About the role
AI summarisedA customer-facing, technical presales principal role focused on driving AI and Data Services revenue for Dell Technologies across enterprise customers. The position involves leading consultative workshops, developing AI and data solutions, managing complex sales pursuits, and collaborating with cross-functional teams to achieve quota-bearing objectives.
ElectronicsOnsite
Key Responsibilities
- Facilitate consultative workshops with customers to understand key customer challenges and position Dell Technologies services value
- Translate business requirements into actionable proposals with outcomes aligned to measurable business outcomes
- Confidently communicate vision and value proposition to technical and executive audiences
- Lead technical presales engagements across multiple concurrent customer opportunities
- Lead the development of services proposals in collaboration with other Dell teams and customer stakeholders
- Serve as the accountable technical SME driving deal progression, revenue attainment, and closure
- Partner with Sales Executives, Business Development Managers, Account Managers, and Service Delivery teams to jointly develop, qualify, and advance pipeline opportunities
- Support sales forecasting, reporting, pipeline management, and quota achievement
- Structure deals to meet customer needs while aligning Dell’s services portfolio, delivery capabilities, and financial objectives
- Lead consultative discovery workshops with business and technical executives to identify AI/Data/GenAI solution opportunities and strategies
- Work with other technical PreSales teams to translate business objectives into actionable technical architectures and service proposals
- Develop and deliver compelling customer presentations, demos, proposals, and design sessions to both executive and technical audiences
Requirements
- Bachelor’s degree in Computer Science Analytics, Information Systems, Engineering, or equivalent experience
- Typically 15+ years of enterprise consulting, presales, or technical solution development experience
- Typically 5+ years of experience designing and delivering AI/ML solutions with extensive emphasis on data integration, data pipelines, and data platform architectures