Dell Advisory Systems Engineer - APJ Global Accounts in Singapore

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General Summary

Provides technical leadership and direction to customers and internal staff in the development of fully integrated technology solutions in support of pre-sales activities in the assigned account. Assists in the analysis, design and development of fully integrated technology solutions. Acts as technical expert and consultant to develop and propose solutions that meet the technology and business requirements of the assigned customer. Technical emphasis is on hardware capabilities, software requirements and systems integration. Makes technical and sales presentations to customer's technical staff and senior management. Understands Dell EMC and competitive technology and business applications within the assigned account. Assists in the development of responses to customer requests and proposals as required. Conducts research, answers questions and removes objections that arise in sales campaigns. Serves as a trusted technology advisor to customers and serves as an internal resource on technical issues or specific business applications within the account.


  • Works with Sales Team to develop and implement specific account penetration strategies, produce account specific product and service and sales plans.

  • Maintains knowledge of competitive solutions to effectively address and dispel customer objections to Dell EMC solutions, and train the account team.

  • Anticipates technology and/or market trends and provides guidance on their application to external customers and feedback of business requirements back into Dell EMC's engineering and marketing organizations.

  • Successfully builds relationships with the account team, partners and customers in support of sales team objectives and engages and leverages corporate resources, abilities, budgets and personnel as appropriate. Leads technical sales calls.

  • Configures and documents Dell EMC software, hardware and service solutions to meet customer and sales objectives. Completes required presales documentation quickly and accurately.

  • Qualifies sales opportunities in the terms of customer technical requirements, competition, decision making process and funding.

  • Assumes leadership role in District Sales and Services Leadership Meetings. Presents and markets the design and value of proposed Dell EMC solution and business case to customers, prospects and Dell EMC management. Participates in mentorship of more junior TC family members. Possesses strong, detailed product/technology/industry knowledge. Knowledge of job associated software and applications. Dell EMC Proven Professional Certification desired.

Skills Required

  • A minimum of 10 years of professional experience within APJ markets managing Global or Larger Enterprise Accounts, with strong preference for candidates within Storage and Cloud based Products.

  • Customer focused with ability to influence others and work collaboratively.

  • Cross-functional Skills with good communication skills.

  • Ability to work effectively with senior management in a matrix environment.

  • Highly collaborative and consultative with extended team members.

  • Knows business trends of the Singapore market. Long term vision being able to translate it to specific actions and plans.

  • High level of solutions and technical knowledge.

  • Excellent communication skills in English, verbal and in writing.

  • Ability to influence others to achieve results.

  • Must be based in Singapore.