Dell Solutions PreSales (consulting) in Moscow, Russia


Lead the Dell EMC Global Professional Services solution definition in close synergy with services sales, services delivery teams and in collaboration with product account teams to position Dell EMC solutions to meet customer requirements.

The Solutions Principal provides sales support in developing services solutions representing Dell EMC and, frequently, the Dell Technologies family of companies consisting of Dell, EMC, Pivotal, RSA, Virtustream, SecureWorks and VMware. The Solutions Principal leads the development and delivery of client presentations, service line responses to RFPs, Statements of Work (SOW) creation and review, effort estimation and transition of work to delivery organization through appropriate practice management.

Makes Services Solutions and Services Sales presentations to customers including C-level management. Understands Dell EMC competitive technology and business applications to assists in the development of responses to customer requests and proposals as required. Conducts research, answers questions and removes objections that arise in a sales campaign. Serves as a Trusted Advisor for Services Solutions and thought leader within their area of expertise.

The successful candidate will:

· have a deep understanding of, and be able to articulate the IT transformational journey in both business value and technology terms with a special focus on Data Centre, Infrastructure, Application and Operating Model Transformation as well as Big Data

· plan transformation programmes with a deep understanding of methods, tools, techniques and based on proven experience

· be experienced in Data Centre infrastructure, consolidation, migration, cloud automation and operating model areas

· have strong experience of writing and negotiating SOWs that ensure successful delivery of programmes with minimal risk, covering commercial models such as Fixed Price, T&M and incorporation of 3 rd party contracts

· ensure the Dell EMC Global Professional Services Deal Governance is applied to proposals, RFP responses and SOWs

· contribute to account planning and forecasts covering opportunities, capacity and skills

Qualifications and Skills


Exceptional consulting skills, including methods, tools and techniques to apply within an IT transformation context

Expert level experience in Enterprise consolidation, transformation and migration engagements

Expert level experience in Cloud including automation and integration into existing IT environments

Proven skills to scope services, assemble effort estimates, plan programmes and work packages

Proven skills to lead the development of solutions, write proposals, RFP responses and SOWs

Proven experience in client facing roles and effectively influencing at all levels (up to CxO)

Proven communication skills and ability to work effectively in a team environment

Strong knowledge and working experience of Data Centre technologies and processes

Broad knowledge of infrastructure technologies across server, storage, networks and management technologies with practical understanding of cloud strategies, tools and technologies

Strong negotiation and conflict resolution skills

Good experience in a sales environment

Working knowledge of EMC and VMware product portfolio

Working knowledge of ITIL

Working knowledge of Agile Development practices

Highly desirable

Strong experience in one or more of the following will be an advantage:

Application development and DEVOPS

Enterprise architecture (TOGAF)

Openstack experience

Storage, backup and archiving optimisation

Business case development within an IT Transformation context

Practical knowledge/experience with Organizational Change Management (OCM)

Education Required:

Bachelors or equivalent

VMware certification is highly desirable

Job: Solutions Principal

Organization: Commercial Sales and Enterprise Solutions

Title: Solutions PreSales (consulting)

Location: Europe, Middle East, Africa-RU-MOW-Moscow

Requisition ID: 17000JCQ