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| EMEA Forensics & Security Systems Consultant |
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A central goal of the EMEA Public segment is to increase our development of Go-To-Market vertical solutions within the Government and Defence sub-vertical. These solutions will address specific end customer pain points through the deployment of a tested and certified Dell solution. The Solutions Consultant (SC) role will be an individual contributor responsible for the technical selling of Dell's Forensic/Security solutions (face-to-face) to new and existing customers in specified segments. This role will instrumental in pushing forward Dell's certified solutions and is customer facing.
GENERAL SUMMARY - PURPOSE OF THE JOB
The Solutions Consultant is responsible for the following areas:
· Provides in depth technical and architectural sales expertise in enterprise/client opportunities as related to Forensic/Security solutions
· Provided leadership to ensure that the Dell Forensic/Security solutions are comprehensive, achieve customer expectations and meet customer business needs.
· Builds trust with customers and account team by owning technical side of customer relationships.
· Focused on delivering a positive customer experience according to Dell standards.
· Ensures the Dell Account Executive understands and meets customers' on-going Forensic/Security needs
The SC will be viewed as a key central resource in selling Forensic/Security solutions. The SC will support end customer proposals and be the technical expert across 8 segmented countries in EMEA Public
PRINCIPLE DUTIES AND RESPONSIBILITIES
Technical and architectural sales expertise
1. Be the technical expert on all Dell solutions for Forensics/Security including the whole solution stack from Dell enterprise/client products, software, peripherals, and services
2. Be the Subject Matter Expert (SME) for the customer in architecting off the shelf and bespoke solutions in the field of Forensics/Security
3. Build your network of partners including ISV Partners, Resellers and Integrators in country that can assist in implementation of the solution
Provided leadership
1. Anticipate the customer needs through frequent face-to-face meetings with customers, soliciting their needs and wants and matching with Dell solution portfolio
2. Influence Request for Proposals (RFP) and tenders technical specifications through frequent interaction with customer to shape offerings towards Dell portfolio
3. Provide feedback to the Public Solutions Centre (PSC) on the strengths and weaknesses of Dell portfolio to improve our offerings
4. Understand the customer ecosystem and how these solutions will fit into their overall environment and will scale for the future
Builds trust with customers and account team
1. Foster an environment of trust with the customer through technical expertise and breadth of knowledge
2. Be the Subject Matter Expert (SME) for the Account Executive and Internal Sales team to build deeper interactions of customer
Coach
1. Be a coach to the Dell Account Executive by building knowledge base of Forensics/Security offerings and where they can and cannot be applied
2. Be part of the team that will equip the Dell Account Executives with the training/knowledge to be your eyes and ears to scout for future opportunities
KEY RELATIONSHIPS WITHIN THE ROLE
Internal
· Forensic/Security Business Development Manager (BDM)
· Solutions Readiness Manager (PSC)
· Solutions, Services & Consulting teams
· Sales Managers & Directors
· Vertical Program Managers and Horizontal Program Managers
· Channel Marketing team
· Channel Sales team
· Other Members of the local, regional & global Public Marketing Team
External
· Channel Partners (ISV Partners, Resellers and Integrators)
· Vertical Sector Technical Subject Matter Experts |
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Bachelors
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15 years + |
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English : Speak / Write Fluently
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open-ended |
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unspecified |
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EU National |
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Home Counties |
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The ideal candidate for this role will have extensive experience as a System Consultant or System Architect coupled with strong selling skills. They would have sales experience in Law Enforcement and Armed Forces agencies across government sub-verticals of the Public sector.
· 10+ years experience of technical sales of IT products and solutions
· 8+ years of Sales Experience
· Recognized internally and externally as a thought leader on the industry, the Dell business model and competitors.
· Works effectively with functional leaders throughout the organization/models effective team leadership.
· Works with customers in complex business environments to devise new and innovative solutions to business challenges.
· Anticipates customer needs beyond existing scope of enterprise/client products and services.
· Expert level of understanding for Dell product, services, and solutions offerings
¨ Client, Server, and Storage environments
¨ Networking/Wireless
¨ Thorough Software experience including OS, Database, Networking, Virtualisation, ERP/CRM, security and email applications
¨ Systems Integration and Systems Management
· An autonomous self-starter able to move forward with minimal direction
· Strong Presentation skills
· Dedicated to meeting the expectations and requirements of internal and external customers
· Must be comfortable with MS office tools, Internet and SalesForce.com
· Travel 6-10 times per quarter for customer meetings, partner engagements, and events
· US Federal Security clearances a strong plus |
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Integrity. Teamwork. A passion for technology. That’s what success sounds like at Dell. Welcome. We’re eager to show you all we have to offer. |
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Dell
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