Owns the Solutions target for their respective territory or Solution practice

·         Works in conjunction with all sales teams

·         Responsible for managing the solutions funnel for their territory/solution practice, and ensuring accuracy via SFDC 

·         Responsible for end-to-end customer engagement (from start to close) for a solution opportunity that will generally include hardware & software, however must include Consulting  Services as a minimum

·         Owns the final proposal for submission, in conjunction with the Solution Services executive , if appropriate.

·         Responsible for understanding our customer’s business challenges & requirements, in order to formulate a total comprehensive solution of Consulting Services, Hardware, and/or Software. Every opportunity must include Consulting Services as a minimum.

·         Must be able to work on multiple opportunities concurrently, and have the ability to map customer’s technical requirements to business needs. In addition this individual must have superior problem solving skills, be results driven, has the ability to operate in a fast paced dynamic environment, with high levels of flexibility.

·         The Engagement Manager is the Solutions “Orchestrator” and must have the ability to pull in different teams, ranging from Inside Sales Rep, TSR, Selected Partners, & Project Managers as appropriate.

·         Leverages existing service offerings, utilizes best practice; lessons learned; and key service offerings devised by Practice Managers.   

·         Solid understanding of Consulting & Systems Integration market and best Partners to select for appropriate opportunities in their region

·         Develops relationships (Sales, Services, Services Partners, Vendors, & Marketing) to build awareness and confidence in Dell PUB Solution and AE team; 

·         Engage Dell Project Managers as appropriate, to assist in scoping, estimating Project Management effort/ costs and validation.

·         Conduct project hand over & attend kick-off meeting with the Project Manager and technical teams as required

·         Work with sales to ensure the correct booking of projects under ICS SKUs

·         Work with Bid Manager, Opportunity Manager, Senior Management, Legal, and Finance, to ensure governance is adhered to.

 

Minimum 5 years IT Consulting Services experience in a similar role

·         Excellent communication, influencing, and presentation skills

·         Ability to speak a technical and a business language   

·         Technology background, with the ability to converse conceptually around Dell’s core infrastructure technologies such as: Microsoft, Storage, and Virtualization. 

·         Extensive pre-sales infrastructure services experience and/or engagement management experience

·         Proven organisational and teaming skills

·         Thorough understanding of selling small-to-mid scale infrastructure projects

·         Solid understanding of technology and corresponding implementation services.

·         Understanding  of market conditions, opportunities, and key IT technologies and trends

·         Professional Services background preferred.