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| Storage Sales Specialist - UK Based (Public Sector) |
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The Storage Specialists works in partnership with the Sales Account Teams in all the presales activities to support customers, advising them how to manage information/data to meet their business objectives. The Storage Specialist covers the full spectrum of data management: Storage, Backup and Archiving. And helps customers make the most of their storage: to optimize, manage and implement storage infrastructure, helping to reduce the risk associated with ineffective data management and ensure adequate data protection in a cost effective manner.
Dell believes that well planned and maintained storage infrastructures can support growing data requirements without corresponding increases in costs and complexity. Intelligent data management allows organizations to optimize the value of their storage investment with a better use of resources. The Storage Specialist can help customers design storage infrastructures that satisfy data availability, retention and recovery requirements
Storage specialists are increasingly involved in sales and business development, as well as technical duties like architectural design, consulting tasks (driving assesment for instance, workshops). They
have close relationships with the sales team (AE/ISR/TSR/SC/SSE/SA) to achieve Storage objectives by LOB:
· Hardware: PowerVault, DELL|EMC, EQL
· Software: CommVault, Symantec, etc.
· Services: Professional Services (ProConsult), and Warranty Services (ProManage).
Storage specialist keeps up to date their knowledge of DELL's portfolio as well as competition one's. They know market trends and are able to run "state of the art" workshops with customers.
Principal Duties
· Pre-sales responsibilities: Act as the main technical point of contact among Dell customers, Account managers, Solution Consultants, Services Sales and GICS department.
· Maintains and uses detailed industry knowledge, including expert working level knowledge of Storage Solutions processes and technologies. Uses this expertise to construct and quote specific and detailed solutions for customer opportunities.
· Identifies potential customers and building and maintaining contacts.
· Meeting with customers to take the requirements and to define the scope of a project.
· Liaising with staff at all levels of a customer organization
· Confirms design and assumptions with the customer and/or partners, for hardware, software, services and network.
· Collaborates with Engagement Managers and Solution Consultants to ensure the integrity of proposed solutions and has full responsibility for validating the complex solution design
· Constructs risk assessments and corresponding remediation plans relative to complex solutions proposals.
· Oversees the construction of detailed financial models that align with complex Solutions proposals.
· As needed, provide a "trusted expert advisor" role as a Subject Matter Expert in Storage Solutions, to both internal and external customers, ranging from formal advice to internal and external customer presentations.
· Presents solutions in written or oral reports
· Helps clients with change-management activities
· Prepares training for other members of Solution Group and for Sales People
· Uses CRM tools to manage pipeline of Storage opportunities, including creation, updates, trip reports, ...
· Maintains up to date documentations for the presales community including presentations, detailed product descriptions, latest references.
· Follows all organizational Standard Operating Procedure relative to cost modelling, approvals and reviews, and all other associated workflow and deliverables. |
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Masters
Other Certification (PMI, Prince 2 and IPMA)
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10 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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London Area |
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· Public Sector Experience would be an advantage.
· Education BAC+5
· SAN, NAS, CAS at least one among ( EMC, NETAPP, HP, IBM, HDS,... )
· Backup/CDP/Deduplication at least one among ( EMC, IBM, HP, COMMVAULT, SYMANTEC )
· Advanced skills in IT infrastructure architecture planning and design implementation
· Expert understanding and ability to construct, tailor, and negotiate complex solutions for customers
· Advanced knowledge of assessing operational risk cause and effect on profitability
· Advanced working knowledge of partner cost management
· In-depth understanding of Server, Microsoft, Linux, Storage and/or Oracle Solutions
· In-depth understanding of services P&L and cash flow development and business impact.
· Pre-sales consultative skills
· Knowledge of Project Methodologies such as PMI, Prince 2 and IPMA & solid Project Management experience
· Skilled and experienced in constructing complex solutions
· Performs complex analysis, scoping, requirements development, and solution strategy relative to large customer desktop outsourcing opportunities using departmental-specific methodologies. |
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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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