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Round Rock, Texas

Dell Technologies Select-Client Principal/Practice Development Lead

Remote - California, United States (Bay Area); Remote - Georgia, United States; Remote - Illinois, United States; Remote - Louisiana, United States; Remote - Massachusetts, United States; Remote - Missouri, United States; Remote - New Jersey, United States; Remote - Tennessee, United States; Remote - Texas, United States; Remote - Virginia (COUNTY - Alexandria, Arlington, Falls Church, Fairfax, Loudoun, Prince William); Remote - Washington, United States

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Client Principal – Practice Development Lead

As a member of the Global Transformation Office (GTO), the Client Principal (CP) is a senior thought leader that drives complex, transformational solution opportunities with our largest, most strategic customers.    As someone who is already demonstrating these capabilities, candidates for this CP- Practice Development Lead role also brings deep experience across Dell’s lines of business,  extensive practical experience and success with the GTO selling motion (or a reasonable proxy), and experience working with Dell’s major GTM partners.

What you’ll achieve:

Acting as a coach and collaborator across account teams, as well as with internal and external partners, the CP-Practice Development Lead will work to become critical to the success of the overall telecom practice. The successful candidate will have an exceptional ability to help drive successful strategic sales campaigns, as well as an innate ability to help teams distill complex customer requirements into viable technical and commercial outcomes.  

A clear and compelling communicator, this person will need to be comfortable and confident representing the Telecom practice both internally and externally with senior leadership. They will need a demonstrated history as a navigator of complexity, and as someone who can gain the trust and alignment of a diverse team. As a champion clarity, repeatability, and alignment they will ensure that the best of what exists across the Telecom Practice in the GTO is made available to all of its members.

Prior Telecom industry, IT and Cloud Platforms knowledge and background will be key to success in this role.

In this Role you will:

  • Participate as an active and opinionated member of the leadership efforts of the Telecom Practice while exhibiting a bias for action and intuition in the enablement of Telecom Client Principals in the Global Telecom Practice, seeking to help teams ‘connect the dots’ both with their customer facing efforts, as well as within Dell’s org.

  • Help to elevate successes and be an agent for repeatability of these success across the practice. Help to inventory and expose the deep subject matter expertise across the CP community, and drive sharing, collaboration and opportunities for visibility for CP’s who are seeking to do more.

  • Author and produce (and or oversee) strategic, sales, solutioning, and program material in the form of presentations, briefs, and web site content when it aligns to practice development objectives. Use your strategic planning excellence and expertise to help up-level the transformation account planning efforts across the practice.

  • Act as an evangelist both internally and externally for Dell Technologies’ transformational capabilities and as a subject matter expert for transformational expertise.

  • 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 and coordinate alignment with strategically aligned businesses on competitive activities in the field and foster the development of integrated transformational offerings that meet the needs of priority customers

Take the first step towards your dream career

Every Dell Technologies team member brings something unique to the table. With deep solutions-selling background in cloud platforms, infrastructure and network technologies, we seek a proven, hands-on sales leader with a history of driving deep collaboration in the pursuit of complex, transformational technology initiatives.  In addition to the experience outlined in the definitions of the role, here’s what we are looking for with this role:

Essential Requirements

  • 10+ years in IT sales or management consulting, including 5+ years in a Partner/Principal role, experience directly leading multi-year IT transformations sized at a minimum of $25M per transaction, starting during the pre-sales cycle thru to customer service hand off.

  • 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 the EMC Federation of companies, customers, partners and vendors. 

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

  • Practical understanding of 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. Priority will be given to candidates that show proficiency in these areas in the context of the telecom industry.

  • Ability for overnight travel on a national or international basis.

Desirable Requirements

  • Awareness of major industry frameworks and trends surrounding O-RAN, ETSI, 3GPP, ITU, TMF, ONAP and CNCF are not essential but considered an asset.

  • Should be confident participating in business conversations regarding 5G/LTE evolution, trends in telecom network disaggregation and NFV, multi-cloud operations, VIM, MANO and OSS/BSS.

  • Bachelor’s degree in a business 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.

Application closing date: DD Month YYYY

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: R185813

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