Advisory Solutions Principal
Posted on: November 17, 2021
The Data Center Solution Principal role is a creative, outgoing
pre-sales professional with a passion for technology evangelism,
sales and custom solution development. The Data Center Solution
Principal lives in a world between sales leadership and services
delivery. The Data Center Solution Principal is experienced at
architecting and evangelizing technology solutions. This individual
is a dynamic speaker and presenter of technology solutions.
The Data Center Solution Principal with a High-end Storage Services
(Residency, Deployment and Converged Infrastructure/Hyper-converged
Infrastructure) focus is a unique role in our organization. In this
role, you will help define and grow the High-end Storage services
business by working directly with customers, sales, delivery leads,
Dell EMC Solutioning Team and subject matter experts across the
Dell EMC High-end Storage business. You will work in a fast-paced,
challenging environment, with a focus on customers and driving
business results. - You will have the opportunity to help architect
services solutions for our customers' toughest IT challenges, in
particular helping customers implement services across the Dell EMC
deployment services portfolio.
Our customer base in the United States includes some of the largest
aerospace, financial, healthcare, high technology, insurance, and
manufacturing businesses in the world. - You will have the
opportunity to present to some of the greatest minds in the IT
industry. Success requires a dynamic, hard-working, professionally
mature, and technology savvy individual who has demonstrated an
ability to lead based on experience, knowledge, passion and
competence. The Data Center Data Center Solution Principal is
expected to spend approximately 70% of their time working service
led sales pursuits with the Support and Deployment Services (SDS)
sales team and delivery organizations, 15% of time in proactive
demand generation activities with the sales organization, and 15%
of time growing proficiency in the Dell EMC High-end storage
services offerings to enable continued growth and success in the
Roles and Responsibilities
The Data Center Solution Principal role will be responsible
Working with the core sales organizations articulate our unique
perspective on GTM service solutions and credentialing our delivery
capabilities using success stories to meet customer needs.
Gathering, documenting, and understanding customer specific scope
requirements and expectations for value based outcomes in
coordination with the Services Sales Executives (SSEs).
Collaborating and working with other Solutions Principals within
the Solutioning Team organization, Delivery Leads and Subject
Matter Experts, as well as other business partners to develop
solution proposals to satisfy customer specific scope requirements
and value-based outcomes. Required proposals include: Scope
objectives based on customer requirements
Major project work streams, activities, deliverables, and timeline
to achieve customer outcomes
Clearly defined roles and responsibilities between core sales team
roles, customer roles, and business partner roles
Proposed service fees and terms for Dell EMC delivery and/or
business partner resource level of effort and bottoms-up expense
Critical assumptions that need to be true to support the project
timeline and proposed service fees.
Leading sales pursuits and ensuring compliance with pursuit
management processes and governance model: Schedule, invite key
stakeholders, facilitate, and provide input to the Dell EMC
Delivery Team solution reviews and risk assessments.
Facilitating "Early Demand" or "Start at Risk" requests through
Dell EMC Delivery Leadership approval and Resource Management
understanding of resource staffing needs.
Working with Dell EMC Delivery Leads, Solutioning Team and Subject
Matter Experts to develop Statements of Work consistent with the
terms approved during reviews
Providing Core Sales Teams support during customer scope and legal
negotiations of Statements of Work.
Owning and driving transition of customer awarded Statements of
Work and expectations to Dell EMC Delivery Teams, as well as
participating during internal project kickoffs.
Updating Salesforce.com opportunities with pursuit team
Managing and proactively communicating status on portfolio of
assigned sales pursuits, as well as consistently and effectively
managing expectations on what is needed and when a quality work
product can be delivered to the customer.
Participating on Dell EMC Product Group calls to provide feedback
on what is or isn't resonating for assigned marketplace, as well as
insights on potential new solutions and offers to consider.
Qualifications and Education Requirements
A candidate for the Data Center Solution Principal role should
BA or BS degree in Computer Science or related field job
Understanding of IT Transformation concepts.
Understanding of emerging technologies, trends and solutions (i.e.
Converged and Hyper-Converged Infrastructure, Public or Private
Clouds, X-as-a-Service, etc.).
A high degree of learning agility; passionate about learning and
mastering new concepts quickly and independently; good research
Strong analytical and problem solving skills, and an ability to
tailor offerings to the meet the unique aspects of a given customer
scenario and thus maximize the value of our solution(s).
Excellent communication skills including active listening, proposal
and statement of work writing, and delivery of white board or
Demonstrated ability to work in a fast-paced, highly matrix
organization with a strong desire to lead diverse teams thru
multiple sales campaigns to completion.
A strong and persuasive sales oriented personality that can partner
with and influence the Dell EMC Sales Teams, the Solutioning Team
and Delivery Teams to position and win services business.
Preferred / Desired Skills and Experience
Skill expectations of a Data Center Solution Principal. Preferred /
desired skills and experience for this role also include:
10+ years of pre-sales support and/or delivery experience in a
consulting or professional services environment with a major and
minor understanding of: Demonstrated ability to manage a dynamic
workload of competing priorities and deliverables while proactively
communicating expectations on what is needed and when a quality
work product can be delivered to the customer. Proactively asks for
help when needed to meet deadlines.
Comfortable with frequent travel throughout the assigned Theater to
support sales campaigns, customer briefings, and training. In
addition, some of our multi-national customers have operations
outside the assigned Theater and travel may be required to those
Experience writing Statements of Work for customers and
sub-contracts with partners preferred .
Dell Technologies helps organizations and individuals build a
brighter digital tomorrow. Our company is made up of more than
150,000 people, located in over 180 locations around the world.
We're proud to be a diverse and inclusive team and have an endless
passion for our mission to drive human progress.
What's most important to us is that you are respected, feel like
you can be yourself and have the opportunity to do the best work of
your life -- while still having a life. We offer excellent
benefits, bonus programs, flexible work arrangements, a variety of
career development opportunities, employee resource groups, and
We started with computers, but we didn't stop there. We are helping
customers move into the future with multi-cloud, AI and machine
learning through the most innovative technology and services
portfolio for the data era. Join us and become a part of what's
next in technology, starting today.
You can also learn more about us by reading our latest Diversity
and Inclusion Report and our plan to make the world a better place
by 2030 here .
Application closing date: DD Month YYYY
Dell 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. All employment
decisions at Dell are based on business needs, job requirements and
individual qualifications, without regard to race, color, religion
or belief, national, social or ethnic origin, sex (including
pregnancy), age, physical, mental or sensory disability, HIV
Status, sexual orientation, gender identity and/or expression,
marital, civil union or domestic partnership status, past or
present military service, family medical history or genetic
information, family or parental status, or any other status
protected by the laws or regulations in the locations where we
operate. Dell will not tolerate discrimination or harassment based
on any of these characteristics. Dell encourages applicants of all
ages. Read the full Equal Employment Opportunity Policy here
Keywords: Dell, Lubbock , Advisory Solutions Principal, Other , Ropesville, Texas
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