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Matthew, Partner Manager at Dell Technologies: Advize Career Interview
A career journey from criminology to a Partner Manager role at Dell Technologies, showcases unexpected career paths and impactful leadership.
The interview reveals a successful transition built on developing strong communication, de-escalation, and data analysis skills.
A day involves coaching and developing team members, handling escalated customer issues, and presenting reports to upper management. The most rewarding aspect is developing team members and seeing the positive impact on their lives.
While navigating corporate limitations, the constantly evolving tech industry provides opportunities for continuous learning in areas like AI and cybersecurity.
Success isn't about being the loudest, but a trusted advisor with strong communication and customer focus. Networking and proactive communication with management are key for career growth.
Entry-level positions in IT sales provide valuable experience, and mentorship is crucial for career advancement. A strong work ethic and effective writing skills are valuable assets, learned through both coursework and employment.
Even introverts can thrive in sales, focusing on diligence and providing genuine value.
Advizer Information
Name
Job Title
Company
Undergrad
Grad Programs
Matthew Ferguson
Partner Manager
Dell Technologies
Loughborough University, 2008
N/A
Majors
Industries
Job Functions
Traits
Criminal Justice
Technology
Business Strategy
Took Out Loans, First Generation College Student
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Career Path of a Partner Manager at Dell Technologies
Matthew's career path took an unexpected turn from a criminology degree to roles in social work, where "working with people, working with leadership, really setting goals, targets and developing communication skills" proved valuable. A return to sales at Dell led to rapid advancement, including sales coaching and ultimately a leadership position managing a $300 million territory, showcasing a successful transition and impressive career trajectory.
Main Responsibilities of a Sales Manager at Dell Technologies
Matthew's role as a Partner Manager at Dell Technologies centers on achieving aggressive revenue targets while simultaneously developing team members' skills and career progression; this involves "developing those skills," analyzing sales data to inform both leadership and team performance, and ultimately shielding the team from pressures while empowering them to succeed.
A Day in the Life of a Partner Manager at Dell Technologies
A Partner Manager at Dell Technologies spends most of their day in "one-on-one" coaching and development sessions with their team, focusing on skill enhancement, not micromanagement. The remainder involves handling escalated customer issues requiring difficult conversations and leadership tasks such as "presenting reports" and forecasting to upper management.
Most Important Skills for a Partner Manager at Dell Technologies
Matthew, a Partner Manager at Dell Technologies, emphasizes the necessity of a balanced skillset for effective leadership, highlighting the importance of "analyzing, interpreting data" alongside strong communication and "de-escalation skills." Success in this role, Matthew explains, hinges on precise communication, ensuring "how your people take your message is your responsibility," thus impacting team morale and overall business success.
Favorite Parts Of Being A Partner Manager At Dell Technologies
Matthew, a Partner Manager at Dell Technologies, finds the most rewarding aspect of his leadership role is "developing people," identifying their strengths and passions to place them in roles where they can thrive, even if it means moving them outside of a traditional promotion track; this allows Matthew to see the positive impact on their lives, such as enabling "put their kids in the school they want" and take desired vacations.
Biggest Challenges Faced By A Partner Manager At Dell Technologies
Matthew's biggest challenge as a Partner Manager at Dell Technologies stems from the inherent limitations of working within a large corporation; the inability to easily implement desired changes or pursue innovative ideas, even when the need is apparent, is frustrating, as Matthew notes, "you're not always capable of rolling that back up and saying, no." This rigid structure contrasts sharply with the flexibility of a startup environment, making innovation and improvements a difficult uphill battle requiring significant upper management buy-in.
Favorite Parts Of Working In The Technology Industry As A Partner Manager At Dell Technologies
Matthew, a Partner Manager at Dell Technologies, finds the constantly evolving nature of the technology industry most enjoyable, citing "always something new" to learn, particularly in rapidly expanding fields like AI and cybersecurity. This environment allows for "being that go-to expert" in emerging technologies, a role that thrives on continuous learning and adaptation.
What Type Of Person Thrives In Tech According To A Partner Manager At Dell Technologies
Contrary to common stereotypes, success in IT sales at Dell Technologies, and leadership roles within it, doesn't hinge on being "the loudest person in the room," but rather on effective communication, customer focus, and the ability to be "a trusted advisor." A diverse range of backgrounds and personalities thrive, with skills like active listening and direct honesty proving more valuable than extroversion.
What a Partner Manager at Dell wishes they had known before entering the technology industry
Matthew, a Partner Manager at Dell Technologies, learned the importance of proactively communicating accomplishments and areas for improvement to management, stating that "your boss isn't gonna be able to be an advocate for you" without this open communication. Further, Matthew emphasizes the critical role of networking to identify and pursue career growth opportunities, advising that "a strong resume is when you have met with someone" to actively solicit feedback and demonstrate progress.
Entry-Level Positions For Aspiring Account Managers At Dell Technologies
Entry-level IT sales roles, often "level one account manager" positions, offer undergraduates a lucrative and impactful career start, providing valuable communication and business development skills while working on less critical accounts in a supportive team environment. This allows for significant learning and skill refinement ("you can really test out your sales skills, really refine your scoping mechanisms") with opportunities for substantial career growth, making it a strong foundation for a long-term career.
Significant Career Lesson from a Partner Manager at Dell Technologies
Early in Matthew's career, a mentor named Chip taught the value of thoughtful guidance, emphasizing that "words held weight," providing actionable insights. Subsequent mentors, even when delivering difficult feedback like "you are not good at this," proved invaluable in accelerating Matthew's career progression, ultimately highlighting the importance of seeking mentorship for candid and impactful career advice.
College Experiences That Helped a Partner Manager at Dell Technologies Succeed
Matthew's undergraduate degree in criminology and social policy proved unexpectedly irrelevant to their American career path, but "just having the piece of paper" was valuable for entry-level positions. The most transferable skills were a strong work ethic and effective writing, developed through consistent class attendance and outside employment.
How Identity Influenced a Dell Technologies Partner Manager's Career
Matthew, a Partner Manager at Dell Technologies, reveals that while a natural introvert, the belief that "salespeople with big extroverted personalities" is a misconception; success stems from diligence, responsiveness, and providing genuine value, a strategy which proved highly effective for him. This approach allowed Matthew to avoid the draining aspects of overtly "salesy type things," demonstrating that introverts can thrive in roles typically associated with extroverts.
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