and to build the business development strategies that underpin successful sales. As well as maximizing revenue, they take responsibility for accurate forecasts.

What you'll achieve:

We are looking for a Commercial Lead to join the Dell APJ ISG Specialty Sales leadership to help drive strategic customer engagement and commercial negotiations across the largest and most complex AI Neocloud opportunities in the region. Based in Singapore, this is a high-visibility, commercially-led role at the intersection of strategic account development, deal structuring, and executive relationship management, helping Dell expand existing Neocloud accounts and win new logos through disciplined discovery, sharp value articulation, and commercial terms aligned to the Dell AI Factory.

This role sits within a broader Specialty Sales motion built for high-complexity, high-value opportunities, the same rigor Dell ISG Specialty applies to its most technically and commercially demanding deals, but with a dedicated focus on the unique dynamics of AI Neocloud customers: multi-billion-dollar capital commitments, NVIDIA co-investment structures, aggressive delivery timelines, and credit/financing terms that don't look like traditional enterprise IT procurement. team.

Join us to do the best work of your career and make a profound impact as an Account Executive on our Business Development - Sales team.

You will:

Build and maintain strategic relationships with AI Neoclouds and Dell ISG C-suite, serving as a trusted commercial counterpart at the executive level.
Drive accretive business development activities to penetrate net new Neocloud accounts across the region and globally.
Collaborate cross-functionally with commercial and business operations teams, the AI Solutions team, and ISG leadership to develop and execute key business growth initiatives for AI Neoclouds.
Engage AI Neoclouds at commercial levels to qualify opportunities, credit requirements, and terms - navigating complex financing structures, phased delivery schedules, and non-standard payment terms common to this segment.
Maintain strong sales discipline in pipeline management, forecasting, qualification, and SFDC hygiene, collaborating closely with technical, solutioning, and AI Pursuits teams to move opportunities forward.
Identify commercial challenges constructively and build escalation paths that drive resolution to sales outcomes.
Ensure alignment between Dell AI sales programs, commercial terms, and partnership commitments with the NVIDIA AICP and NCP Programs, keeping Dell's Neocloud engagements consistent with NVIDIA's evolving reference architectures and certification requirements.

What Success Looks Like

Growth in Neocloud share of wallet across existing strategic accounts, alongside a healthy, qualified pipeline of net-new logos.
Commercial terms and credit structures negotiated at a pace that matches the speed of the Neocloud market, without compromising Dell's risk position.
Tight, trusted collaboration with technical, presales, AI Pursuits, and ISG leadership - ensuring commercial and technical workstreams move in lockstep on the most complex deals.
Rigorous SFDC and forecasting hygiene that gives leadership a clear, accurate view of the Neocloud pipeline at all times.
Escalations that get resolved constructively and quickly, protecting both the customer relationship and the deal economics.

Take the first step towards your dream career

Every Dell Technologies team member brings something unique to the table. Here's what we are looking for with this role:

Essential Requirements

12+ years of field sales experience within Outside Sales (Technology or solutions sales experience preferred)
Strong understanding of business development/sales models and value selling.
Experience managing complex accounts and negotiations.
Excellent interpersonal and communication skills.
Proficiency in CRM tools and pipeline management.

Desirable Requirements