Dell Senior Client Solutions Manager - Dell Consulting UAE in Dubai, United Arab Emirates

Job Description:

Dell Consulting Services portfolio focused Client Solutions Manager - Middle East (based in Dubai)

As a Client Solutions Manager you will own the go-to-market strategy for designated clients, clients segments or territories in the assigned geography, with responsibility for your individual sales target.

You will lead the sales of transformational IT services & solutions, leveraging Dell EMC’s Consulting Services offerings up to C-level. Operating within the broader Dell EMC Consulting Services portfolio you will focus specifically on positioning the Dell portfolio elements that have been brought into Dell EMC offering. In addition to drive your own opportunities, you will support other Client Solutions Managers as a Sales Subject Matter expert regarding the previous Dell Consulting Services portfolio elements.

Responsibilities:

Strategically lead new services business in selected customers, customer segments and territories in close synergy with the Principal Consultants and Global Presales Solutioning (consulting services pre-sales, sales support), and in collaboration with the Product Account team to manage assigned consulting & services sales targets. Position Dell EMC solutions to meet customer requirements.

Build in-depth knowledge of clients' business priorities, challenges and initiatives that can be translated into Dell EMC solution opportunities. Build value-added relationships within the domain of the account - become the trusted advisor. Lead solutions sales campaigns within accounts. Have excellent written, verbal and formal presentation skills to client audiences ranging from technical implementers through CTO/CIO levels. Probe for pain while maintaining customer satisfaction.

Identify and pursue consulting & services sales opportunities at assigned accounts. Lead business development and pre-sales initiatives by leveraging both industry and technology background. Earn a reputation for growing and closing solutions business to be sought by Dell EMC Sales Management to lead/facilitate the integration and growth throughout their territory.

Use knowledge of technology, industry, processes, and consultative sales skills to assess and educate customers on value of our business know-how and associated implementation expertise. Demonstrate ability to advance sales campaigns in a needs-based and highly participative fashion, including consultative dialog, cross-functional engagement (both within the account and Dell EMC), and facilitated workshops.

Responsible for the booking forecast of services and solutions business in assigned accounts. Understand the impact of credentials, and able to leverage appropriate success stories that are relevant to a particular prospect and/or sales situation. Stay abreast of status/details for each campaign and independently provide reliable booking forecasts on a weekly, monthly and quarterly basis.

Responsible for the commercial sales process, proposals, RFP answers and the coordination, orchestration of supporting functions and alignment with broader account teams to successfully sale.

As a Client Solutions Manager you will:

Effectively leverage industry and wider team resources as well as Dell EMC business units and partners to advance account relationships and sales campaigns.

Identify / create opportunities for IT transformation/ big data / cloud computing / consulting projects.

Cultivate client relationships throughout the sales and delivery process for mutual long term success.

Focus on Consulting Services offering brought into Dell EMC Consulting from previous Dell Consulting Services.

Cultivate internal relationships to other Sales and Pre-Sales teams to drive additional Consulting Services pipeline and increase Consulting Services bookings and revenue.

Possess and demonstrate in-depth knowledge of industry solutions to uncover needs and create value based solutions for the clients; proactively maintain deep knowledge of the IT industry and its landscape and successfully articulate Dell EMC’s competitive differentiators which will enable value for the client.

Excellent information gathering skills to communicate client business needs to delivery team for further evaluation. Ability to develop business solutions for clients and communicating them through design documents, written proposals and presentations.

Required Qualifications:

Proven experience in building go-to-market strategy for transformational consulting services, while consistently achieving or exceeding goals.

Strong track record of proven consulting services experience in full services deal life-cycle; sales, contract negotiation, resourcing, delivery and completion is required.

Consulting Sales and delivery experience in a multi-national environment and markets.

Strong track record in Business Development with measurable, quantitative outcomes.

Strong experience in the IT industry is expected.

Previous experience in account management, representing the full range of product and services of a vendor, at C level, will be a plus.

Proven success in managing projects/teams with resources coming from different culture and background will be a plus.

Previous experience in selling Dell and EMC Consulting offerings will be a plus.

Fluency English. Arabic, Turkish will be a plus.

LIEXCLUDE

EMC Values:

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.

Critical Hiring Criteria:

Functional Area(s):

Consulting, Professional Services

Business:

EMC GES

Business Unit:

210 - EMC CONSULTING

Location:

ARE - Dubai

AutoReqId:

179161BR