Dell Data Protection Cloud and Virtualization SE in New York, New York

General Summary

Provides high-level technical expertise in support of pre-sales activities in the assigned market. Assists in the analysis, design and development of fully integrated technology solutions. 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. May assist 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. Applicable markets: Enterprise, Commercial, Partner, Specialist/Practice

  • Assists the Sales Team to develop and implement specific account penetration strategies, produce account specific product and service and sales plans.

  • Uses knowledge of competitive solutions to effectively address and dispel customer objections to DELL solutions, and train the account team.

  • Develops 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. Strategizes and executes 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 a support 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 DELL management. Participates in mentorship of more junior TC family members.

  • Possesses strong, detailed product/technology/industry knowledge. Knowledge of job associated software and applications. DELL Proven Professional Certification desired.

Desired Skills & Experience:

  • 5+ yrs of enterprise systems engineering / presales experience, be a self-motivated leader, highly energetic, with a strong hands-on, “can do” approach.

  • Deep expertise in backup and recovery or knowledge of next generation storage architectures: SAN, NAS or iSCSI.

  • 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 CxO / VP level personnel, bringing technology solutions to solve business challenges. Understanding of public cloud IaaS architectures in AWS and Azure.