Dell Client Principal - Global Transformation Office (Financial Services) in Tokyo, Japan
Client Principal - Global Transformation Office (Financial Services)
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.
The role combines vertical industry expertise and transformation experience, helping customers 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 work closely 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 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.
PRINCIPAL DUTIES AND RESPONSIBILITIES
Successfully builds and maintains relationships with key customer decision makers and influencers at the CxO level. Successfully builds and maintains relationships with the account team, global services and partners in support of sales team objectives.
Provides business & technical leadership and direction to customer and internal staff.Works 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, communicates industry and market trends, and provides guidance on their application to customers and feedback of business requirements back into Dell Tech's engineering and marketing organizations.
Researches competitive frameworks and solutions to effectively address and dispel customer objections that arise in a sales campaign. Creates Business Value through an analysis 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.
Qualifies sales opportunities in the terms of customer business & financial requirements, competition, decision making process and funding.
DESIRED EXPERIENCE / QUALIFICATIONS
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 in key areas such as financial service including marketplace, developer communities, application migration, virtualization, converged infrastructure, and public offerings.
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.
ABOUT DELL TECHNOLOGIES:
ハイブリッド クラウドによるITの変革、また、クラウド ネイティブ アプリケーションとビッグデータ ソリューションによるビジネスの変革を実現するため、堅牢なIT基盤を提供しています。180カ国に拠点を持つデル・テクノロジーズは、エッジからコア、そしてクラウドまで、業界で最も包括的かつ革新的なポートフォリオにより、フォーチュン500に含まれる98%の企業を支援しています。
Dell Technologies Cloud:
Dell Technologies is a unique family of businesses that helps organizations and individuals build their digital future and transform how they work, live and play—providing customers with the industry’s broadest and most innovative technology and services portfolio. We value our customers, winning together, innovation, results and integrity. Grow your career with a highly competitive salary, bonus programs, world-class benefits and unparalleled learning and development opportunities— all at a company that is proud to be diverse and inclusive. Learn more on how we are closing the diversity gap 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 Employment Opportunity Policy here (https://jobs.dell.com/equal-employment-opportunity-policy-statement) .