Dell Sr Solutions Principal in East Brunswick, New Jersey

Job Description:

RDP – Residency & Deployment Principal

Role Summary

Experienced business developer responsible for driving professional services, specifically the EMC Residency and EMC implementation, with the EMC field account and services sales teams. Provides technical leadership and direction to customers in the analysis, design and development of professional services solutions. Acts as expert and consultant to develop and propose solutions that meet the technology and business requirements of assigned customers. Makes technical and sales presentations to customer and senior management. Understands EMC and competitive technology and business applications relevant to associated services. Conducts research, answers questions and removes objections that arise in a sales campaign. Serves as a trusted technology advisor to customers and serves as a thought leader within their area of expertise and assigned business segment, resource on technical issues or specific business applications within an assigned market segment. Partners with the assigned engagement manager to drive follow-on opportunities within active accounts. Transitions work to delivery organization through appropriate practice managers.

Name – RDP – Residency & Deployment Principal


  • Drive business development with account managers, with primary focus on identifying, scoping, proposing and closing engagements. Coordinates sales efforts with delivery management and practice management team, including ensuring all required commercial/solution reviews are completed.

  • Ensures SOW and BOE are carefully defined.

  • Participates in account relationship and issue management activities. Conducts business development activities with broad application of principles and concepts. Build and maintain engagements on the most complex deals and / or on a selected list of focused accounts.

  • Define, develop and implement actions according to account plans on selected focused accounts with account teams. Adhere to EMC sales process and methodologies on all opportunity pursuits. Defines solid, workable solutions and provides resolutions to diverse range of complex business problems.

  • Responsible for the booking forecast of services and solutions business in assigned accounts. Understand the power of credentials, and is able to leverage appropriate success stories that are relevant to a particular prospect and/or sales situation. Stay abreast of status/details for each campaign and independently provide reliable booking forecasts on a weekly, monthly and quarterly basis.


  • Possesses strong product/technology/industry knowledge

  • Understanding of EMC's products and their value added to the customer

  • Sales Acumen

  • Business forecasting/managing the business

  • Results driven

  • Presentation skills

  • Ability to work in a team environment

  • Communication skills

  • Consultative skills

  • Customer focused.

  • Negotiation skills.

  • Understanding of key sales and management reporting tools.

EMC Values:

When you choose our company, you join a diverse world of innovative thought leaders. At our core is a commitment to workplace diversity, the sustainability of our planet, and community corporate involvement. We offer highly competitive salaries, bonus programs, world-class benefits, and unparalleled growth and development opportunities-all to create a compelling and rewarding work environment.

We are an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex (including pregnancy), sexual orientation, gender identity and/or expression, national origin, protected veteran status, disability, genetics, or citizenship status (when otherwise legally authorized to work) and will not be discriminated against on the basis of such characteristics or any other status protected by the laws or regulations in the locations where we operate. We encourage applicants of all ages.

Critical Hiring Criteria:

Functional Area(s):

Consulting, Professional Services, VCE - Virtual Computing Environment Coalition



Business Unit:



US - New Jersey - East Brunswick