Dell Principal vArchitect, APJ CPSD in St Leonards, Australia

Job Description:

The CPSD Chief Strategist is one of the most senior presales resource in the APJ business. The role requires a senior enterprise architect and seasoned strategic sales development professional focused on pursuing and growing high-revenue and strategic sales opportunities.


Core Skills and Capabilities

  • Focus on the largest deals for CPSD in Fortune 500 companies and Dell Technologies most strategic opportunities

  • Strategic selling skills to position and close deals

  • Credible with the C-Suite as demonstrated by experience, presence and presentation skills

  • Concentrate on the business and financial benefits to customers

  • Expand deals beyond a “transaction”

  • Qualify strategic pursuit opportunities

  • Quantify revenue potential

  • Organise, coordinate, manage and lead a complex sales campaign, with or without a direct account team

  • Work with and lead a virtual team through influence across organisational boundaries

  • Establish relationships with the CPSD parent account teams, partners and customers in support of sales team objectives and engage and leverage corporate resources, abilities, budgets and personnel as appropriate

Possess a balance of Technical Strengths and Executive Acumen, as listed below:

Technical Strengths

  • Deep technical expertise in CPSD software, hardware and services solutions to meet customer and sales objectives

  • Knowledge of competitive solutions to effectively address and dispel customer objections to CPSD solutions

  • Strong Data Centre practice expertise, with experience of solutions from Dell EMC, NetApp, HDS, VMware and Cisco highly regarded

  • Able to present the design and value of proposed CPSD solution and business case to customers, prospects and CPSD management

  • Expertise with the technical and organisational impact of data center transformation

  • Able to effectively consult with customers and position the CPSD value proposition regarding the impact of data center transformation with business and technology executives

Executive Acumen

  • Experience making executive and business decisions regarding major technology investments and transformations

  • Expertise in creating the business justification for major technology investments, including working with financial decision makers

  • Able to present and market the proposed high-level solution, value of the solution and business case to customers, prospects and CPSD management

  • Conversant in and effectively present & position the business value and impact of data center transformation with executives

  • Able to leverage subject matter experts and knowledge of competitive solutions to effectively address and dispel customer objections to CPSD solutions

Educational requirements – Bachelor’s degree required, MBA preferred.

Travel – Willingness to travel Interstate and Internationally as required

Experience - Minimum of 10 years in technology sales creating and executing deals or Minimum of 10 years as a technology leader, technology sales experience preferred.

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):




Business Unit:

211 - VCE


Australia - St Leonards