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Charlotte, North Carolina

Advisory Solutions Principal (S8)

Atlanta, Georgia, United States; Remote - Connecticut, United States (NY Metro); Remote - District of Columbia, United States; Remote - Florida, United States; Remote - Georgia, United States; Remote - Maryland, United States (COUNTY - All Other); Remote - Maryland, United States (COUNTY - Charles, Prince Georges, Montgomery); Remote - Massachusetts, United States; Remote - New Jersey, United States; Remote - New York, United States (All Other); Remote - New York, United States (NY Metro); Remote - North Carolina, United States; Remote - Virginia (COUNTY - Alexandria, Arlington, Falls Church, Fairfax, Loudoun, Prince William)

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as rated by current and former employees

Channel Workforce & Security Advisory Solutions Principal

Roles and Responsibilities

The Workforce Transformation Solution Principal role will be responsible for:

  • Working with the core sales organizations to articulate our unique perspective on GTM 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 Executives (SAEs).
  • 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 to satisfy customer-specific scope requirements and value-based outcomes. 
  • Required solution proposals/deliverables include:

    Scope objectives based on customer requirements.

    Major project workstreams, activities, deliverables, and timelines to achieve customer outcomes.

    Clearly defined roles and responsibilities between core sales team roles, customer roles, and business partner roles.

    Proposed service fees and terms for Dell Technologies delivery and/or business partner resource level of effort and bottoms-up expense estimates.

    Critical assumptions that need to be true to support the project timeline and proposed service fees.

  • 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 Core Sales Teams support during customer scope and legal negotiations of Statements of Work.
  • Owning and driving the transition of customer awarded Statements of Work and expectations to Dell Technologies Delivery Teams, as well as participating during internal project kickoffs. Updating Salesforce.com opportunities with pursuit team contribution.

Qualifications and Education Requirements

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

  • BA or BS degree in Computer Science or related field job experience.
  • 10+ years of pre-sales support and/or delivery experience in a consulting or professional services environment with a major and minor understanding of:

    Demonstrated ability to manage a dynamic workload of competing priorities and deliverables while proactively communicating expectations on what is needed and when a quality work product can be delivered to the customer.

    Comfortable with frequent travel (post-COVID) throughout the assigned territory to support sales campaigns, customer briefings, and workshops.

    Experience writing Statements of Work.

  • Acumen and expertise in Security related practices and solutions around detection, response & recovery.  Including: VMWare, RSA & SecureWorks.
  • Understanding of Workforce Transformation concepts, technologies, trends, and solutions

    AS/IS – TO-BE, Strategy Consulting Services, End-User Computing

    Windows 10 Deployment and Configuration Services (i.e. Dell Services, SCCM, MDT, Imaging, WIM & WICD, WaaS, AutoPilot)

    Application & Mobile Management (i.e. Microsoft Intune/VMware Workspace One)

    Office 365 Services (i.e. Migration, Integration, Exchange, SharePoint, Teams, OneDrive, and other productivity services)

    Infrastructure Services (i.e. Active Directory, Migration Services, M&A strategy)

    VDI (i.e. VMW, MSFT, Citrix)

  • Strong analytical and problem-solving skills, and an ability to tailor offerings to meet the unique aspects of a given customer scenario and thus maximize the value of our solution(s).
  • Excellent communication skills including active listening, proposal, and statement of work writing, and delivery of whiteboard or formal presentations.
  • Demonstrated ability to work in a fast-paced, highly matrix organization with a strong desire to lead diverse teams thru 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.
  • Channel expertise working with Partners in a resell motion

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.

Application closing date: October 30,2021

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. 

Job ID: R132348

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