Client Principal

Client Principal - Telecom

As a member of the Global Transformation Office (GTO), the Client Principal is a senior thought leader that drives complex, transformational solution opportunities with our largest, most strategic customers. This role is responsible for collaborating with our Telco and Communication Service Provider (CSP) sales teams and customer executives to help lead, win and deliver transformative customer outcomes via Dell Technologies solutions. As the solution opportunity is explored, the Client Principal will develop an agenda, define a sales campaign roadmap, and decide which technology components are needed to achieve the client’s objectives.

The Client Principal is the central point of contact for our clients and for the sales and delivery teams aligned to the overall solution’s components. They play a critical role as a “trusted advisor” to client CxOs and Business Unit leaders before, during and after major transformational investments greater than $25M in product and services value inclusive of all of Dell Technologies solutions. Prior Telecom, Cableco or CSP industry knowledge and background will be key to success in this role.

CORE RESPONSIBILITIES
- Close sales opportunities and negotiate commercial terms and conditions
- Capture, understand and analyze specific customer business issues and demands and translate them into a Dell Technologies vision and solution
- Identify capability gaps in delivering on transformational services, and identify and engage partners to complete solution
- Author and produce competitive sales tools in the form of presentations, briefs, white papers and web site content
- Forecast and maintain internal sales systems as the opportunity owner and ensuring communication on pipeline status of all revenue streams to line management
- Leverage existing relationships with CIO, CXO, BU heads within a targeted set of Global / large national accounts to develop deep and trusted advisory relationships
- Act as an evangelist for Dell Technologies transformational capabilities in a target set of accounts
- Build focused account plans that ensure new business development and maintain account growth
- Collaborate with sales and partner alliance teams to develop competitive account positioning, client messaging, and sales plays that effectively promotes the advantages of Federation products and services and wins prospective client business
- Provide feedback to strategically aligned businesses on competitive activities in the field and develop integrated transformational offerings that meet the needs of priority customers
- Orchestrate internal resources and core sales team to drive sales cycles

EXPERIENCE / QUALIFICATIONS
With a solutions sales leadership background in data center infrastructure technologies, we seek a proven, hands-on sales leader with a history of collaborating with global customer executives specific to complex, transformational IT investments. Additionally, we require:

- 10+ years in IT sales or management consulting, including 5+ years in a Partner/Principal role
- Experience directly leading client executives through multi-year IT transformations sized at a minimum of $25M per transaction, starting during the pre-sales cycle thru to customer service hand off.
- Experience leading large, complex and transformational pursuits in Telecom, Cable, or CSP industries.
- Should be confident participating in business conversations regarding 5G/LTE evolution, trends in telecom network disaggregation and NFV, multi-cloud operations, VIM, MANO and OSS/BSS.
- Awareness of major industry frameworks and trends surrounding O-RAN, ETSI, 3GPP, ITU, TMF, ONAP and CNCF are not essential but considered an asset.
- Prior work on topics outside of IT strategy, including organization design, change management, and process redesign.
- Experience in orchestrating technical and sales resources to drive large customer projects in your key accounts.
- Strong interpersonal, written and verbal skills which allow you to influence and interact with confidence and credibility at all levels within the EMC Federation of companies, customers, partners and vendors.
- Experience working in matrixed, complex, fast-moving and constantly changing environments within an extremely competitive market.
- Ability for overnight travel on a national or regional basis.

Dell Technologies helps organizations and individuals build a brighter digital tomorrow. Our company is made up of more than 150,000 people, located in over 180 locations around the world. We’re proud to be a diverse and inclusive team and have an endless passion for our mission to drive human progress.

What’s most important to us is that you are respected, feel like you can be yourself and have the opportunity to do the best work of your life - while still having a life. We offer excellent benefits, bonus programs, flexible work arrangements, a variety of career development opportunities, employee resource gr