Dell Sr Solutions Principal in London, United Kingdom

Job Description:

People make Dell – so wherever in the world they work, everyone is rewarded for their contribution. Ready to develop your career in a truly global company? Within the Support & Deploy function at Dell, we are looking for a Senior Solution Principal to join our team in the UK.

The Sr Solution Principal is an experienced business developer responsible for driving professional services, specifically the Dell EMC Residency and Dell EMC implementation, with the Dell EMC field account and services sales teams. You will provide technical leadership and direction to customers in the analysis, design and development of professional services solutions. You will act as expert and consultant to develop and propose solutions that meet the technology and business requirements of assigned customers. You will make technical and sales presentations to customer and senior management. You will conduct research, answer questions and remove objections that arise in a sales campaign. You will serve as a trusted technology advisor to customers and as a thought leader within their area of expertise and assigned business segment, resource on technical issues or specific business applications within an assigned market segment. You will partner with the assigned engagement manager to drive follow-on opportunities within active accounts. You will transition work to the delivery organization through appropriate practice managers.

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:

Key Responsibilities

  • Drive business development with account managers, with primary focus on identifying, scoping, proposing and closing engagements. Coordinates sales efforts with delivery management and practice management team, including ensuring all required commercial/solution reviews are completed.

  • Ensures SOW and BOE are carefully defined.

  • Participates in account relationship and issue management activities. Conducts business development activities with broad application of principles and concepts. Build and maintain engagements on the most complex deals and / or on a selected list of focused accounts.

  • Define, develop and implement actions according to account plans on selected focused accounts with account teams. Adhere to EMC sales process and methodologies on all opportunity pursuits. Defines solid, workable solutions and provides resolutions to diverse range of complex business problems.

  • Responsible for the booking forecast of services and solutions business in assigned accounts. Understand the power of credentials, and is 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.

Essential Requirements

  • Possesses strong product/technology/industry knowledge

  • Good understanding of EMC's products and their value added to the customer

  • Sales Acumen

  • Business forecasting/managing the business

  • Results driven

  • Customer focused.

  • Presentation skills

Desirable Requirements

  • Ability to work in a team environment

  • Communication skills

  • Consultative skills

  • Negotiation skills.

  • Understanding of key sales and management reporting tools.


Our people are the most critical component of our long-term success and their health and well-being are our priority. You will enjoy a comprehensive, locally competitive benefits package.


Functional Area(s):



EMC Corporate

Business Unit:



United Kingdom - London