Jobs at EMC

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Senior Solution Principal (Consulting Pre-Sales)
Experience: 7 year(s)
Course of Study:
Required Grade: Not Specified
General Summary:

Reporting to the Solution Principal Director, the Solution Principal is responsible for supporting sales and driving the service bookings primarily within the LEMA (Levent, Emerging Africa) region. The Solution Principal will be expected to participate in pre-sales business development, lead and deliver on consulting projects and provide sales support and proposal scoping, and the development of SoW’s working with field Account Managers and TCs/STCs, SME’s and Partners in order to produce a quality proposal. The Solution Principal provides sales support in developing solutions, and coordinates the development of service line responses to an RFP. Transitions work to delivery organization through appropriate practice management, and contribute to the overall development of the organisation. 

The successful candidate would need to be able to effectively work with and deliver presentations with clarity to client personnel at all levels within the organisation.

The successful candidate will have a deep understanding of, and be able to articulate the cloud and software transformational journey in both business value and technology terms to a variety of client business and IT stakeholder groups. Their understanding of methods, tools, techniques and experience in the Data Centre infrastructure, consolidation, migration, security and management area will help both sustain and accelerate such transformation programmes.

Principal Duties and Responsibilities:

    Drive business development with Account Manager, TCs/STCs to support pre-sales activities, with primary focus on identifying, scoping and proposing engagements. Coordinate sales efforts with delivery management and practice management team. Ensure solution reviews are completed with the practice. Participates in Solution and Deal review governance process and supports the sales team in preparing for the review
    Participates in account relationship and issue management activities. Conducts business development activities with broad application of principles and concepts. Build and maintain engagements on a selected list of focused accounts agreed with management within assigned area or territory
    Coordinates sales efforts with delivery management and resource management team. Participates in regional/workgroup/industry marketing events to promote the GPS organisation. Contributes to "go-to-market" collateral. Delivers accurate bookings forecasts within assigned area or territory
    Define, develop and implement actions according to account plans on selected focused accounts with account teams. Develop new business opportunities on focused accounts. Adhere to EMC sales processes and methodologies on all opportunity pursuits. Defines solid, workable solutions and provides resolutions to diverse range of complex business problems
    Ensure formal contractual mechanisms (i.e. SOW) are established and maintained within active accounts. Frequent internal and external customer contacts
    Represents organization on sales leads. Ensure timely start of projects via effective sales to delivery handoff. Fully utilize and contribute to improvement of best practice collateral and intellectual property to deliver value-added results to customer's business. Conduct post-project analysis of SOWs to review planned vs. delivered results
    Continually develop own consulting and subject expertise as required
    Ensure compliance with all corporate processes that govern the management of the Practice. For example; time recording, resource scheduling, SOW creation

Desired Skills and Experience

Knowledge, Key Skills and Experience:

The following knowledge, skills and experience are mandatory for the role:

    In-depth knowldege and understanding of the LEMA region
    Exceptional consulting skills, including methods, tools and techniques to apply within an IT transformation context
    Strong knowledge and working  experience of Data Centre technologies and processes
    Strong working knowledge of the Security and Risk Management technologies and processes
    Minimum of 7 years’ experience in Enterprise consolidation and migration engagements
    Broad knowledge of infrastructure technologies across server, storage, networks and management technologies with a strong appreciation of cloud strategies, tools and security  technologies
    Good communication skills and ability to work effectively in a team environment
    Ability to both work effectively and influence at all levels in client organisations
    Ability to work on own initiative with minimal supervision
    Presentation, conflict resolution and negotiation skills desired

The following knowledge, skills and experience are highly desirable for the role:

    Delivery in complex engagements within the IT infrastructure space outside Data Centre consolidation and migration; of particular relevance would be engagements focused on private and hybrid cloud automation and management from a technology and technology / process integration perspective (Orchestration),  storage, backup and archiving optimisation, post M&A, carve out and separation infrastructure technology integration, technical shared services development, infrastructure and management cost optimisation and sourcing transformation
    Presentation, conflict resolution and negotiation skills desired
    Project management knowledge and experience
    Business case development within an IT context
    Appreciation of enterprise and system / application architecture

Education Required:

    Good first degree or equivalent
    TOGAF or industry equivalent certified a bonus
    ITIL certification a bonus
    Certification such as CISSP, CISA, CISM desired

Method of Application

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