The solution principal role is a creative, outgoing pre-sales professional with a passion for technology evangelism, sales and custom solution development. The solution principal lives in a world between sales leadership and services delivery. The solution principal is experienced at architecting and evangelizing technology solutions. The solution principal is a dynamic speaker and presenter of technology solution.
The Advisory Solution Principal with a CPSD focus is a unique role in our organization. In this role, you will help define and grow the CPSD services business by working directly with customers, sales, delivery leads, the CPSD SQC and subject matter experts across the Converged Products and Solutions Division. You will work in a fast-paced, challenging environment, with a focus on customers and driving business results. You will have the opportunity to help architect services solutions for our customers’ toughest IT challenges, in particular helping customers implement Converged or Hyper-Converged Infrastructures On-premise. Specifically, the Advisory Solution Principal will take primary responsibility for leading the sales support activities around the following solution areas:
Our customer base in the United States includes some of the largest aerospace, financial, healthcare, high technology, insurance, and manufacturing businesses in the world. You will have the opportunity to present to some of the greatest minds in the IT industry. Success requires a dynamic, hard-working, professionally mature, and technology savvy individual who has demonstrated an ability to lead based on experience, knowledge, passion and competence. The Advisory Solution Principal is expected to spend approximately 70% of time working service led sales pursuits with CPSD sales and delivery organization, 15% of time in proactive demand generation activities with the sales organization, and 15% of time growing proficiency in the CPSD GTM service offerings to enable continued growth and success in the role.
**Roles and Responsibilities**
The Advisory Solutions Principal role will be responsible for:
+ Working with CPSD Sales Teams to articulate our unique perspective on GTM service solutions and credentialing our delivery capabilities using success stories to meet customer needs.
+ Gathering, documenting, and understanding customer specific scope requirements and expectations for value based outcomes.
+ Providing input to CPSD Sales Team’s go/no-go pursuit decisions, as well as obtain CPSD Delivery Lead approval (if Delivery Subject Matter Experts are required to support sales pursuits).
+ Collaborating and working with other Solutions Principals (both CPSD and EMCII), CPSD Delivery Leads and Subject Matter Experts, as well as other business partners to develop solution proposals to satisfy customer specific scope requirements and value-based outcomes. Required proposals include:
+ Scope objectives based on customer requirements
+ Major project work streams, activities, deliverables, and timeline to achieve customer outcomes
+ Clearly defined roles and responsibilities between EMC/CPSD team roles, customer roles, and business partner roles
+ Proposed service fees and terms for CPSD/EMC delivery and/or business partner resource level of effort and bottoms-up expense estimates.
+ Critical assumptions that need to be true to support the project timeline and proposed service fees.
+ Leading sales pursuits and ensuring compliance with pursuit management processes and governance model:
+ Schedule, invite key stakeholders, facilitate, and provide input to CPSD Delivery Team solution reviews and risk assessments.
+ Facilitating “Early Demand” or “Start at Risk” requests through CPSD Delivery Leadership approval and Resource Management understanding of resource staffing needs.
+ Working with CPSD Delivery Leads, SQC and Subject Matter Experts to develop Statements of Work consistent with the terms approved during reviews
+ Providing CPSD Sales Teams support during customer scope and legal negotiations of Statements of Work.
+ Owning and driving transition of customer awarded Statements of Work and expectations to CPSD Delivery Teams, as well as participating during internal project kickoffs.
+ Updating Salesforce.com opportunities with pursuit team contribution
+ Managing and proactively communicating status on portfolio of assigned sales pursuits, as well as consistently and effectively managing expectations on what is needed and when a quality work product can be delivered to the customer.
+ Participating on CPSD SPL calls to provide feedback on what is or isn’t resonating for assigned marketplace, as well as insights on potential new solutions and offers to consider.
**Qualifications and Education Requirements**
A candidate for the Advisory Solutions Principal role should have:
+ BA or BS degree in Computer Science or related field job experience.
+ Understanding of IT Transformation concepts.
+ Understanding of emerging technologies, trends and solutions (i.e. Converged and Hyper-Converged Infrastructure, Public or Private Clouds, X-as-a-Service, etc.).
+ A high degree of learning agility; passionate about learning and mastering new concepts quickly and independently; good research skills.
+ Strong analytical and problem solving skills, and an ability to tailor offerings to the meet the unique aspects of a given customer scenario and thus maximize the value of our solution(s).
+ Excellent communication skills including active listening, proposal and statement of work writing, and delivery of white board or formal presentations.
+ Demonstrated ability to work in a fast-paced, highly matrix organization with a strong desire to lead diverse teams thru multiple sales campaigns to completion.
+ A strong and persuasive sales oriented personality that can partner with and influence the CPSD Sales Teams, the CP SQC and CPSD Delivery Teams to position and win services business.
**Preferred / Desired Skills and Experience**
Skill expectations of an Advisory Solutions Principal. Preferred / desired skills and experience for this role also include:
+ 10+ years of pre-sales support and/or delivery experience in a consulting or professional services environment with a major and minor understanding of:
+ Demonstrated ability to manage a dynamic workload of competing priorities and deliverables while proactively communicating expectations on what is needed and when a quality work product can be delivered to the customer. Proactively asks for help when needed to meet deadlines.
+ Comfortable with frequent travel throughout the assigned Theater to support sales campaigns, customer briefings, and training. In addition, some of our multi-national customers have operations outside the assigned Theater and travel may be required to those locations.
+ Experience writing Statements of Work for customers and sub-contracts with partners **preferred** .
When you choose our company, you join a diverse world of innovative thought leaders. At our core is a commitment to workplace diversity, the sustainability of our planet, and community corporate involvement. We offer highly competitive salaries, bonus programs, world-class benefits, and unparalleled growth and development opportunities-all to create a compelling and rewarding work environment.
We are an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex (including pregnancy), sexual orientation, gender identity and/or expression, national origin, protected veteran status, disability, genetics, or citizenship status (when otherwise legally authorized to work) and will not be discriminated against on the basis of such characteristics or any other status protected by the laws or regulations in the locations where we operate. We encourage applicants of all ages.
**Critical Hiring Criteria:**
VCE - Virtual Computing Environment Coalition
211 - VCE
US - Virginia - McLean, US - Virginia - Reston, US - Washington - District of Columbia