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Senior Services Presales Consultant

2 weeks ago

United Arab Emirates SWATX Full time

SWATX is hiring a senior, presales, customer facing role who will be required to interact with the C-Suite of customers in a Senior Advisory. The Services Presales Consultant will lead go-to-market and demand generation activities that include the development of customer presentations, workshops delivery and lead Professional Services focused responses to Requests for Proposal (RFPs), and commercial responses including Statements of Work (SOW) and review, effort estimation and transition of work to the delivery organization through appropriate practice management.

Requirements

You Will:

  1. Support highly complex accounts and lead customer presentations and workshops at the senior leadership level by articulating the IT transformational journey in both business value and technology terms with a special focus on MultiCloud, Data Center and Automation/Integration.
  2. Be part of the CEE META (Central Eastern Europe, Middle East, and Africa) team of Services Presales Consultants and primarily work on opportunities in Central West Africa as well as across the wider Africa region. Inclusive to directly assigned opportunities you will support regional Services Presales Consultants with your subject-matter expertise.
  3. Manage solution development (sometimes using expertise from other disciplines) including solution design, scope documents, risk profile, and financials; coordinate the Team of Subject Matter Experts and Solution Architects in the solution definition and services effort estimates.
  4. Create deliverables, RFP responses, and SOW based on Dell Services offers according to the solution needs. Act as the Services Presales solution owner and contribute to the sales pursuit strategy. Ensure internal Services Deal Governance is applied to all proposals and responses (RFP and SOWs) and support deal negotiation and closure to include transition support to service delivery.
  5. Contribute to business results through quality of solution, advice and decisions. SME and evangelist regarding Dell Services Brand: represent DTS in Dell Tech Organization through internal presentations, programs and training.
  6. Data/AI/DHW knowledge and experience is a must.
  7. Location is Warsaw with occasional travel to the rest of CEE.
Essential Requirements
  1. Expert level experience in IT transformation including Multi Cloud solutions, Data Center, Virtualization, Automation, Infrastructure-as-Code, Application Transformation, Data Analytics and AI solutions and integration of all these into existing IT environments. Proficient in multiple service areas and technologies.
  2. Previous experience of acting as a solution lead, pre-sales consultant, solution architect and proven skills and experience in constructing services solutions (scope services, assemble effort estimates, plan programs and work packages).
  3. Thorough understanding of a services P&L and cash flow development (including business impact), risk analysis and commercial models such as Fixed Price, T&M and incorporation of 3rd party contracts.
  4. Proven experience in client facing roles and effectively influencing at all levels (up to CxO) with ability to construct, tailor, and negotiate service contracts (e.g. Statements of Work) for both customer engagement and partner provisioning.
  5. Exceptional consulting skills, including methods, tools and techniques to apply within an IT transformation context; professional communication skills in English; ability to work across EMEA in an international environment.
Desirable Requirements
  1. Working knowledge of Dell and VMware product portfolio. Understanding of IT Cyber Security and Artificial Intelligence and Cloud Hyperscale's solutions.
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