Transformation Client Principal

Job description

Why Work at Dell?

Dell is a collective of customer-obsessed, industry-leading visionaries. We believe that technology is essential for driving human progress, and the technology we provide transforms the way we all work and live. But we are more than a technology company — we are a people company. We recognize that over 100,000 employees across six continents have different interests and aspirations. We inspire, challenge and respect each and every one of them, every day. And we provide them with unparalleled growth and development opportunities. We can’t wait for you to discover this for yourself as a CTO - Client Principal on our Global Architect team in Seoul, Korea, Republic of.

Benefits

We offer highly competitive salaries, bonus programs, world-class benefits, and unparalleled growth and development opportunities — all to create a compelling and rewarding work environment. If you’re passionate about emerging software and keen to broaden your expertise, this is your opportunity to develop with Dell .

Job Summary:

Dell Technologies, enables organizations to modernize, automate and transform their data centers using industry-leading converged infrastructure, servers, storage and data protection technologies. This provides a trusted foundation for businesses to transform IT, through the creation of a hybrid cloud, and transform their business through the creation of cloud-native applications and big data solutions. Dell Technologies services customers across 180 countries – including 98 percent of the Fortune 500 – with the industry’s most comprehensive and innovative portfolio from edge to core to cloud.

The role of the Client Principal is to lead the overall transformation outcomes on behalf of Dell Technologies and the client, provide a single point of accountability, and leverage the delivery and solution capabilities of the Strategically Aligned Businesses (SAB), while working alongside the Dell Technologies and SAB stakeholders in delivering transformational value.

The role combines vertical industry expertise and transformation experience, helping customers achieve key business outcomes in times of change. The Client Principal (CP) provides innovative thought, strategic guidance and a mix of technical & business expertise to help clients accelerate their journey through the four transformations. Taking a business centric perspective, the CP should be able to differentiate Dell Tech on our ability to deliver tangible business results through the generation of actionable strategy and design, followed by driving and managing execution with our clients, to enable them to transform and exploit the benefits of technology in solving business transformation needs.

The CP provides this support to an assigned account or set of accounts in a given geography.  He/she 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 pointed 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.

PRINCIPAL DUTIES AND RESPONSIBILITIES

·  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 Strategically Aligned Business 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 through 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.

DESIRED QUALIFICATIONS

·  Hands-on experience in appropriate technology fields
·  Working knowledge of cloud models including virtualization, converged infrastructure, and public offerings.
·  Strong understanding of IT operations.
·  Ability to understand various business models and make connections to how IT can support and ultimately bring profitably to the company.
·  Strong understanding of financial aspects of IT which include but is not limited to; planning, capital & operating expenses, and asset capitalization. Job Family:  Outside-Sales Job ID:  R37084