Dell Solutions Principal - Russia in Moscow, Russia

Job Description:



Lead the DellEMC Consulting solution definition in close synergy with consulting sales, consulting delivery teams and in collaboration with product account teams to position EMC solutions to meet customer requirements.

The Solutions Principal provides sales support in developing consulting services solutions representing DellEMC and, frequently, the Dell Technologies wider Businesses consisting of DellEMC, Dell, Pivotal, RSA, VCE, Virtustream and VMware. The Solutions Principal leads the development and delivery of client presentations, service line responses to RFPs, Statements of Work (SOW) creation and review, effort estimation and transition of work to delivery organization through appropriate practice management.

Makes Consulting Solutions and Consulting Sales presentations to customers including C-level management. Understands DellEMC competitive technology and business applications to assist in the development of responses to customer requests and proposals as required. Conducts research, answers questions and removes objections that arise in a sales campaign. Serves as a Trusted Advisor for Consulting Solutions and thought leader within their area of expertise.

The successful candidate will:

  • have a deep understanding of, and be able to articulate the IT transformational journey in both business value and technology terms with a special focus on Data Centre, Infrastructure, Application and Operating Model Transformation as well as Big Data

  • plan transformation programmes with a deep understanding of methods, tools, techniques and based on proven experience

  • be experienced in Data Centre infrastructure, consolidation, migration, cloud automation and operating model areas

  • have strong experience of writing and negotiating SOWs that ensure successful delivery of programmes with minimal risk covering commercial models such Fixed Price, T&M and incorporation of 3rd party contracts

  • ensure the DellEMC Consulting Deal Governance is applied to proposals, RFP responses and SOWs

  • contribute to account planning and forecasts covering opportunities, capacity and skills

Frequent travel within UK and Ireland will be required as well as occasional travel throughout EMEA.

Qualifications and Skills


  • Exceptional consulting skills, including methods, tools and techniques to apply within an IT transformation context

  • Experience in Enterprise consolidation, transformation and migration engagements

  • Experience in Cloud including automation and integration into existing IT environments

  • Proven business development experience leading opportunity identification, qualification, pre-sales activities and transition into delivery

  • Skills to scope services, assemble effort estimates, plan programmes and work packages

  • Proven skills to lead the development of solutions, write proposals, RFP responses and SOWs

  • Proven experience in client facing roles and effectively influencing at all levels, including Cx0

  • Proven communication skills and ability to work effectively in a team environment

  • Strong knowledge and working experience of Data Centre technologies and processes

  • Broad knowledge of infrastructure technologies across server, storage, networks and management technologies with practical understanding of cloud strategies, tools and technologies

  • Strong negotiation and conflict resolution skills

  • Business acumen and ability in managing sales conversation with business counterparts, to position Consulting offer and transformational topics into relevant business outcomes

  • Good experience in a sales environment

  • Working knowledge of DellEMC and VMware product portfolio

  • Working knowledge of ITIL

  • Working knowledge of Agile Development practices

Highly desirable

Strong experience in one or more of the following will be an advantage:

  • Application development and DEVOPS

  • Enterprise architecture (TOGAF)

  • Big Data Architectures, Applications and impact of big data use cases on business outcomes

  • Openstack experience

  • Storage, backup and archiving optimisation

  • Business case development within an IT Transformation context

  • Practical knowledge/experience with Organizational Change Management (OCM)

Education Required:

  • Bachelors or equivalent

  • VMware certification is highly desirable

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:

Functional Area(s):

Consulting, Professional Services



Business Unit:



Russia - Moscow