Dell Advisory Global Architect - Sony in Tokyo, Japan
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Dell EMC Global Architect The Dell EMC Global Account segment continues to be a critical component of our go-to-market strategy to drive global growth, market expansion, and TCE in Dell EMC's most exclusive customers. Global Accounts is structured for continued success allowing for maturing requirements and evolving market changes. As we continue raise the bar and add to our talent pool of Technology Thought Leaders, the Global Architect is a critical role in our Global Accounts.Role is responsible for
Providing presales consultancy for named Global Account(s) in the Financial Services Industry, working closely with the Global Account Manager to help meet revenue, customer satisfaction requirements & develop customer understanding of Dell EMC portfolio.
Owning the technology relationships CxO, Enterprise architecture level & to provide technology thought leadership.
Collaborating with customer stakeholders to drive adoption of Dell EMC portfolio within customer’s long term technology roadmap.
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 account.
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 future state architecture, tactical milestones and systems integration.
Makes technical and sales presentations to customer's enterprise architecture, solution architecture teams and senior management.
Understands Dell EMC and competitive technology and business applications within the assigned market.
Assists in the development of responses to customer requests and proposals as required.
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.
Frequent travel to different regions around the globe is part of the remit.
Regularly communicates technology plan and ongoing campaigns to extended account and specialist teamsJob Responsibilities:
Works with Global sales team to develop and implement specific account penetration strategies, produce account specific roadmaps and migration strategy, planning and implementation
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 customers and feedback of business requirements back into Dell 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.
Owns technology relationships with key customer decision makers and influencers, typically CxO level as well as customer architecture leads.
Leads technical sales calls, architects and documents Dell EMC products and service solutions to meet customer and sales objectives.
Completes required presales proposals quickly and accurately.
Qualifies sales opportunities in the terms of customer technical requirements, competition, decision making process and funding.
Assumes technical leadership role in Sales and Services Leadership Meetings.
Presents and markets the design and value of proposedDell EMC solution and business case to customers, prospects and Dell EMC management.
Leads virtual technology teams as appropriate around the globe engaged on specific opportunities or activities in account.Qualifications:
Practicing Enterprise Architect with TOGAF or similar certification is an advantage
Preferably has worked in/ has knowledge of Financial Services Industry and technology solutions to meet the need of the customer base in that vertical.
A minimum of 6 years of domain experience related to either FSI business applications, application development, or server/storage/networking as an architect, systems engineer, or consultant and at least 10 years of experience in the IT field.
Excellent written, verbal, and presentation communication skills in English.
Working knowledge of one of following - Virtualization, Converged infrastructure, BI/DW or cloud architectures.
Has hands on ability in appropriate technology fields, for example systems management, programming, virtualization etc
Working knowledge of IT infrastructure architectures, distributed systems and platform operating systems.
Knowledge or certification in ITIL or similar qualification.
Masters degree in Computer Science, Electrical Engineering, Physics, or Mathematics, focused on distributed systems is desired.Interpersonal Skills:
Leading virtual teams.
Excellent written, verbal, and presentation communication skills.
Ability to multi-task
Customer focused technology leadership.
Participates in mentorship of more junior Presales family members.