Dell Client Principal, IT Transformation in Frankfurt, Germany
Client Principal, IT Transformation
Dell Technologies combines the power of 7 technology leaders that are committed to this vision. Helping our customers transform the way they do business in 4 fundamental ways; Digital Transformation, IT Transformation, Workforce Transformation and Security Transformation. These transformations are realized through; gaining new capabilities, reinventing processes, strengthen security and creating new value that could change the game. At Dell Technologies we service customers across 180 countries – including 98 percent of the Fortune 500 – with the industry’s most comprehensive and innovative portfolio from edge to the core to cloud.
The role of the Client Principal is to lead the overall transformation outcomes on behalf of Dell Technologies and the client, provide a single point of accountability, and leverage the delivery and solution capabilities of the Strategically Aligned Businesses (SAB), while working alongside the Dell Technologies and SAB stakeholders in delivering transformational value.
The role combines vertical industry expertise and transformation experience, helping customers achieve key business outcomes in times of change. The Client Principal (CP) provides innovative thought, strategic guidance and a mix of technical & business expertise to help clients accelerate their journey through the four transformations. Taking a business centric perspective, the CP should be able to differentiate Dell Tech on our ability to deliver tangible business results through the generation of actionable strategy and design, followed by driving and managing execution with our clients, to enable them to transform and exploit the benefits of technology in solving business transformation needs.
The CP provides this support to an assigned account or set of accounts in a given geography. He/she will work closely with their sales team and customers to create strategic account plans that are rooted in as-a-service technologies, next generation applications, and data analytics. The CP will build credibility and challenge traditional customer thinking to sell a long term vision as opposed to pointed solutions. The CP should be able to provide both business and technical thought leadership for the account’s C-level executives, including CEO, CFO, COO, as well as traditional IT executives.
PRINCIPAL DUTIES AND RESPONSIBILITIES
Successfully builds and maintains relationships with key customer decision makers and influencers at the CxO level
Successfully builds and maintains relationships with the account team, global services and partners in support of sales team objectives.
Provides business & technical leadership and direction to customer and internal staff.
Works with Strategically Aligned Business peers to create, maintain and regularly communicate an account technology plan. The plan includes future state architectures, tactical initiatives and milestones and business relevant technology solutions.
Through deep industry expertise, communicates industry and market trends, and provides guidance on their application to customers and feedback of business requirements back into Dell Tech's engineering and marketing organizations.
Researches competitive frameworks and solutions to effectively address and dispel customer objections that arise in a sales campaign.
Creates Business Value through an analysis of business transformation goals, needs, mapped against the industry, the customer’s competitors, and a thorough understanding of the customer’s financial position to show a favorable return on investment
Qualifies sales opportunities in the terms of customer business & financial requirements, competition, decision making process and funding.
10+ yrs of IT or Digital Transformation within Fortune 500 or similar companies’
Ability to work at CxO level to build strategies
Executive presence, influence and ability to collaborate & motivate across the organization
Internally and externally recognized as a key and influential leader
Understands Technology vs. Business Impact
Leadership & Relationship Building Experience
Strong Business & Financial Acumen, Influence Based Leadership, comfortable leading through ambiguity, Creative & Critical Thinking
Dell is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, colour, 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. Dell encourages applicants of all ages.
We are a Disability Confident Committed Employer and aim to ensure our recruitment process is inclusive and accessible
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. Learn more about Diversity and Inclusion at Dell here .