Dell Senior Enterprise Presales Engineer in Melbourne, Australia
The Senior Systems Engineer is a senior pre-sales resource responsible for the translation of business and technical needs into solution sales campaigns that are consistent with Dell EMC's strategic business focus. They are also responsible for driving pre-sales engagements and mentoring pre-sales and sales resources within Dell EMC’s partners.
By applying Dell EMC and Storage Industry related technical acumen, relationship development, and consultative selling skills, they are charged with driving a solutions-based engagement model with key Dell EMC customers and partners. Working in conjunction with other Dell EMC Pre-Sales team members and Account Executives, the Senior Systems Engineer leverages appropriate Dell EMC offerings and expertise to objectively address the customer’s needs in an effort to become a trusted advisor for both the end customer and Dell EMC partner.
Principal Duties and Responsibilities
•Owns the Presales relationship between Dell EMC and assigned partners and customers
•Establishes “trusted solution advisor” relationships with assigned partners and customers
•Engages on key opportunities and sales initiatives to ensure valid and differentiated Dell EMC solutions are proposed to customers and partners
•Uses knowledge of technology, products, processes, industry expertise, and consultative sales skills to educate customers and partners on the value of Dell EMC’s infrastructure offerings and solutions
•Ensures assigned partners receive appropriate levels of Dell EMC Presales support for complex solutions that are beyond the capabilities of that partner to design and position
•Uses knowledge of competitive solutions to effectively address and dispel partner and customer objections to Dell EMC solutions.
•Strategises and executes technical sales calls.
•Presents and markets the design and value of proposed Dell EMC solutions and business cases to partners, customers, prospects and Dell EMC management.
•Consultative selling skills and proven ability to work with customers and partners
•Experience selling and designing complex solutions for customers
•Ability to translate business requirements into technology requirements
•Ability to work creatively and innovatively in order to “get the technical win”
•Strong oral and written communication skills with ability to communicate to technical teams as well as to business users and/or management
•Strong presentation / public speaking skills
•Strong teamwork and collaboration skills
•In-depth IT experience, with a broad understanding of IT platforms and applications
•Knowledge of storage and data protection products and solutions.
•Knowledge of Cloud Computing and Management/Orchestration concepts and technologies.
•EMC Proven Professional and/or other industry certifications desirable.
Education Required: IT Bachelor’s Degree (or equivalent experience)
Experience Required: 6+ years presales experience and 10+ years relevant industry experience