Dell Client Principal in Singapore, Singapore
Client Principal (Singapore)
Dell Technologies, enables organizations to modernize, automate and transform their data centers using industry-leading converged infrastructure, servers, storage and data protection technologies. This provides a trusted foundation for large enterprise customers to transform IT, through the creation of hybrid cloud capability which tightly interconnects private and public offerings and helps customers transform their business through the creation of cloud-native applications and big data solutions. Dell Technologies services customers across 180 countries – including 98 percent of the Fortune 500 – with the industry’s most comprehensive and innovative portfolio from edge to 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 partner stakeholders in delivering transformational value.
What You Will Achieve
The role combines vertical industry expertise and transformation experience, connecting with customers and supporting them to 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 approach, 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. They will collaborate 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 trust, credibility and challenge traditional customer thinking to sell a long-term vision as opposed to point 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.
Successfully nurture and maintain relationships with key customer decision makers and influencers at the CxO level, the account team, global services and partners in support of sales team objectives.
Provide business & technical leadership and direction to customer and internal staff; Work with business partners 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, communicate industry and market trends, and provide guidance on their application to customers and feedback of business requirements back into Dell Tech's engineering and marketing organizations; Research competitive frameworks and solutions to effectively address and dispel customer objections that arise in a sales campaign.
Create Business Value through a evaluation 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
Qualify sales opportunities in the terms of customer business & financial requirements, competition, decision making process and funding.
Take the first step towards your dream career
Every Dell Technologies team member brings something unique to the table. Here’s what we are looking for with this role:
Experience directly leading client executives through multi-year IT transformations transaction, starting during the pre-sales cycle through to customer service hand off.
Strong sales acumen, with experience of direct selling, consulting and service delivery – track record of successfully selling and delivering multi-year software-defined, or cloud service capability internationally at more than $30m
Working knowledge of cloud models including marketplace, developer communities, application migration, virtualization, converged infrastructure, and public offerings; Strong understanding of IT operating models, ITIL, DevSecOps, SRE.
Ability to understand various business models and make connections to how IT can support and ultimately bring profitably to the company.
Strong understanding of financial aspects of IT which include but is not limited to; planning, capital & operating expenses, and asset capitalization.
10+ years in IT sales or management consulting, including 5+ years in a Partner/Principal role
Prior work on topics outside of IT strategy, including organization design, change management, and process redesign.
Experience working in matrixed, complex, fast-moving and constantly changing environments within an extremely competitive market.
Practical understanding of virtualization, big-data, security, data storage, private cloud and hyper-converged solutions, as well as the solution’s value when mapped to an account’s business needs.
• Bachelor’s degree in a business discipline; an MBA is greatly respected
Here’s our story; now tell us yours
Dell Technologies helps organizations and individuals build a brighter digital tomorrow. Our company is made up of more than 150,000 people, located in over 180 locations around the world. We’re proud to be a diverse and inclusive team and have an endless passion for our mission to drive human progress.
What’s most important to us is that you are respected, feel like you can be yourself and have the opportunity to do the best work of your life -- while still having a life. We offer excellent benefits, bonus programs, flexible work arrangements, a variety of career development opportunities, employee resource groups, and much more.
We started with computers, but we didn’t stop there. We are helping customers move into the future with multi-cloud, AI and machine learning through the most innovative technology and services portfolio for the data era. Join us and become a part of what’s next in technology, starting today.
You can also learn more about us by reading our latest Diversity and Inclusion Report and our plan to make the world a better place by 2030 here (https://jobs.dell.com/diversity-and-inclusion) .
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. Dell encourages applicants of all ages. Read the full Equal Employment Opportunity Policy here (https://jobs.dell.com/equal-employment-opportunity-policy-statement) .