Senior Presales Manager ANZ – Modern Data Centre – DELL – Australia


Dell provides the technology that transforms the way we all work and live. But
we are more than a technology company – we are a people company. We inspire-
challenge and respect every one of our over 100-000 employees. We also provide
them with unparalleled growth and development opportunities. We can`t wait for
you to discover this for yourself as a Senior Manager Systems Engineering
leading our Modern Data Center (MDC) team in Australia & New Zealand.
Our field sales professionals rely on proactive technical support during the
sales process – and our expert Systems Engineering team always steps up to the
mark. We lead the development and implementation of complex and specialized
products- applications- services and solutions. From delivering sales
presentations and product demonstrations- to developing detailed installation

or system integration plans- we ensure customers get the innovative- relevant

interoperable solutions they need.

Role Summary

Manages all activities of the pre-sales resources. In conjunction with sales
and presales leadership- develops strategies to direct resources toward the
largest and most profitable Dell EMC opportunities. As a business partner with
sales management- manages the organizational effectiveness- efficiency- and
alignment of all technical resources with clear services bookings and product
revenue goals. Provides advice and counsel to sales management in the
effective use and deployment of technical resources.ust maintain close
alignment with sales and PS Delivery management.

Inspects account penetration strategies including account specific product and
service sales plans for major accounts.

Uses knowledge and exposure to competitive solutions to inspect the proposed Dell EMC solution for the customer thereby allowing the sales and technical organizations to effectively address and dispel customer objections to the proposed solution(s).
Maintains business networks across the organization and customer base in support of sales team objectives and engages and leverages corporate resources- abilities- budgets and personnel as appropriate.
Selects and manages programs for the SE community.
Inspects major technical sales plans
Attract- retain and recruit employees.
Insures that sales and technical organizations are properly aligned to achieve objectives and TCE (Total Customer Experience).
Management of the technical resource plan for the Region.
Inspects configuration and documentation of Dell EMC software- hardware and service solutions to meet customer and sales objectives.
Ensures compliance of presales documentation.
Internally qualifies sales opportunities in the terms of customer technical requirements- competition- decision making process and funding
Orchestrates and leads Area Sales and Services Leadership Meetings
Develops IDP for direct reports
Responsible for bookings and for providing accurate and timely territory forecast.
Maintains a strong customer account focus and represents Dell EMC values.
Manages escalations and follow through until successfully resolved.
Communicates organizational and functional strategy and translates it into functional goals.
Typically responsible for several areas- large region- divisions or county


Enterprise Sales Engineering management experience- be a self-motivated leader- highly energetic- with a strong hands-on- |can do| approach- lead from the front approach
Deep expertise in VMWare or knowledge of next generation storage architectures: SAN- NAS or iSCSI
Knowledge of distributed computing- virtual memory subsystem and scale-out storage architecture is a plus
Demonstrated strong written- oral and presentation skills with the ability to discuss highly technical concepts to a variety of audiences- including executive level technical decision-makers
Demonstrated ability to develop and execute strategic initiatives
A high level of business acumen and experience working with Cx0 level personnel- bringing technology solutions to solve business challenges
Ability to manage in a matrix environment
Ability to lead- motivate and direct a workgroup
Customer focused
Negotiation skills
Possesses operational command of the business
Results driven
Great people skills
Leadership Skills
EMC Proven Professional Certification desired

Job Family: Engineering Sales Pre-Sales Job ID: R041699