Manager, Presales Engineering

Dell Inc Hopkinton , MA 01748

Posted 2 months ago

Job ID R28674 Date posted Mar. 15, 2019

Dell is a collection of customer-obsessed, industry-leading visionaries. At our core is a commitment to diversity, sustainability and our communities. We believe in working together to build a brighter future, celebrating the entrepreneurial spirit that lives inside us all, and marrying innovation with action. Dell is proud to offer unparalleled growth and development opportunities for our team members. We believe that technology is essential for driving human progress, and we're committed to providing that technology to people and organizations everywhere, so they can transform the way they work and live.

We currently have an opening on our Converged Systems Sales team for an experienced Manager, Systems Engineering. This role will be managing a team of presales engineers and can be located anywhere within the West Or MidWest region of the United States with the ability to work from home and travel within that region.


  • Manages all activities of the pre-sales resources. In conjunction with sales and Services management develops strategies to direct resources toward the largest and most profitable Dell EMC opportunities.

  • As a business partner with sales management, manages the organizational effectiveness, efficiency, and alignment of all technical resources with clear divisional services bookings and product revenue goals.

  • Provides advice and counsel to sales management in the effective use and deployment of technical resources. Must maintain close alignment with sales, Services Delivery management, and other management functions.

  • Effectively articulates externally and internally once Dell EMC GTM strategy.

Role Responsibilities

  • Inspects account penetration strategies including account specific product and service sales plans for all accounts.

  • Uses knowledge of competitive solutions to help the sales and technical organizations to propose the most optimal Dell EMC solution for the customer thereby allowing the sales and technical organization to effectively address and dispel customer objections to the proposed solution(s).

  • Develops business networks across the organization and customer based in support of sales team objectives and engages and leverages corporate resources, abilities, budgets and personnel as appropriate. Executes programs for the SE community Inspects technical sales plans

  • Insures that sales and technical organizations are properly aligned to achieve objectives and TCE. Management of the technical resource plan for the District Inspects configuration and documentation of Dell EMC software, hardware and service solutions to meet customer and sales objectives.

  • Ensures compliance of presales documentation. Internally qualifies sales opportunities in the terms of customer technical requirements, competition, decision making process and funding. Orchestrates and leads District Sales and Services Leadership Meetings.

  • Develops IDP for direct reports Responsible for bookings. Manages escalations and follow through until successfully resolved. Possesses strong, detailed product/technology/industry knowledge.

  • Knowledge of job associated software and applications. Maintains strong understanding of the competitive landscape within the respective territory. Typically responsible for a several districts or large area.


  • 10+ years of experience managing a team of presales professionals

  • Detailed product knowledge. Previous hands-on experience in the data center environment, with expertise spanning storage, BRS, virtualization, convergence, Cloud and/or Big Data

  • Customer focused.

  • Communication skills.

  • Ability to work effectively with senior management.

  • Ability to manage in a matrix environment.

  • Ability to influence others to achieve results.


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.

Closing date: xx xxxxxxxxx 20xx.

Dell is committed to the principle of equal employment opportunity for all employees and to providing employees with a work environment free of discrimination and harassment. All employment decisions at Dell are based on business needs, job requirements and individual qualifications, without regard to race, color, religion or belief, national, social or ethnic origin, sex (including pregnancy), age, physical, mental or sensory disability, HIV Status, sexual orientation, gender identity and/or expression, marital, civil union or domestic partnership status, past or present military service, family medical history or genetic information, family or parental status, or any other status protected by the laws or regulations in the locations where we operate. Dell will not tolerate discrimination or harassment based on any of these characteristics. Learn more about Diversity and Inclusion at Dell here.

This role will be responsible for leading the CSS SE Organization for US East Region.

This role will be responsible for leading the CSS SE Organization for US East Region.

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Manager, Presales Engineering

Dell Inc