Presales - Cloud Solution Architect (India)_Enterprise - DELL - New Delhi

Job description

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Service Provider - Presales Solution Architect

Principal Duties and Responsibilities

The Cloud Solution Architect provides Presales technical consultancy for named strategic Service Providers, working closely with our SP Alliance Managers to driving sell-in and sell-out

· Engage with the Lines of Business (LOB) leaders at the SP to establish solution conversation areas
· Be established as a technical thought leader with the SP’s “Office of the CTO”, Cloud architects, systems engineering and operations business units.
· Develop a multi-year vision, which aligns DELL EMC’s technology roadmap to the SPs business priorities.
· Architect offerings and solutions that will be jointly developed and taken to market in coordination with the SP to our end-user accounts and the market
· Understand the vertical affinity for SP’s go-to-market.

Key Activities:

· Presents and owns the technical design and business value of proposed DELL EMC solutions and business case to the SP, the SP’s customers and prospects.
· Can create and articulate technology solutions with usage-based charges (i.e. $0.17 per GB for the first 10 TB/month, $0.13 per GB for the next 40 TB/month, etc.).
· Successfully builds and maintains relationships with key SP decision makers and influencers: from CxO level to enterprise architects to engineering
· Successfully builds and maintains relationships with the broader account team, Professional Services and local channel partners in support of ASD’s objectives. Engages and leverages corporate resources, abilities, budgets and personnel as appropriate.
· Collaborate with ASD and SP account team to create, maintain and communicate an account technology plan. The plan includes future state architectures, tactical initiatives and milestones and business relevant technology solutions.
· Showcase DELL EMC’s portfolio of solutions to deliver SP business outcomes.
· With the ASD, provides regular updates on the state of the SP business, progress on the planned initiatives, the size of the opportunity and required investments/resources via QBR, account reviews and annual planning sessions.
· Develop and communicates competitive frameworks and solutions to effectively address and dispel objections that may arise in a sales campaign.
· Assist local account team to respond to SP “end user” accounts and position the “SP” value.
· Participates in and contributes to key industry forums

Qualifications:

· Preferably has prior experience with Cloud Service Provider and MSP ( Managed Service Provider) &/or Telcos
· A minimum of ten years of domain expertise related to business applications, business process management, application integration, database management, application development, data analytics or converged/virtualized IT infrastructure as an architect, systems engineer or consultant and at least fifteen years of experience in the IT field.
· Working knowledge of IAAS Cloud Platforms, AWS &/or Azure,
· Possesses hands-on ability in appropriate technology fields, for example cloud architecture, infrastructure service delivery, etc.
· Working knowledge of IT infrastructure architectures, distributed systems and platform operating systems.
· Practitioner Knowledge or certification - such as VCP or VCDX , AWS, DevOps or similar industry cert.
· BS or MS degree in Computer Science or equivalent is desired.

Interpersonal Skills:

· Deliver technology messaging with impact and gravitas
· Focus on delivering a business outcome
· Leading and collaborating with cross-functional teams.
· Self-motivated, pro-active, results-driven personality.
· Excellent written, verbal, and presentation communication skills.
· Solid organizational and program management skills.
· Consultative skills.
· Effective mentor and coach.