Dell Senior Systems Engineer in Glen Allen, Virginia

Job Description:

Partner Solution Lead (PSL) are channel presales engineers who train and enable Dell EMC's partners to position, sell and compete using Dell EMC products, solutions and services. They develop deep relationships with partners and their presales technical engineers to create and expand Dell mindshare. They influence, encourage and urge partners to propose Dell EMC solutions for all related opportunities within their customer base. PSLs coach and mentor partners in Dell EMC presales techniques and business development strategies to drive sales and accelerate their independence. They are Dell EMC evangelists and provide industry-best leadership and presales technical knowledge to our partners and their customers across all Dell EMC solution categories, including Converged Infrastructure (Vblock, VxRail, VxRack), Core Storage (XtremIO, VMax, VNX, cloud), Emerging Technology (Isilon, ECS, ScaleIO, data lakes), and Data Protection Solutions (Data Domain, Avamar, VPlex).

The Senior Systems Engineer is responsible for driving channel revenue for all products, services and solutions for the partner(s) they are assigned to. They carry out targeted programs and represent Dell EMC in all activities associated with their channel partners. They build in-depth knowledge of their partners' technical priorities, challenges and business initiatives, and map those needs to Dell EMC offerings. PSLs act as the initial point of escalation for product-related issues but engage expert technical or support resources where needed. PSLs work with the channel sales team to collaborate and execute partner strategy.

Role Responsibilities

  • Trains and coaches partner reps and SEs on the value of proposed Dell EMC solutions

  • Sells with partner SEs in the field, and provide presales technical support

  • Maintain and manage partner skill ratings and development plans

  • Provides guidance, leadership, and participation in tactical and strategic initiatives

  • Contribute to and execute on partner business plan

  • Knowledge transfer to partners of Dell EMC tools, solutions, and positioning

  • Excellent presentation, whiteboard, demonstration and configuration skills

  • Customer/partner focused attitude

  • Ability to drive accurate and timely decisions

  • Ability to manage in a matrix environment, internally and externally

  • Ability to work effectively with senior partner management

  • 1 or more Dell EMC Proven Professional TA Certifications

  • Strong business acumen, technical generalist knowledge, as well as competitive products and industry trends

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.

We are an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex (including pregnancy), sexual orientation, gender identity and/or expression, national origin, protected veteran status, disability, genetics, or citizenship status (when otherwise legally authorized to work) and will not be discriminated against on the basis of such characteristics or any other status protected by the laws or regulations in the locations where we operate. We encourage applicants of all ages.

Critical Hiring Criteria:


  • Competitive understanding of the different storage vendors offerings from HDS, IBM, Oracle, NetApp, etc

  • Excellent presentation skills in front of all levels of the IT Organization

  • Working knowledge of Storage Analysis and Monitoring Tools

  • Detailed product knowledge. Previous hands-on experience in the data center environment, with expertise spanning storage, BRS, virtualization, convergence, Cloud and/or Big Data

  • Customer focused

  • Communication skills

  • Ability to work effectively with senior management

  • Ability to manage in a matrix environment

  • Ability to influence others to achieve results

Company Description

With more than 100,000 team members globally, we promote an environment that is rooted in the entrepreneurial spirit in which the company was founded. Dell’s team members are committed to serving our communities, regularly volunteering for over 1,500 non-profit organizations. The company has also received many accolades from employer of choice to energy conservation. Our team members follow an open approach to technology innovation and believe that technology is essential for human success.

Why work with us?

  • Life at Dell means collaborating with dedicated professionals with passion for technology.

  • When we see something that could be improved, we get to work inventing the solution.

  • Our people demonstrate our winning culture through positive and meaningful relationships.

  • We invest in our people and offer a series of programs that enables them to pursue a career that fulfills their potential.

  • Our team members’ health and wellness is our priority as well as rewarding them for their hard work.

Come join us. For more information, visit us on the web at

Functional Area(s):




Business Unit:



VA - Glen Allen, VA - Herndon, VA - McLean, VA - Reston, WI - Madison, WI - Pewaukee, US - Georgia - Atlanta, US - Massachusetts - Boston, US - New Jersey - Warren, US - New York - New York City, US - North Carolina - Charlotte, US - North Carolina - Raleigh, US - Pennsylvania - Philadelphia