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Sr. Solutions Principal (コンサルティングサービスプリセールス)

Tokyo, Japan 掲載日 06/22/2021

Sr. Solutions Principal  (コンサルティングサービスプリセールス)

Role Summary

The Consulting Solution Principal is a creative pre-sales professional with a passion for technology evangelism and architecting custom, outcome-based solutions for Dell Technologies largest customers. The Consulting Solution Principal lives in a world between sales and services delivery and is experienced at representing the breadth and depth of Dell Technologies’ consulting capabilities. The Consulting Solution Principal is a dynamic speaker and architect of technology solutions that help customers drive their transformation – from the edge, to the data center, to the cloud – and quickly achieve business outcomes.

In this role, you will help define, propose and grow business solutions by working directly with customers and the Dell Technologies sales and solutioning teams across the business. You will work in a fast-paced, challenging environment with a focus on customers and driving business results. You will be expected to help architect services solutions for our customers’ toughest IT challenges, in particular helping customers leverage the Dell Technologies consulting services portfolio in the areas of IT and Applications Transformation.

Our customer base includes some of the largest aerospace, financial, healthcare, high technology, communications, insurance and manufacturing businesses in the world. You will have the opportunity to present to some of the greatest minds in the IT industry. Success requires a dynamic, hard-working, professionally mature and technology savvy individual who has demonstrated an ability to lead based on experience, knowledge, passion and competence. The Consulting Solution Principal is expected to spend approximately 70% of their time working service led sales pursuits with the Dell Technologies Services (DTS) sales team and delivery organizations, 15% of time in proactive demand generation activities with the sales organization, and 15% of time growing proficiency in the Dell Technologies services and consulting offerings to enable continued growth and success in the role.

Roles and Responsibilities

The Consulting Solution Principal is responsible for:

  • Working with the sales organizations to articulate our unique perspective on go-to-market service solutions and credentialing our delivery capabilities using success stories to meet customer needs.
  • Gathering, documenting, and understanding customer specific scope requirements and expectations for value-based outcomes in coordination with the Services Account/Client Executives.
  • Collaborating and working with other Solutions Principals within the Solutioning Team organization, Delivery Leads and Subject Matter Experts, as well as other business partners to develop solution proposals that satisfy customer specific scope requirements and value-based outcomes.  As part of the pursuit, and scoping/proposal process, the Solution Principal is responsible:
  • Scoping objectives based on customer requirements.
  • Defining major project work streams, activities, deliverables, and timeline to achieve customer outcomes.
  • Clearly defining roles and responsibilities of Dell Technologies, the customer, and business partners.
  • Identifying critical assumptions to ensure project success.
  • Determining resource levels of effort, expense estimates, service fees and delivery terms.
  • Working with Dell Technologies Delivery Leads, Solutioning Team and Subject Matter Experts to develop Statements of Work consistent with the terms approved during reviews.
  • Providing Sales Teams support during customer scope and legal negotiations of Statements of Work.
  • Owning and driving transition of customer awarded Statements of Work and expectations to Dell Technologies Delivery Teams, as well as participating during internal project kickoffs.

Qualifications and Education Requirements

A candidate for the Consulting Solution Principal role should possess the following qualifications:

  • BA or BS degree in Computer Science or related field job experience in services presales and delivery on consulting and system integration projects.
    • For Solution Principal role: at least 12 years of related experience with entry-level consultative skillsets providing advisory across sales/presales and delivery with intermediate understanding of IT product and services portfolio.
    • For Senior Solution Principal: at least 15 years of related experience at a senior-level consultative skillset providing counsel across sales/presales and delivery with expert understanding of IT product and services portfolio.
  • Understanding of Application Transformation, specifically portfolio optimization, modern applications development processes, DevOps, Infrastructure as Code, big data and IOT analytics.
  • Understanding of IT/Digital Transformation, specifically multi-cloud infrastructure, data center modernization and migration, business resiliency and cyber recovery.
  • Understanding of emerging technologies, trends and solutions (Converged and Hyper-Converged Infrastructure, Public or Private Clouds, X-as-a-Service, Virtualization, Containers, etc.).
  • Strong analytical and problem-solving skills, and an ability to tailor offerings to the meet the unique aspects of a given customer scenario and thus maximize the value of our solutions.
  • Excellent communication skills including active listening, proposal and statement of work writing, and delivery of white board or formal presentations.
  • Demonstrated ability to work in a fast-paced, highly matrix organization with a strong desire to lead diverse teams through multiple sales campaigns to completion. 
  • A strong and persuasive sales-oriented personality that can partner with and influence the Dell Technologies Sales Teams, the Solutioning Team and Delivery Teams to position and win services business.

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.

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.

Job Family: Engineering Global-Services Software-Engineer Systems-Engineer Job ID: R110745



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