Client Principal

The CP provides this support to an assigned account or set of accounts in a given geography. They will work closely with their sales team and customers to create strategic account plans that are rooted in as-a-service technologies, next generation applications, and data analytics. The CP will build credibility and challenge traditional customer thinking to sell a long-term vision as opposed to point solutions. The CP should be able to provide both business and technical thought leadership for the account's C-level executives, including CEO, CFO, COO, as well as traditional IT executives.

You will:

• Successfully builds and maintains relationships with key customer decision makers and influencers at the CxO level
• Successfully builds and maintains relationships with the account team, global services and partners in support of sales team objectives.
• Provides business & technical leadership and direction to customer and internal staff.
• Works with business partners peers to create, maintain and regularly communicate an account technology plan. The plan includes future state architectures, tactical initiatives and milestones and business relevant technology solutions.
• Through deep industry expertise, communicates industry and market trends, and provides guidance on their application to customers and feedback of business requirements back into Dell Tech's engineering and marketing organizations.
• Researches competitive frameworks and solutions to effectively address and dispel customer objections that arise in a sales campaign.
• Creates Business Value through an analysis of business transformation goals, needs, mapped against the industry, the customer's competitors, and a thorough understanding of the customer's financial position to show a favorable return on investment
• Qualifies sales opportunities in the terms of customer business & financial requirements, competition, decision making process and funding

Take the first step towards your dream career
Every Dell Technologies team member brings something unique to the table. Here's what we are looking for with this role:

Essential Requirements

• Experience directly leading client executives through multi-year IT transformations transaction, starting during the pre-sales cycle through to customer service hand off.
• Strong sales acumen, with experience of direct selling, consulting and service delivery - track record of successfully selling and delivering multi-year software-defined, or cloud service capability internationally at more than $30m
• Working knowledge of cloud models including marketplace, developer communities, application migration, virtualization, converged infrastructure, and public offerings.
• 10+ years in IT sales or management consulting, including 5+ years in a Partner/Principal role
• Prior work on topics outside of IT strategy, including organization design, change management, and process redesign
• 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.

Desirable Requirements

• Bachelor's degree in a business discipline; a MBA is greatly respected
• Ability for overnight travel on a national or regional basis.

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.

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 Equal Employment Opportunity Policy here.
Job ID:R243180

Dell's Flexible & Hybrid Work Culture

At Dell Technologies, we believe our best work is done when flexibility is offered.

We know that freedom and flexibility are crucial to all our employees no matter where you are located and our flexible and hybrid work style allows team members to have the freedom to ideate, be innovative, and drive results their way. To learn more about our work culture, please visit our locations page.

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