The business is looking for a people-focused technical sales leader who provides technical direction and business guidance to the regional sales team. You will be accountable for regional revenue goals by driving innovative technical programs and overseeing day-to-day account-level activities.
The successful candidate must be a highly technical professional possessing in-depth knowledge of the storage industry and virtualization who should be able to demonstrate technical leadership and subject matter expertise on storage products, distributed architectures, file systems, and competitive storage offerings in the SAN product space.
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 EMC and competitive technology and business applications within the assigned market. 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: Enterprise, Commercial, Partner, Specialist/Practice
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 EMC 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 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 software, hardware and service solutions to meet customer and sales objectives.
Qualifies sales opportunities in the terms of customer technical requirements, competition, decision making process and funding.
Presents and markets the design and value of proposed solution and business case to customers, prospects and management.
Skills & Experience:
5+ yrs of pre-sales engineering experience, be a self-motivated leader, highly energetic, with a strong hands-on, “can do” approach.
Ability to understand and present large portfolio offerings across multiple technology platforms (storage, data protection, converged and hyper-converged, hybrid and public cloud, big data platforms).
Expertise in multiple areas as it relates to cloud architecture including virtualization and/or SAN, NAS, iSCSI, Flash, convergence/hyper-convergence, HPC, advanced server technology, devops, big data, etc.
Knowledge of distributed computing, virtual memory subsystem and scale-out storage architecture is a plus.
Proven ability to advance a sales opportunity from the technology buy-in perspective.
Ability to build strong relationships with the customer and understand pain points and future strategies.
Ability to share and collaborate with multiple specialty groups, in order to determine the right technology solution for the customers.
Ability to communicate Dell Technologies strategic advantages at executive level.
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 working with Cx0 level personnel, bringing technology solutions to solve business challenges.
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