Dell Dell Commercial Design Architect in Texas
Dell Commercial (costing and pricing) Design Architect
United States - Remote
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 Commercial Design Architect on our Service Sales team in the United States. Dell creates technology solutions for a changing world. Our IT Architecture team translates our customers’ business requirements into total enterprise-wide solutions. It takes deep technical knowledge to create architectural designs that exceed service requirements. We’re skilled in analyzing the customer’s business goals, objectives, needs and general business environment to create technical system solutions. Our expertise includes integrating hardware, processes, methodologies and software into the customer environment.
The objective of the Commercial Design Architect role is to provide commercial design, deal structuring, costing and pricing support on complex services and multi-line of business opportunities. The Commercial Design Architect will be an integral part in developing a strong price-to-win strategy and will lead the costing and pricing activities, including sourcing from third party providers. The role will be involved in all aspects of the solutions and governance phases of the deal life-cycle, as well as provide input and content into proposal documents, customer presentations, and contracts negotiation. The role resides within the Services Sales organization, and is a pre-sales role with direct customer engagement, with limited travel (<25% travel).
Engage in early discussions with account team, business development manager, solution architects, and customer to understand business problems and potential service components where Dell can add value
In partnership with the Business Development Manager and solution architect(s), create an overall solution strategy and continue revising throughout the deal life-cycle.
Develop and articulate the price-to-win and commercial strategy that solves for the customers’ business need.
Develop strong rapport’ with customer and be viewed as a trusted advisor (financially focused)
Lead commercial design and engagement with finance/technical accounting and Dell Financial Service in the development of a detailed architectural design that is aligned with high-level architecture
Assist in the creation of scoping document and proposal language
Capture customer financial requirements and map to Dell capabilities. Ensure deliver-ability early in the “deal” life cycle. Modify as necessary throughout the deal life cycle
Lead, coordinate, and assist in risk management activities including risk logs, mitigation strategies and approach
Where necessary, provide regular Service Delivery Executive updates with status and next step recommendations
Drive and ensure governance and solution assurance processes are followed and communicated.
Support internal Solution Assurance Governance calls owning communication of financial aspects and risk
Lead the development of Service Delivery Executive level communications including: Internal Review Decks (Solution Assurance Reviews); Drive creation of oral presentation material. Participate in Customer Oral Presentations
Ensure a quality solution and services proposal is delivered to the customer on-time
Responsible for the development and maintenance of an overall services P&L for transactions with specific
Engage with financial controllers for financial reviews and sign-off of cost models, commercial positions, and profit and loss.
Assist partner selection strategy and drive partner participation levels during the entire solution process
Support the construction and agreement on both partner and customer Statements of Work
Participate in SOW/contract negotiations
Support successful hand-off of the financials to delivery and provide limited support during transition into steady state service delivery (knowledge transfer and historical perspective on decision making)
Assist and own initiatives to develop and maintain rate cards, standard cost model templates and finance model templates
Occasionally, provide light solution architecture design for simple add-on services and partner delivered services
Masters of Business Administration, Masters of Finance, desired
10+ years’ experience in commercial design and pricing of complex IT services, including project services, managed services, and emerging as-a-service consumption models
Excellent communication skills – written and oral, required
Mastery level skills in excel cost model and P&L development, required
Mastery level skills in pricing structure and price-to-win determination, required
In-depth experience in creating and managing the creation of large scale, global managed end users services solutions, 10+ years required
- IT services delivery, solution design, or sales experience
We offer highly competitive salaries, bonus programs, world-class benefits, and unparalleled growth and development opportunities — all to create a compelling and rewarding work environment.
If you’re ready to lead the way in IT architecture development, this is your opportunity to develop with Dell.
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 .