Dell LA Server COC Finance Senior Advisor in São Paulo, Brazil

Server & Networking COC Senior Financial Analysis Senior Advisor – Latin America

Organisation: Global Server & Networking COC Finance

Reports To: Finance Director

Grade: I8/C2


The Server and Networking (NW) COC Finance team seeks a well-qualified Sales Controller to drive and support the Latin America (LA) Server business. As the Server controller the successful candidate will partner with Sales leadership and commercial segments to drive key strategic initiatives such as Server strategy implementation, Smart Price and Margin Affordability analytics, Routes to market, accelerated growth and pricing proposals. This role is a great opportunity to collaborate with BU, sales segments, share best practices and influence implementation and adoption of solutions and initiatives required to accelerate Server growth and deliver to deliver the Server Annual Operating Plan (AOP). Role will be based in Region and report to the WW Server controller based in EMEA. It is an exciting time as we ramp up our new SBT (Server Business Transformation) initiative and grow the business profitably.

General Role Responsibilities

  • Business partnership and collaboration with Server and NW COC Sales leader, Segment Sales and Finance and Pricing Center of Competency teams on Server performance management and execution of strategies, including financial analysis supporting key IOP (Integrated Operating Plan) and SBT initiatives, at a Regional level.

  • Implementation and tracking of strategic initiatives, analytics to assist business operations with exceeding financial goal and crisp articulation of business performance drivers and opportunities for closing gaps and accelerating planned growth.

  • Streamline processes and reporting to improve tactical efficiencies and enable participation with business partner in shaping business direction and successful execution to operating plan.

  • Effective strategic business partnership with operational General Manager, Product Line Managers, and division/segment finance are all essential to success in this role.

  • Ability to translate Planning Principles with the COC into actionable and planned Annual targeting by Region, Segment and RTM is key

  • Forge tight relationship with our Server and NW COC and provide Finance point of view on monthly Price Planning

Specific Role Responsibilities :

  • Provide Financial Analysis to and collaborate with the LA Server COC leadership to identify business opportunities to deliver on the 5 Key Integrated Operating Plan Priorities for Server and monitor the COC’s performance against KPIs (Key Performance Indicators), ensuring accurate Financial Reporting. The 5 key IOP priorities are :

  • New Buyer Base Program to acquire new customers.

  • Total Revenue Per Unit (TRU) improvement

  • Balanced Growth between Direct and Channel with Channel Profitability Improvement through driving Channel Total Margin Per Unit (TMU) Improvement

  • Pricing Optimisation - Regional customer profitability decile analysis with recovery plans

  • Upsells: Drive higher Services and EI (Enterprise Infrastructure) attach rates

  • Prepare weekly Finance Business Update by leveraging centralized reporting and adding commentary and insight on business performance and present same to Server COC leadership

  • Ensure holistic Pipeline Analysis is available for the entire LA Server Business, analyse the pipeline and use as input to the W6 and W10 Financial Outlooks

  • Prepare the LA Region Quarterly Financial Outlooks for review by COC Leadership and by Americas Server COC Controller

  • Control Spend V Budget on Demonstration, Evaluation, Pre-Production and Seed Units including Finance approvals

  • Monitor Try & Buy spend V Budget and ensure no overspend by segments

  • Attend Business Outlooks, Price Plan, Product Transitions monthly meetings and support the Americas Server COC Controller in preparation for same and in ad-hoc analysis as required

  • Other Ad-hoc Projects and analysis, as requested by the Global Server FD or by Americas COC Controller.


  • Prefer a Bachelor's degree in Finance or Accounting with 7-10 years relevant experience in Finance or a related field.

  • Prior sales segment experience in controlling, pricing or FP&A is also a plus but not essential.

  • Excellent PC skills including Excel and Powerpoint required

  • Ability to analyze large amounts of information and present simply to finance and non-finance personnel and draw insightful conclusions

  • The successful candidate should be able to demonstrate competencies in driving for results, dealing with ambiguity and the ability to handle multiple, conflicting priorities.

  • Ability to work with remote team members in a high matrix environment

Must have good interpersonal and leadership skills to drive results, and excellent command skills while partnering with the COC, GCN and segment sales teams