Dell Pre Sales Engineer - Channel in QUEENSLAND, Australia

Pre Sales Engineerss are a critical

component of the DELL EMC Channel Optimization Program. The PSE are Technical

generalists & portfolio architect for partners. Working

with the Channel Sales team, they train and enable Partners to be independent

as they position, sell and compete with DELL EMC products, solutions and

services to their customer base. PSEs develop deep relationships with Partners

and their presales technical engineers to create and expand DELL EMC mindshare.

They influence and drive Partners to propose solutions for all DELL EMC related

opportunities within their customer base. PSEs coach and mentor Partners in

sales techniques and strategies to drive sales and accelerate their

independence. They are the DELL EMC evangelists and lead our partners in our

customers’ journey to Cloud.

Primary Duties and Responsibilities :

• The PSE works on 50/30/20 model in

terms of their time.

• The 50% of time is spent on Channel

technical empowerment and community building.

• The 30% time is spent on Channel

technical deal support in front of customer showing Partner technical resources

the best sales approach and technics

• The 20% time is spent on Channel

solutions & cross selling helping DELL EMC sell the big picture to

partners, up selling and cross selling solutions.

• Assist Channel Sales team to

proactively develop Partners or Service Providers to achieve business objectives.

• The PSE can be dedicated to a specific

Partner or cover several Partners depending upon business plans. This

dedication may require more detailed specific product knowledge in addition to

general DELL EMC product/solution knowledge.

• Participates in the Partner business

planning process with the responsible Channel Partner Account Manager.

• Focus on technical certification and

partner champion identification

• Focus on the on-going technical

readiness and DELL EMC solution selling and differentiation capabilities of

partner SEs

• Identifies new product lines and

solutions that would be suitable for the partner to sell, and assists in

competitive positioning.

• Defines Technical Business Plan

together with Channel Partner Account Manager for the partner.

• Promotes new technologies and services


• Assist the Channel Sales team in the

creation of specific Partner development priorities and work with the Partner

Enablement team (PEP) on the creation of a Partner Training plan to be executed

for specific partners

• Educate and Mentor the Partner

and encourage adoption of DELL EMC channel sales tools and procedures.

• Educate and Mentor the Partner on how

to fully qualify opportunities (how to gather information, use support matrix,

pre-site process from a technical point of view).

• Work with channel team to identify

Partner Presales individuals to participate in Champions and Global Practices


• As part of the presales mentoring

process, advise and provide assistance based on partner knowledge as

appropriate for large or very complex proposals to the Account Team and the

partner in a consultative way

• Advise/consult the partner sales team

for preparing customer meetings, product presentations/demonstrations and

competitive positioning together with the Account team (if engaged) and


• Advise/consult partner sales team in

preparing configuration definition, documentation and offer generation together

with the partner.

• Support the sales campaigns from a

technical perspective in regards to the knowledge about partner engagement and

Account Team approach.

• Assist in the penetration of large

account if partner is involved and Account team is engaged as a consulting


• Coordinate with Channel Sales and other

DELL EMC specialist resources as needed.

• Engage DELL EMC Professional Services as

needed and appropriate to enhance Partner offering outside of the Partners

service capabilities


• Expertise in DELL

EMC technologies.

• Excellent knowledge in VMware,

Microsoft, Oracle, SAP and key market technologies leaders.

• Excellent knowledge in networking


• Strong Partner business model


• Excellent knowledge of DELL EMC

Partner development tools.

• Strong communication skills.

• Consultative selling skills and

proven customer/partner management.

• Broad understanding of platform and


• Strong matrix team management


• Consensus building skills,

innovative, independent self starter.

• Excellent verbal and written

cross-functional communication and interpersonal skills.


• Bachelor’s degree with focus on Business and Information Technology or

equivalent job experience.

• Vendors certification will be a plus


Organization: Commercial Sales

Title: Pre Sales Engineer - Channel

Location: AP-AU-Queensland

Requisition ID: 17000LMU