Role:
(Specific tasks and the role that the person will undertake)
Day to day responsibilities:
- Supporting the Solutions Sales Specialist in Solution Selling and Positioning Dimension Data offerings
- Participates in client account planning, preparation of material and leading client workshops
- Leading and deploy Proof-of-Concepts with structured approach and ensure a defined set of closure criteria
- Gathering of client technical architecture information and proposing a solution to solve clients business needs
- Creation of Bill of Material (BoM) and pricing
- Work with Professional Services Architects and Consultants to prepare Statement of Works and effort planning
- Proposal ownership
- Supporting Solution Sales Specialist in Vendors and 3rd Party Product and services in negotiation and iterations of BoM
- Drive and lead services to support Dimension Data’s Professional Services and Managed Services offerings
- Owns Proposal development and responses to RFP/RFIs
- Participates in Project Kickoffs and facilitate handover to Professional Services or Managed Services business units
- Positioning Uptime services for Dimension Data
- Positioning Consultancy services for Dimension Data
- Attends sales calls with relevant clients to identify and analyze and influence design architecture for potential opportunities
- Lead Technical Presentations in a pre-sales engagement
- Ensures technical compatibility between the client’s requirements and the products and Data Centre Solutions offered by Dimension Data
- Builds relationship and credibility with technical lead within client community to influence and foster confidence in Dimension Data solutions
Business Alignment:
- Plan, Design & Build high quality deliverable solutions that meet client requirements & defined objectives.
- Develops personal rapport and professional respect with field sales and professional services, managed services business units.
- Prioritizes his/her time to focus on highly qualified, larger opportunities with target prospects.
- Enumerate and articulate TCO and ROI supporting investments
- Delivers high quality, technical expertise in the pre-sales process to help close sales opportunities with the client.
- Engages with clients facilitating workshops to jointly develop understanding of their environment, synthesizes findings, draws and presents conclusions.
- Propose assessment services and lead assessments for client environment to articulate findings, analysis, solution
- Propose best practices on technology Process & policies
- Engage effectively with clients and OEM’s with clearly defined functional & non-functional requirement
- Develops professional proposals and estimates and pricing for Dimension Data client
- Develops, monitors client relationships and status of ongoing engagements for Professional Services, Managed Services and vendor pipelines and projects.
- Actively participates in industry groups and forums.
- Development, creation and release of white-papers, best practices
- Complete vendor certification requirements (e-learning, Instructor led, tests and exams)
- Pipeline development and management with Data Center Solutions Sales Specialists
Experience:
(Relevant experience the person must have)
- 6 - 10 years in the above mentioned capacity specifically as a solution architect or consultant with a large solutions integration provider
- Proven track record developing solutions around the following
- Virtualisation, storage, data center facilities, disaster recovery, backup and recovery, data center consolidation, migration and relocation, cloud, data center build and facilities, virtual desktops, business continuity and understanding application workloads
- Business acumen with an understanding of key business processes
- Strong background in the development of technology-based business solutions
- Effective communicator; verbal, written and presentation skills creativity, flexibility and openness to alternative technical and commercial approaches to pre-sales and consultative led work
Essential / Desirable:
Job-related Skills:
(Technical and professional skills that the person must have to be effective)
- Certifications on Server, Storage & Virtualization technologies
- Excellent interpersonal skills – ability to interface with Senior IT Management and technical engagement with clients
- Understanding of key infrastructure applications – Active Directory, Exchange, Sharepoint, Databases
- Experience in providing consulting and assessment services and proof of concepts in following:
- Server consolidation and virtualization using VMWare
- Design and Architecting of SAN solutions in storage, backup and replication in EMC or Network Appliance solutions
- Design and Architecting of Backup solutions (i.e Symantec, Avamar, Datadomain)
- Working knowledge of Operating Systems – Windows and various flavor of Unix – Solaris, AIX, HP Unix etc
- Experience in hands-on delivery of Data Centre solutions projects will be preferred
- ITIL foundation certification
- Understanding of Networking Concepts - LAN/WAN, VLANs, Routing, Networking is an added advantage
- Data Centre build and operations
- Data Centre facilties and components that make up a whole Data Center facility fit-out
- Datacenter Consolidation and Relocation, Migration
- Experience in creating project plans, recourse plan, estimation and project cost, (man-day efforts)
Management / Personal Skills:
(Non-technical and managerial skills that the person needs to have)
- Excellent communication and negotiation skills
- Conflict Management
- Leadership - Coaching and Mentoring
- Self-driven and team work
- Sense of responsibility and ownership
Educational Qualification:
(Basic educational background that the candidate should possess)
- Good tertiary education in engineering and computer related technologies.
- Advanced skills relating to Datacentre Solutions Architecting will be preferred.
Tests, Certification:
(Specific tests that must be applied to candidates; prior certification that they may need)
- Server Technologies
- Storage Technologies
- Virtualization Technologies
- Backup Technologies
- Data Center Facilities
- Disaster Recovery and Business Continuity
(Please provide certifications in the above mentioned areas)
(sample: VMware VCP, Cisco DCUCD, NetApp NCDA, CDCP)
Training, Support:
(Job-related training and support that you will provide the person in first 3 months)
- To be assessed during interview phase and formulate when required.
Personal Goals and Measurements of Success in Role:
- Service led engagements
- Identify and maximize business opportunities for all Dimension Data business units
- Professional Services
- Managed Services
- Training Services
- Development and closure of vendor solution offerings (EMC, NetApp,VMware, Cisco UCS)
- Development and closure of professional services engagements
- Positioning of Uptime services for aligned vendors (EMC, NetApp, Cisco)
Ram Krishn
8376914761
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