Senior Systems Engineer ( Enterprise)

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About DELL EMC Modern Infrastructure Team.
The Central Division Modern Infrastructure Team helps customers realize transformational business outcomes by leveraging DELL EMC technologies and solutions.  We generate incremental revenue by creating and developing opportunities through collaboration, enablement, and execution of proven best practices .Pre-Sales / MIT Team The Modern Infrastructure Business is looking for a people-focused technical sales leader who provides technical direction and business guidance to the regional sales team. As a Sr. Sales Engineer, you will be accountable for regional revenue goals by driving innovative technical programs and overseeing day-to-day account-level activities. The successful candidate must be a highly technical professional possessing in-depth knowledge of the storage industry and virtualization who should be able to demonstrate technical leadership and subject matter expertise on storage products, distributed architectures, file systems, and competitive storage offerings in the SAN product space.
GENERAL SUMMARY
Provides technical leadership and direction to customers and internal staff in the development of fully integrated technology solutions in support of pre-sales activities in the assigned market.
Assists in the analysis, design and development of fully integrated technology solutions.
Acts as technical expert and consultant to develop and propose solutions that meet the technology and business requirements of assigned customers.
Technical emphasis is on hardware capabilities, software requirements and systems integration.
Makes technical and sales presentations to customer's technical staff and senior management. Understands DELL EMC and competitive technology and business applications within the assigned market. Conducts research, answers questions and removes objections that arise in a sales campaign.
Serves as a trusted technology advisor to customers and serves as an internal resource on technical issues or specific business applications within an assigned market segment.
Makes technical and sales presentations to technical staff and top management.Applicable markets: Enterprise, Commercial, Partner, Specialist/Practice
PRINCIPAL DUTIES AND RESPONSIBILITIES
  • Works with Sales Team to develop and implement specific account penetration strategies, produce account specific product and service and sales plans.
  • Maintains knowledge of competitive solutions to effectively address and dispel customer objections to DELL EMC solutions, and train the account team.
  • Anticipates technology and/or market trends and provides guidance on their application to external customers and feedback of business requirements back into EMC's engineering and marketing organizations.
  • Successfully builds relationships with the account team, partners and customers in support of sales team objectives and engages and leverages corporate resources, abilities, budgets and personnel as appropriate.
  • Leads technical sales calls
  • Configures and documents DELL EMC software, hardware and service solutions to meet customer and sales objectives.
  • Qualifies sales opportunities in the terms of customer technical requirements, competition, decision making process and funding.
  • Presents and markets the design and value of proposed DELL EMC solution and business case to customers, prospects and DELL EMC management.
Desired Skills & Experience:
  • 5-10+ yrs of enterprise sales engineering management experience, be a self-motivated leader, highly energetic, with a strong hands-on, can do 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.
Dell 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. All employment decisions at Dell are based on business needs, job requirements and individual qualifications, without regard to race, color, religion or belief, national, social or ethnic origin, sex (including pregnancy), age, physical, mental or sensory disability, HIV status, sexual orientation, gender identity and/or expression, marital, civil union or domestic partnership status, past or present military service, family medical history or genetic information, family or parental status, or any other status protected by the laws or regulations in the locations where we operate. Dell will not tolerate discrimination or harassment based on any of these characteristics.  Learn more about Diversity and Inclusion at Dell here .
General Summary:
The Systems Engineer's primary responsibilities are to support technical sales activities, proof of concepts, and educate and influence internal staff, customers and the partner community.
You will take on the responsibility to assist customers with technical design and evaluation of Dell EMC's infrastructure solutions, including all flash arrays, hyper-converged infrastructure and software defined storage in strategically and tactically significant applications and use cases, including private cloud, server virtualization, databases, analytics and high performance computing.
The ideal candidate will be a pro-active, enthusiastic and capable professional who is a compelling communicator with a history of working with customers, creating successful and complex solutions in the IT/Storage infrastructure spaces based on customer requirements. As a part of the technical sales team, you will be expected to help present the latest technology and products to customers and help build sales pipelines and close deals.
As a member of the Modern Infrastructure Technical Team, you will work closely with engineering, as well as the CTO, product management and marketing team, to build best practices and reference architectures for many important IT applications. 
Responsibilities: 
  • Be the technical expert in customer sales calls
  • Install and support technical evaluations at customer sites
  • Train customers and partners on Dell EMC storage technologies including Flash, Hyper Converged   Solutions and software defined storage
  • Pro-actively support pre-sales and technical sales activities
  • Develop solutions using the Dell EMC Portfolio to suit various application environments and use cases such as
  • Server Virtualization (VMware, Citrix, Microsoft, and others)
  • VDI (VMware, Citrix, and others)
  •  Databases (Oracle, SQL Server)
  • Test and validate infrastructure solutions in complex IT environments, in terms of functionality, performance and user experience
  • Help develop best practices and write solution white papers
  • Work with 3rd party Technology Alliance partners to communicate the technical value proposition
  • Work closely with the Marketing team to develop technical collateral
  • Stay current in the latest relevant IT technologies and IT trends to maintain competitive knowledge and give inputs to future product directions
Requirements:
  • 5+ years of equivalent experience in pre-sale/technical sales and/or complex IT solution development
  • Demonstrated pre-sales/technical sales track record
  • Extensive knowledge and experience in the enterprise IT infrastructure and storage space is required, along with a broad understanding of the enterprise infrastructure solutions
  • In-depth knowledge and hands-on experience with server virtualization (Hypervisors) such as VMware and/or Microsoft Hyper-V
  • Knowledge and experience with one or more of the following: enterprise databases, private cloud, high performance computing, virtual desktop solutions.
  • An eagerness to engage confidently with customers and compete aggressively in the marketplace
  • Hands-on lab and proof of concept experience a big plus
  • Excellent written and verbal communication and presentation skills
  • Willingness to be flexible in a rapidly growing entrepreneurial, dynamic start up environment
  • Experience with Dell EMC Storage solutions (XtremIO, VMAX, VNX, Recoverpoint, VPLEX, Compellent, VxRAIL, VxRACK, VSAN, ScaleIO)
  • Education: MS or BS in CS, CE, EE or equivalent experience
Dell 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. All employment decisions at Dell are based on business needs, job requirements and individual qualifications, without regard to race, color, religion or belief, national, social or ethnic origin, sex (including pregnancy), age, physical, mental or sensory disability, HIV status, sexual orientation, gender identity and/or expression, marital, civil union or domestic partnership status, past or present military service, family medical history or genetic information, family or parental status, or any other status protected by the laws or regulations in the locations where we operate. Dell will not tolerate discrimination or harassment based on any of these characteristics.  Learn more about Diversity and Inclusion at Dell here .
General Summary:
The Systems Engineer's primary responsibilities are to support technical sales activities, proof of concepts, and educate and influence internal staff, customers and the partner community.
You will take on the responsibility to assist customers with technical design and evaluation of Dell EMC's infrastructure solutions, including all flash arrays, hyper-converged infrastructure and software defined storage in strategically and tactically significant applications and use cases, including private cloud, server virtualization, databases, analytics and high performance computing.
The ideal candidate will be a pro-active, enthusiastic and capable professional who is a compelling communicator with a history of working with customers, creating successful and complex solutions in the IT/Storage infrastructure spaces based on customer requirements. As a part of the technical sales team, you will be expected to help present the latest technology and products to customers and help build sales pipelines and close deals.
As a member of the Modern Infrastructure Technical Team, you will work closely with engineering, as well as the CTO, product management and marketing team, to build best practices and reference architectures for many important IT applications. 
Responsibilities: 
  • Be the technical expert in customer sales calls
  • Install and support technical evaluations at customer sites
  • Train customers and partners on Dell EMC storage technologies including Flash, Hyper Converged   Solutions and software defined storage
  • Pro-actively support pre-sales and technical sales activities
  • Develop solutions using the Dell EMC Portfolio to suit various application environments and use cases such as
  • Server Virtualization (VMware, Citrix, Microsoft, and others)
  • VDI (VMware, Citrix, and others)
  •  Databases (Oracle, SQL Server)
  • Test and validate infrastructure solutions in complex IT environments, in terms of functionality, performance and user experience
  • Help develop best practices and write solution white papers
  • Work with 3rd party Technology Alliance partners to communicate the technical value proposition
  • Work closely with the Marketing team to develop technical collateral
  • Stay current in the latest relevant IT technologies and IT trends to maintain competitive knowledge and give inputs to future product directions
Requirements:
  • 5+ years of equivalent experience in pre-sale/technical sales and/or complex IT solution development
  • Demonstrated pre-sales/technical sales track record
  • Extensive knowledge and experience in the enterprise IT infrastructure and storage space is required, along with a broad understanding of the enterprise infrastructure solutions
  • In-depth knowledge and hands-on experience with server virtualization (Hypervisors) such as VMware and/or Microsoft Hyper-V
  • Knowledge and experience with one or more of the following: enterprise databases, private cloud, high performance computing, virtual desktop solutions.
  • An eagerness to engage confidently with customers and compete aggressively in the marketplace
  • Hands-on lab and proof of concept experience a big plus
  • Excellent written and verbal communication and presentation skills
  • Willingness to be flexible in a rapidly growing entrepreneurial, dynamic start up environment
  • Experience with Dell EMC Storage solutions (XtremIO, VMAX, VNX, Recoverpoint, VPLEX, Compellent, VxRAIL, VxRACK, VSAN, ScaleIO)
  • Education: MS or BS in CS, CE, EE or equivalent experience
Dell 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. All employment decisions at Dell are based on business needs, job requirements and individual qualifications, without regard to race, color, religion or belief, national, social or ethnic origin, sex (including pregnancy), age, physical, mental or sensory disability, HIV status, sexual orientation, gender identity and/or expression, marital, civil union or domestic partnership status, past or present military service, family medical history or genetic information, family or parental status, or any other status protected by the laws or regulations in the locations where we operate. Dell will not tolerate discrimination or harassment based on any of these characteristics.  Learn more about Diversity and Inclusion at Dell here .

Job Family: Sales Engineering
Job ID: R18944

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