Why Work at Dell?

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The Global Alliances Data Protection Pre-sales engineer is responsible for creating and expanding the footprint of the expanding network of Dell EMC service provider partners. The data protection landscape is complicated, competitive and high speed.

Seeking an self-driven individual who can manage multiple different campaigns across the portfolio at many different service providers concurrently. A SE with strong technical, communication and business acumen is required.

Travel is expected and can be up to 50%.

SUMMARY:

• Provides technical leadership and direction to customers and internal staff in the development of fully integrated technology solutions in support of pre-sales activities in the assigned market.
• Assists in the analysis, design and development of fully integrated technology solutions.
• Acts as technical expert and consultant to develop and propose solutions that meet the technology and business requirements of assigned customers. Technical emphasis is on hardware capabilities, software requirements and systems integration.
• Makes technical and sales presentations to customer's technical staff and senior management.
• Understands DELL and competitive technology and business applications within the assigned market.
• Assists in the development of responses to customer requests and proposals as required.
• Conducts research, answers questions and removes objections that arise in a sales campaign.
• Serves as a trusted technology advisor to customers and serves as an internal resource on technical issues or specific business applications within an assigned market segment.
• Makes technical and sales presentations to technical staff and top management.

Applicable markets: Service Provider - Commercial, Enterprise or Channel

PRINCIPAL DUTIES AND RESPONSIBILITIES

• Works with Sales Team to develop and implement specific account penetration strategies, produce account specific product and service and sales plans
• Maintains knowledge of competitive solutions to effectively address and dispel customer objections to DELL solutions, and train the account team.
• Anticipates technology and/or market trends and provides guidance on their application to external customers and feedback of business requirements back into DELL's engineering and marketing organizations.
• Successfully builds relationships with the account team, partners and customers in support of sales team objectives and engages and leverages corporate resources, abilities, budgets and personnel as appropriate.
• Leads technical sales calls
• Configures and documents DELL software, hardware and service solutions to meet customer and sales objectives.
• Completes required presales documentation quickly and accurately.
• Qualifies sales opportunities in the terms of customer technical requirements, competition, decision making process and funding.
• Assumes leadership role in District Sales and Services Leadership Meetings.
• Presents and markets the design and value of proposed DELL solution and business case to customers, prospects and management.
• Participates in mentorship of more junior TC family members.

EXPERIENCE:

• 5-10+ yrs of enterprise sales engineering management experience, be a self-motivated leader, highly energetic, with a strong hands-on, doproach. Previous Global Alliances experience a definite plus.
• Deep expertise in back-up recovery products/solutions required, either from the Dell EMC Portfolio (DD, Avamar, Networker, Receoverpoint, etc) or competitor product lines.
• Knowledge of distributed computing, virtual memory subsystem and scale-out storage architecture is a plus.
• Demonstrated strong written, oral and presentation skills with the ability to discuss highly technical concepts to a variety of audiences, including executive level technical decision-makers.
• Demonstrated ability to develop and execute strategic initiatives.
• A high level of business acumen and experience bringing technology solutions to solve business challenges.

EDUCATION:

Bachelors degree in Computer Science, Electrical Engineering, Physics, Mathematics, focused on distributed systems, telecommunications, or networking is preferred.

SKILLS:

• Detailed product knowledge.
• Customer focused.
• Communication skills.
• Ability to work effectively with senior management.
• Ability to manage in a matrix environment.
• Ability to influence others to achieve results.

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