Services Solutions Principal Transformation (m I f I d) - Public Customers

Job Description

Services Solutions Principal Transformation for public customers

Germany (Frankfurt area preferred)

Are you an experienced Services Solutions Principal who could provide presales advice in one of the areas for game-changing, enterprise-wide Resiliency & Security, Applications & Multicloud, Transformation and the new fast-growing area of Data & AI services? Do you want to be a hero to Dell ́s customers by delivering outcomes for their complex business/IT use cases?

The Solutions Principal works within our Dell Technologies Services (DTS) Presales team. You are responsible for leading transformational services solution definition in close alignment with the Services Sales for public customers, Services Delivery Teams, Solution Partners and in collaboration with the public product account teams to position the Dell solution that best meets customer requirements and expected outcomes. Our Services support the entire solution lifecycle and its Strategize, Implement, Adopt and Scale phases and span across our Consulting, Security, Deployment, AI, Residency and Managed services.

Join us to do the best work of your career and make a profound social impact as a Services Solutions Principal for Transformation and AI on our Dell Technologies Services Presales team in Germany.

What you’ll achieve:

This is a senior, presales, customer facing role. The Services Solutions Principal will lead the development of client presentations up to C-level management, workshops, Services Solution design, Services responses to Requests for Proposal (RFPs), Statements of Work (SOW) creation and review, effort estimation and transition of work to the delivery organization through appropriate practice management.

You Will:

• Engage in complex public accounts and will lead customer presentations and workshops at the senior leadership level by articulating the transformation journey in both business value and technology terms with a focus on Resiliency & Security, Applications & Multicloud, Transformation and the new fast-growing area of Data & AI services.
• Be recognized for your Services solution presales subject-matter expertise in one or more areas of Resiliency & Security, Applications & Multicloud, Transformation and Data & AI services and your ability to design end-to-end services solutions.
• Contribute to business results through quality of solution, advice and decisions. You will be an evangelist for transformational services solutions within Dell Technologies and in the market.

Take the first step towards your dream career.

Every Dell Technologies team member brings something unique to the table. Here’s what we are looking for with this role:

Essential Requirements

• Meet all requirements to obtain required security clearances/ check done by the Federal Office for the Protection of the Constitution (erweiterte Sicherheitsüberprüfung SÜ2)
• Fluent in German (C2-level or native-speaker) & English language
• Solid services presales experience of acting as a solution lead, solution architect or similar and proven skills and experience in constructing services solutions (requirements gathering, scope services, assemble effort estimates, plan programs and work packages, write SoW, answer RFI/RFP) for customers, typically in the large Enterprise and/or Government Sectors. Thorough understanding of a services P&L and cash flow development (including business impact), risk analysis and commercial models such as Fixed Price, T&M and incorporation of 3rd party contracts in Waterfall and Agile project approaches.
• Proven experience in client facing roles and effectively influencing at all levels (up to CxO) with ability to construct, tailor, and negotiate service contracts (e.g. Statements of Work) for both customer engagement and partner provisioning
• Proficient knowledge in the 3 main services areas: 1) Applications & Multicloud, 2) Data & AI and 3) Resiliency & Security services. And expert knowledge in one pillar.
• Exceptional consultative presales skills, including methods, tools and techniques to apply within digital transformation context; excellent communication skills at least in German and English (verbal/written); ability to run customer workshops and executive briefings; ability to work in an international environment.

Desirable Requirements

• Working knowledge of Dell Technologies product and services portfolio relevant to Resiliency & Security, Applications & Multicloud and Data & AI
• Practical service delivery experience and relevant certifications in one of the areas of Resiliency & Security, Applications & Multicloud and Data & AI

Who we are

We believe that each of us has the power to make an impact. That’s why we put our team members at the center of everything we do. If you’re looking for an opportunity to grow your career with some of the best minds and most advanced tech in the industry, we’re looking for you.

Dell Technologies is a unique family of businesses that helps individuals and organizations transform how they work, live and play. Join us to build a future that works for everyone because Progress Takes All of Us.

Dell Technologies is committed to the principle of equal employment opportunity for all employees and to providing employees with a work environment free of discrimination and harassment. Read the full Equal Employment Opportunity Policy here.