Dell Technologies Select-Client Principal

Dell Technologies•Mead, WA

5d•Remote

About The Position

At Dell Technologies, we don’t just raise the bar in terms of technology; we raise it in terms of our innovative go-to-market strategy. Focused on driving global growth through market expansion, sales and customer satisfaction, our Client Principal team provides business and technology consultancy for named global accounts. We work closely with our Global Accounts Sales team to help meet revenue and specific customer requirements, while developing the customer’s understanding of the ground-breaking product portfolio Dell Technologies provides. Join us to do the best work of your career and make a profound social impact as a Client Principal on our Dell Technologies Select team in North America. You will: As a member of the Transformational Customer Group, the Client Principal is a senior thought leader that drives complex, transformational solution opportunities with our largest, most strategic customers. The role is responsible for collaborating with sales teams and customer executives to help lead, win and deliver transformative customer outcomes via Dell Technologies solutions. As the solution opportunity is explored, the Client Principal will develop an agenda, define a sales campaign roadmap, and decide which technology components are needed to achieve the client’s objectives. The Client Principal 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 CxOs and Business Unit leaders.

Requirements

10+ years in IT sales or management consulting, including 5+ years in a Partner/Principal role
Experience delivering solutions to one or more of the following industries: Financial Services, Manufacturing, HealthCare, Industrial, Hi-Tech, Aerospace.
Experience directly leading client executives through multi-year IT transformations sized at a minimum of $25M per transaction, starting during the pre-sales cycle through to customer service hand off.
Experience directly leading an organization through multi-year IT transformations that include organizational and operating model changes, identifying new roles, skills and reporting structure required to successfully complete the transformation.
Prior work on topics outside of IT strategy, including organization design, change management, and process redesign.
Strong interpersonal, written and verbal skills which allow you to influence and interact with confidence and credibility with our 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.

Nice To Haves

Ability for overnight travel on a national or regional basis.
Industry knowledge in one or more of the following: Financial Services, Manufacturing, Industrial, Hi-Tech, HealthCare, Aerospace
Bachelor’s degree in a business discipline; an MBA is greatly respected.

Responsibilities

Drives complex, transformational solution opportunities with our largest, most strategic customers.
Collaborates with sales teams and customer executives to help lead, win and deliver transformative customer outcomes via Dell Technologies solutions.
Develops an agenda, defines a sales campaign roadmap, and decides which technology components are needed to achieve the client’s objectives.
Acts as the central point of contact for clients and for sales and delivery teams aligned to the overall solution’s components.
Serves as a “trusted advisor” to client CxOs and Business Unit leaders.
Orchestrates technical and sales resources to drive large customer projects in key accounts.