John Roche

Inquirer
DISC Type : cd

Account Executive - Enterprise at Dell Technologies

Melbourne, Victoria, Australia

Overview

John is a field-based Enterprise Account Executive at Dell Technologies in Victoria, specializing in new business development and managing customer relationships. He leads a virtual team, delivering solutions across cloud, data center, and enterprise services. Colleagues describe him as hard-working, dedicated, and talented with strong problem-solving skills.

Originally from Ireland, where he earned a Bachelor of Business in Entrepreneurship, John is now based in Melbourne. He takes an active interest in local affairs, previously sharing posts regarding Melbournes economic recovery and path back to normality.

He has built his entire career within Dell Technologies, progressing through numerous account management and executive roles.

Personality Overview

Judgemental

Demanding

ROI Conscious

They can be nudged to make faster decisions by offering what they value.  They focus on objectivity in a pitch and pay little attention to bells and whistles. They respond well to confident salespeople.

Topics They Care About

IT Financial Models
He actively promotes Dell Financial Services, including flexible consumption models like zero-percent interest and payment deferrals for customers.
Hybrid Cloud Strategy
His responsibilities and posts focus on Dell's portfolio, including Secure Private Clouds and VMware Cloud solutions for enterprise clients.
Remote Work Enablement
Shared articles comparing VDI and VPN solutions during the pandemic, indicating a focus on end-user computing and remote productivity.

Media Appearances

John has no verified media appearances

Work History

8-2024
Account Executive - Enterprise at Dell Technologies
5-2021 - 8-2024
Account Executive - Corporate at Dell Technologies
3-2017 - 5-2021
Account Executive - New Business Development (Acquisition) at Dell Technologies
8-2015 - 3-2017
Account Executive - Global Accounts at Dell Technologies
5-2013 - 8-2015
Account Manager - Global Accounts at Dell Technologies

Education

2003 - 2007
Bachelor of Business in Entrepreneurship from Dún Laoghaire Institute of Art, Design and Technology
1997 - 2003
Economics from Coláiste Eoin

More Information

Social Presence :

Prographics :

Exp : 22 Location : Melbourne, Victoria, Australia Job Level : Mid-senior Designation : Account Executive - Enterprise at Dell Technologies
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Insights For Selling To John

During A Call Or A Meeting

DO's

  • Highlight the competitive differentiation of your product
  • Make sure that they have the necessary authority, they could present false stature sometimes
  • Get to the point quickly instead of spending too much time on pleasantries

DONT's

  • Avoid repeating yourself or making generalizations
  • Don’t expect them to change their mind quickly if they say no once
  • Don’t try to be an alpha salesperson, give them equal space

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with John is

  • Conviction in the product matters to them, followed by proof points and strong testimonials.
  • Will you ever get a clear answer from John

  • They may not be very forthcoming, but they will say no if needed.

Insights For Deal Planning

    How fast (or slow) will John move?

  • Their decision making speed is somewhere in the middle.
  • Can John take some risk or not?

  • They can take risks but after weighing up the pros and cons.

You And John

Personality Compatibility


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