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Austin, Texas

TSB Telecom Principal Consultant

Remote - Texas, United States

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The telecommunications industry is going through a major transformation within its network driven by several technology shifts, including 5G, the virtualization of the network functions and advancements in OSS/BSS including utilization of AI/ML.  Dell Technologies is the leader in being the essential infrastructure company in the date center, the cloud, the core and the edge and is making significant investments to drive products and services into the telco network.  The Telecom Systems Business Unit (TSB) is a rapidly growing global organization comprised of specialized experts dedicated to strategically and intimately partnering with Telecom customers who are deeply engaged in a transformation within their network by delivering best-in-class technology and service solutions based on offerings from Dell Technologies.

TSB Telecom Principal Consultant

As a member of the Network POD Transformation Team, the Telecom Principal Consultant is a senior thought leader that drives complex, transformational solution opportunities with our largest, most strategic Telco customers.  The role is responsible for collaborating with sales teams and customer executives to help lead, win and deliver transformative customer network transformations via Dell Technologies solutions. As the solution opportunity is explored within the Telco’s CTO and Network organizations, the Telecom Principal Consultant will develop an agenda, define a sales campaign roadmap, and decide which technology components are needed to achieve the client’s objectives. 

The Telecom Principal Consultant is the central point of contact for our clients and for the sales and delivery teams aligned to the overall solution’s components.  They play a critical role as a “trusted advisor” to client CTO, Network SVP and Line of Business Unit leaders before, during and after major transformational investments including successful design win pursuits, through the POCs and success implementations.

The Telecom Principal Consultant will work collaboratively with account teams assigned to the Telco and under the direction of the Client Executive (CE) that is the overall lead for the account.  The Telecom Principal Consultant will be a part of a cross functional collaboration ‘POD’ that consists of a Network Architect, a Services Lead, a Commercials Lead and a Program Director.

You will:

  • Capture, understand and analyze specific Telcos network transformation approach and translate them into a Dell Technologies vision and solution

  • Build strong relationships and develop credibility with executives within Telcos

  • Drive a complex sales engagement process with potential multiple pursuits managed over multiple months/years

  • Close sales opportunities and negotiate commercial terms and conditions

  • Identify capability gaps in delivering on network transformations, and identify and engage partners to complete solution

  • Author and produce competitive sales tools in the form of presentations, briefs, white papers and web site content

  • Act as the subject matter expert for Network Transformations, both externally and internally with the core sales team and delivery team

  • Forecast and maintain internal sales systems as the opportunity owner and ensuring communication on pipeline status of all revenue streams to line management

  • Leverage existing relationships with CTO, COO, Network Operations SVP and Line of Business heads within a targeted set of Global / large national accounts to develop deep and trusted advisory relationships

  • Act as an evangelist for Dell Technologies Network Transformation capabilities in a target set of accounts

  • Build focused account plans that ensure new business development and maintain account growth

  • Collaborate with sales and partner alliance teams to develop competitive account positioning, client messaging, and sales plays that effectively promotes the advantages of Federation products and services and wins prospective client business

  • Provide feedback to strategically aligned businesses on competitive activities in the field and develop integrated transformational offerings that meet the needs of priority customers

  • Orchestrate and collaborate with internal resources and core sales team to drive sales cycles

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:

Essential Requirements:
With a solutions sales leadership background in Telco network technologies, we seek a proven, hands-on sales leader with a history of collaborating with global customer executives specific to complex, transformational Telco investments.  Additionally, we require:

  • 10+ years in Network sales or management consulting, including 5+ years in a Partner/Principal role

  • Experience directly leading client executives through multi-year transformations sized at a minimum of $25M per transaction, starting during the pre-sales cycle thru to customer service hand off.

  • Prior work on topics outside of Telco infrastructure, including network design, change management, and process redesign.   

  • Experience in orchestrating technical and sales resources to drive large customer projects in your key accounts.    

  • Strong interpersonal, written and verbal skills which allow you to influence and interact with confidence and credibility at all levels within Dell Technologies, customers, partners and vendors. 

  • Experience working in matrixed, complex, fast-moving and constantly changing environments within an extremely competitive market.

  • Practical understanding of Telco networks across the data center (OSS/BSS), network core, edge and into the RAN as well as 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.

  • Ability for overnight travel on a national or regional basis and potentially global level.

  • Bachelor’s degree in a business or technical discipline; a 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.

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.


Job ID: R075466

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