Dell Systems Engineer (Enterprise) in San Francisco, California

Systems Engineer (Enterprise)

Job ID R09748

Date posted 10/09/2017

Location San Francisco, California

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Responsible for driving the technical sales strategy for DELL products and services in assigned customer accounts. As a member of a field account team, the candidate must demonstrate leadership abilities across a diverse set of matrix sales teams to accelerate the adoption of DELL EMC products and services.

  • Candidate must possess a general understanding of the customer's business and industry.

  • In addition, demonstrate a desire to expand customer industry knowledge by rapidly assessing industry trends and impacts to the target organization.

  • Be able to quickly identify customer?s strengths and weaknesses in their industry. Assess the customer's IT organization's ability to respond to rapidly changing business requirements.

  • Candidate must have a deep understanding of DELL EMC and competitive technology, and business applications within the assigned market and is responsible for translating/applying this knowledge into strategic initiatives.

  • Lead the development of responses to highly critical/unique, large scale customer requests and proposals.

  • Serves as a trusted technology advisor to customers and serves as an internal resource on technical issues or specific business applications within an assigned market segment.

  • Often interfaces with customer's senior management to assess major business operations and address product/service needs.

  • Consults with engineering to answer customer's questions and remove objections that arise in a sales campaign.

  • Engage customer contacts at both a strategic, business focused and tactical, IT technology level.

  • Provides technical leadership & direction to customers & internal staff in the development of fully integrated technology solutions in support of pre-sales activities in the assigned market.

  • Assists in the analysis, design & development of fully integrated technology solutions.Acts as technical expert & consultant to develop & propose solutions that meet the technology & business requirements of assigned customers.

  • Technical emphasis is on hardware capabilities, software requirements & systems integration.

  • Makes technical & sales presentations to customer's technical staff & senior management. Understands DELL & competitive technology & business applications within the assigned market.

PRINCIPAL DUTIES AND RESPONSIBILITIES:

  • Works with Sales Team to develop & implement specific account penetration strategies, produce account specific product & service & sales plans

  • Maintains knowledge of competitive solutions to effectively address & dispel customer objections to DELL solutions, & train the account team

  • Anticipates technology and/or market trends & provides guidance on their application to external customers & feedback of business requirements back into DELL's engineering & marketing organizations

  • Successfully builds relationships with the account team, partners & customers in support of sales team objectives & engages & leverages corporate resources, abilities, budgets & personnel as appropriate. Leads technical sales calls

  • Configures & documents DELL software, hardware & service solutions to meet customer & sales objectives. Completes required pre-sales documentation quickly & accurately

  • Works with Sales Team to develop & implement specific account penetration strategies, produce account specific product & service & sales plans

  • Maintains knowledge of competitive solutions to effectively address & dispel customer objections to DELL solutions, & train the account team. Competitive knowledge is essential

  • Anticipates technology and/or market trends & provides guidance on their application to external customers & feedback of business requirements back into DELL's engineering & marketing organizations

SKILLS:

  • Competitive understanding of the different vendors offerings from HDS, IBM, Oracle, NetApp, etc.

  • Deep understanding of storage AND/OR application development, cloud, convergence/hyper-convergence, HPC, devops, etc.

  • Excellent presentation skills in front of all levels of the IT Organization

  • Detailed product knowledge.

  • Previous hands-on experience in the data center environment.

  • Customer focused.

  • Communication skills.

  • Ability to work effectively with senior management.

  • Ability to manage in a matrix environment.

  • Ability to influence others to achieve results.

Dell is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex (including pregnancy), sexual orientation, gender identity and/or expression, national origin, protected veteran status, disability, genetics, or citizenship status (when otherwise legally authorized to work) and will not be discriminated against on the basis of such characteristics or any other status protected by the laws or regulations in the locations where we operate. Dell encourages applicants of all ages.

Job ID

R09748