Account System Engineer at Dell

• At this level, supports highly complex and high value accounts exercising wide latitude to determine objectives and approaches
• Gains access and manages relationships with senior level executives and IT decision makers
• Devises new approaches/methods to selling enterprise/client products and services
• Verifies operability of highly complex product and service configuration within the customer’s environment that addresses critical issues
• Identifies and allocates roles and responsibilities required to support account team
• Synthesizes market, industry and competitor data to anticipate how external factors will influence the position of the solution and makes decisions that impact the long term success of the business
• Creates formal networks internally and externally with industry experts and key decision makers Leverages third-party and/or the Channel to create and position the solution
• Assumes leadership role in analyzing requirements and performing advanced systems integration and providing technical expertise to design and implement solution across breadth of Dell and third-party products and services
• Senior level sales engineer with expert understanding of complex products and services portfolio
• Leveraged as coach/mentor to others
• Provides customer/industry/market insight to internal leaders and cross-functional groups
• Qualifies the most complex sales opportunities in the terms of customer technical requirements, competition, decision making process and funding
• Presents the design and value of proposed solution and business case to customers, prospects and management at the executive level

Key Responsibilities

• Role based out of Johannesburg, South Africa
• Provides pre-sales technical support to field sales teams during the sales process.
• Accountable for the technical validity and interoperability of solution and the direct relationship with the customers’ strategic business plans.
• Assists the sales staff in assessing potential application of company products and services to meet customer needs.
• Prepares detailed product specifications for the purpose of selling high end product and solutions.
• Conducts customer needs analysis.
• Provides project scoping.
• Coordinates internal specialists and inter-department activities. Assists sellers in creating demand for product.
• Requires a high degree of technical competency to respond to customer needs and to discuss product capabilities and applications with technical users/buyers.
• Customarily and regularly engaged at client facilities and delivers high impact presentations leveraging strong technical skills.
   

Essential Requirements

• Recognized internally and externally as a thought leader on the industry, our business model and competitors
• Works effectively with functional leaders throughout the organization/models effective team leadership
• Works with customers in complex business environments to devise new and innovative solutions to business challenges
• Anticipates customer needs beyond existing scope of enterprise/client products and services
• Typically requires 12+ years of related experience with a Bachelor’s degree; or 8+ years with a Honor’s degree
• Experience selling primary storage, backup, archive, HCI, sever and network solutions

Desirable Requirements

• Experience with cloud technologies like VMWare / Microsoft