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12 months ago
Location: London
Job type: Permanent
Sector: Software Engineering
Category: Engineering Sales Jobs
Why Work at Dell?

Endless challenges and rewards. Opportunities on six continents. A team of colleagues fueled by collaboration. All this, and a company deeply committed to integrity and responsibility.

The DELL|EMC Global Alliances segment continues to be a critical component of our go-to-market strategy to drive global growth, market expansion, and Dell EMC most exclusive partners. Global Alliances is in the midst of a sweeping transformation initiative that will change our approach and charter with regard to how we support our biggest, best, most strategically relevant global partners. As we continue to raise the bar and add to our talent pool of technology thought leaders, as an Advisory SE it is a critical role in executing on that transformational agenda in Global Alliances.

At a high level the Advisory SE acts as the technology thought leader for the Service Provider, EMC and the industry while partnering with ASDs and GA Sales team and regional teams and if applicable Global Account team to architect an IT vision & roadmap supporting the account strategy and owning service creation and offering development activities.

Main responsibilities

- Acts as Technical Authority in the SP providing technical leadership and direction to customer and internal staff. - Successfully builds and maintains relationships with key SP decision makers and influencers from C level to solution teams, presales, product managers, cloud sales directors, app development teams, ops and engineering.

- Supports and actively contributes to SP account strategy, IT vision and roadmap working in partnership with AM and extended team.

- Owns, maintains and ensures execution of Account Technology plan and Services and Solutions Roadmap, including future state architectures, tactical/strategic initiatives and milestones, service offerings and business relevant technology solutions.

- Ensures full Dell Technologies awareness within the different SP stakeholder areas presenting the technical design and business value of proposed Dell EMC solutions and business cases.

- Identifies and drives SP Propositions as per customer needs and ensure SP Proposition catalogue is updated.

- Leads and owns Service Creation activities (Solution Track) and deliverables with the SP following Service Creation framework. Work in partnership and strong collaboration with BDMs within the team who own the Business track. - Owns the enablement plan in the partner to ensure Service readiness.

- Successfully builds and maintains relationships with the broader SP team in support of sales team objectives and engages and leverages corporate resources, abilities and personnel as appropriate.

- Participates actively in Service Providers community and GA CTO forum driving best practice sharing, researches and communicates technology, industry and market trends and provides guidance on their application to SP and feedback of business requirements back into EMC's engineering and BUs in order to shape future Roadmap based on SP needs.

. As an EMEA SP SE in will be, in addition, responsible for:

• Strategy definition with GA SP Global Architect and GAM (Global accounts) or with ASDs, AMs and local SEs (NSPs).

• Successfully builds and maintains relationships with the broader SP team collaborating with in country SEs in Theater to ensure strategy execution

• Collaborates and assists local account teams and BU specialists in the development of responses to customer requests and proposals as required.

• Maintains and leads an international virtual team community of technical resources covering the SP to drive standardization, consistency and leverage best practices and successes.

• Works with GAM/ASDs/ AM to create, maintain and regularly communicate a federated account technology plan to the federated virtual team.


 Experience in the IT field.

 ICT Presales experience, Cloud solutions (aaS) and cost to serve models.

 Service creation & Offering development and Sell in/out selling motion.

 Experience working with/for/in Service Providers

 Excellent understanding of SP market and competition.

 Advance knowledge: Cloud stack and variants (IaaS, PaaS, SaaS), Storage, Virtualization, Compute, Networking Availability, (H)Converged infrastructure solutions and one of the following Solution plays (Big data & Analytics, DevOps, Apps (Oracle/SAP/MS), EUC/VDI, Cloud).

 Master degree in Computer Science or equivalent - desired.

 TOGAF, ITIL or similar IT certification - desired.

 Excellent level of English and native language required. Ability to communicate in French (both written and verbally) is desired.

 Excellent written, verbal, and presentation communication skills.

Interpersonal Skills:

 Leading virtual and cross-functional teams.

 Self motivated, proactive, results driven.

 Creative and innovative.

 Excellent written, verbal, and presentation communication skills.

 Ability to multi-task.

 Consultative skills.

 Customer first always

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