Dell Specialist Systems Engineer - MIT in London, United Kingdom
Provides technical leadership and direction to customers and internal staff in the development of fully integrated technology solutions in support of pre-sales activities in the IT market space. Assists in the analysis, design and development of fully integrated technology solutions. Acts as technical expert and consultant to develop and propose solutions that meet the technology and business requirements of assigned customers. Technical emphasis is on hardware capabilities, software requirements and systems integration. Makes technical and sales presentations to customer's technical staff and senior management. Understands Dell EMC and competitive technology and business applications within the assigned market. 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 technology advisor to customers and serves as an internal resource on technical issues or specific business applications within an assigned market segment. Makes technical and sales presentations to technical staff and senior/executive management.
Applicable markets: Enterprise, Commercial, Partner, Specialists – EMEA Coverage
The Specialist SE:
Provides technical leadership on technologies and complete solutions based on the Dell EMC Primary Storage Portfolio
Provides subject matter technical support for Dell EMC Sales and Presales and customers
Engages in a consultative manner in order to understand the “bigger-picture” and position end-to-end business solutions
Provides solution design and sizing recommendations to meet customer’s requirements and bring competitive advantage
Has deep product knowledge and understanding of practical use-cases for supporting: advanced workshops, custom technical demonstrations and Proof of Technology
Translates customer technical and business requirements into best of breed solutions which bring added value to the customer
Enables the field on Dell EMC Primary Storage Portfolio, related Solution Areas, use-cases and business benefits
Interfaces with Product Management and Engineering
Manages escalations and influences product direction and GTM Strategy
Produces account specific product, service and plans
Uses knowledge of competitive solutions to effectively address and dispel customer objections to Dell EMC solutions and train the account team
Develops relationships with Specialist Sales, Presales and Leadership
Runs virtual teams and drives technical communities within Dell EMC
Engages and leverages corporate resources, abilities, budgets and personnel as appropriate.
Strategizes and executes technical sales calls
Configures and documents Dell EMC software, hardware and service solutions to meet customer and sales objectives
Qualifies sales opportunities in the terms of customer technical requirements, competition, the decision making process and funding
Acts as a support role in leadership meetings for MIT Sales & Presales Leadership
Effectively manages technical and sales escalations with Product Management and Engineering.
Presents and markets the design value of proposed Dell EMC solution and business case to customers, prospects and Dell EMC management
Experience/Key Skills required:
Detailed product/technology/industry knowledge of Storage Virtualization Solutions and Architectures
Excellent understanding of Data Migration and Data Mobility concepts and relevant tools
Excellent understating of Data Protection, Business Continuity, Data Availability concepts, techniques and technologies
Good understanding of Cloud and Infrastructure Management and Orchestration concepts (desired)
Strong knowledge of Dell EMC Primary Storage: VMAX, XtremIO, Unity, SC, VPLEX and RecoverPoint. (Hands-on experience with VPLEX is a must)
Hands-on experience with Dell EMC Management & Orchestration Solutions (ViPR SRM, ViPR Controller, Appsync) is highly desirable.
EMC Proven Professional Certification (desired)
Cross-Functional and Leadership Skills
Self-Motivated and Results Driven
Very Customer Focused
Ability to influence others to achieve results
Ability to engage at all levels within Dell EMC and Technical to CXO levels within the Customer base.
Time management skills
Fluent in English and other languages desirable (French, German, Spanish)
Affinity with Databases and Virtual Environments
5+ years relevant experience
Travel within EMEA will be a strong part of this role, and occasionally outside the reigion
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Critical Hiring Criteria:
212 - VFLASH
France - Paris (Bezons), United Kingdom - London