Dell Solutions Manager – Service Provider, Virtualized Mobile Infrastructure - Santa Clara, CA or Round Rock, TX in Round Rock, Texas

Solutions Manager – Service Provider, Virtualized Mobile Infrastructure

Dell provides the technology that transforms the way we all work and live. But we are more than a technology company — we are a people company. We inspire, challenge and respect every one of our over 100,000 employees. We also provide them with unparalleled growth and development opportunities. We can’t wait for you to discover this for yourself as a Solutions Manager . This is an exciting opportunity for a self-starter to join a growing team with a charter to develop, sell, and deploy solutions to the fastest growing segment within the information technology market - Service Providers .

The Solution Manager role is two-fold. First, the Solution Manager will develop a deep understanding of the needs of Communications service providers (Telcos) involved in various stages of implementing the evolution of their core, access and Radio network to roll out 5G, as well as server, storage, and networking building blocks needed to deliver virtualized solutions. The role encompasses interaction with Communications Service Providers (ie, Telco), Managed Service Providers, Hosting companies, Content Delivery Networks, Cloud providers and Consumer/Enterprise Web Technology providers. The ideal candidate will have some base experience in one or more of these areas as an employee in a Service Provider and/or a vendor that focuses on services providers in this space.

In addition to firsthand experience, the Solution Manager will round out a perspective of the market via a combination of third-party research, investment in primary research, methodical engagement with field resources calling upon Service Provider customers, end customer, and partners. Through this, the Solution Manager will be “the” subject matter expert for next generation mobile networks within Dell: understanding current customers, competitors, and partners within the market; speaking and incorporating the nomenclature of the service provider segment in all output; and sub-segmentation of Dell EMC and partner technologies for service providers.

The second part of the Solution Manager role is development of roadmaps for their solutions. Solutions will consist of Dell Technologies hardware and software assets, services (via Dell and third-parties), and specific offerings from a select group of technology partners. As such, the Solution Manager will have an in-depth knowledge of Dell’s server, storage, networking and software portfolio with the ability to drive influence into the product management process of that portfolio. In addition, the Solution Manager will maintain an inventory of third-party offerings from various technology partners with a distinct value proposition and work to incorporate into Dell EMC technology roadmap. This partner set will be diverse in terms of their size (start-ups to Fortune 500), their technology focus (software to hardware), and their geographical location.

The Solution Manager will follow an Offer Lifecycle Process in adding solutions to the roadmap. This entails the formulation of concept charters that clearly identify the basis for competitive differentiation, business case (inclusive of both investment and revenue), and the necessary competitive and intra-line positioning to allow the Solutions Marketing team to execute the go-to-market activities. Solutions on the roadmap will also undergo a definition process that clearly calls out details of the specific components at a sufficient level of detail to enable a field resource to respond to and RFI/RFQ/RFP.

Qualifications

  • Bachelor Degree or Higher

  • 10 years of experience in the communications service provider marketplace (as either customer or vendor)

  • 5 years in product management and/or solutions management, preferably in Mobile infrastructure driving 4G and 5G adoption

  • Strategic analysis, communication and business modeling skills

  • Technical understanding of the core hardware elements of an enterprise data center (i.e. compute, networking, and storage) and the software/hardware ecosystem that supports infrastructure virtualization

  • History of directly supporting sales resource in the field and incorporating their feedback to refine offerings.

  • Proven track record in managing complex matrices

  • Experience and understanding of the growing influence and role that open source (hardware, like OCP and TIP; software, like ONF, Openstack, OSM, Open-O, Kubernetes) plays in infrastructure solutions development and standard bodies (3GPP)

  • Attention to detail balanced with high level process overview/improvements

  • Business Acumen (understanding of the sales cycle)

  • Solid understanding of corporate customers - and the way they procure and consume IT

  • Proven track record of presenting directly to executive and C-level customers

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 .

An exciting opportunity for a self-starter to join a growing team with a charter to develop, sell, and deploy solutions to the fastest growing segment within the information technology market - Service Providers.

The Solution Manager role is two-fold. First, the Solution Manager will develop a deep understanding of the needs of Communications service providers (Telcos) involved in various stages of implementing the evolution of their core, access and Radio network to roll out 5G, as well as server, storage, and networking building blocks needed to deliver virtualized solutions. The role encompasses interaction with Communications Service Providers (ie, Telco), Managed Service Providers, Hosting companies, Content Delivery Networks, Cloud providers and Consumer/Enterprise Web Technology providers. The ideal candidate will have some base experience in one or more of these areas as an employee in a Service Provider and/or a vendor that focuses on services providers in this space.

In addition to firsthand experience, the Solution Manager will round out a perspective of the market via a combination of third-party research, investment in primary research, methodical engagement with field resources calling upon Service Provider customers, end customer, and partners. Through this, the Solution Manager will be “the” subject matter expert for next generation mobile networks within Dell: understanding current customers, competitors, and partners within the market; speaking and incorporating the nomenclature of the service provider segment in all output; and sub-segmentation of Dell EMC and partner technologies for service providers.

The second part of the Solution Manager role is development of roadmaps for their solutions. Solutions will consist of Dell Technologies hardware and software assets, services (via Dell and third-parties), and specific offerings from a select group of technology partners. As such, the Solution Manager will have an in-depth knowledge of Dell’s server, storage, networking and software portfolio with the ability to drive influence into the product management process of that portfolio. In addition, the Solution Manager will maintain an inventory of third-party offerings from various technology partners with a distinct value proposition and work to incorporate into Dell EMC technology roadmap. This partner set will be diverse in terms of their size (start-ups to Fortune 500), their technology focus (software to hardware), and their geographical location.

The Solution Manager will follow an Offer Lifecycle Process in adding solutions to the roadmap. This entails the formulation of concept charters that clearly identify the basis for competitive differentiation, business case (inclusive of both investment and revenue), and the necessary competitive and intra-line positioning to allow the Solutions Marketing team to execute the go-to-market activities. Solutions on the roadmap will also undergo a definition process that clearly calls out details of the specific components at a sufficient level of detail to enable a field resource to respond to and RFI/RFQ/RFP.

Qualifications

  • Bachelor Degree or Higher

  • 10 years of experience in the communications service provider marketplace (as either customer or vendor)

  • 5 years in product management and/or solutions management, preferably in Mobile infrastructure driving 4G and 5G adoption

  • Strategic analysis, communication and business modeling skills

  • Technical understanding of the core hardware elements of an enterprise data center (i.e. compute, networking, and storage) and the software/hardware ecosystem that supports infrastructure virtualization

  • History of directly supporting sales resource in the field and incorporating their feedback to refine offerings.

  • Proven track record in managing complex matrices

  • Experience and understanding of the growing influence and role that open source (hardware, like OCP and TIP; software, like ONF, Openstack, OSM, Open-O, Kubernetes) plays in infrastructure solutions development and standard bodies (3GPP)

  • Attention to detail balanced with high level process overview/improvements

  • Business Acumen (understanding of the sales cycle)

  • Solid understanding of corporate customers - and the way they procure and consume IT

  • Proven track record of presenting directly to executive and C-level customers