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Vaga de Pipeline req
Dell em São Paulo - SP

Descrição da Vaga

Pipeline req - Solutions Principal (Financial Industry focused)

Why Work at Dell?

Endless challenges and rewards. Opportunities on six continents. A team of colleagues fueled by collaboration. All this, and a company deeply committed to integrity and responsibility.

The Solutions Principal role will work with cross functional teams comprised of services sales, sales support, delivery, and strategically aligned business partners to:
* Generate Customer demand by articulating Dell EMC's unique perspective on Application & Big Data Transformation service and technology solutions while credentialing our delivery capabilities using value-based success stories to meet past customer needs
* Gather, document, and understand Customer specific scope requirements and expectations for value based outcomes
* Provide input and advise stakeholders during opportunity reviews for pursuit go/no-go decisions, as well as obtain Delivery Leadership approval for Delivery Subject Matter Expertise sales support to advance opportunities or scope solutions.
* Collaborate and lead cross functional teams comprised of services sales, sales support, delivery, and strategically aligned business partners with the development and documentation of innovative Proposals with quantifiable value-based business outcomes. Great proposals include:

oScope objectives we heard from the customer

oMajor work streams, activities, deliverables, and timeline to achieve those outcomes

oClearly defined roles and responsibilities between Dell EMC, Customer, and strategically aligned business partner roles

oRough order magnitude or Practice Leadership approved service fees and terms for Dell EMC or strategically aligned business partner's levels of effort and bottoms-up expense estimates

oCritical assumptions that need to be true to support the project timeline and proposed service fees
* Document Statements of Work consistent with the scope, work streams, activities, deliverables, assumptions, resource plan and level of effort, as well as terms and conditions approved during Solution and Deal Reviews
* Ensure compliance with Dell EMC pursuit management process and governance:

oSchedule Solution Reviews of Proposals and Statements of Work, invite key stakeholders, facilitate and drive final Delivery Leadership approvals

oParticipate and provide input during Deal Reviews for pricing

oFacilitate "Early Demand" or "Start at Risk" requests, drive Delivery Leadership approvals; and ensure Resource Management understands project staffing needs
* Support Sales with Customer scope and legal negotiations of Statements of Work
* Participate with the transition and knowledge transfer of Customer awarded Statements of Work to Delivery Teams; participate in kickoff meetings (if needed) to ensure alignment of Customer, Dell EMC Delivery, and strategically aligned business partners expectations
* To ensure accurate operations reporting when opportunities advance:

oUpdate Salesforce.com records with Dell EMC GTM conversations, service offer categories or Solution Principal assignments with contribution percent

oUpdate and publish SRTs with opportunity risk assessment and resource plan / level of effort details
* Manage and proactively communicate status of pursuits, expectations on what is needed and when a quality work product can be delivered to the Customer

Participate in primary and secondary Dell EMC Consulting Practice competency work groups to share competitive market intelligence, as well as develop personal skills with priority GTM solutions comprised of Consulting service offers and Dell Technologies.

Requirements:
* BA or BS degree in Business, Engineering, Computer Science or related field job experience. Advanced degree desirable (e.g. MBA, Statistics, Math, Risk Management etc). Strong previous job experience in a bank, insurance company or financial services provider.
* Consulting sales, sales support, and/or delivery experience, plus recent understanding of:

oFinancial services company's strengths, weaknesses, opportunities and threats. Expert in one or more FS fields (e.g products, functional areas, operations etc.)

oBig Data business concepts (data monetization, "right-time" analysis, predictive and prescriptive analytics, etc.), best practices familiarity (i.e. elastic architecture, single data lake repository, data governance strategy and stewardship, self-service analytics environment provisioning of tools and data, etc.) and high level knowledge of BD technologies (i.e. Hadoop, Spark, Tableau, Python, Pig, Hive, Splunk, Storm, GemFire, etc.)

oHigh level knowledge on Application development, migration, replatforming, or data archiving / retrieval with modern concepts (DevOps, Micro-Services, Agile, Continuous Delivery, etc.) and technologies (i.e. Pivotal Cloud Foundry, Jenkins, Chef / Puppet, InfoArchive, etc.) for private or public Cloud Native environments
* A high degree of learning agility; passionate about learning and mastering new concepts quickly and independently; great research skills
* Strong analytical and problem solving skills, and ability to tailor solutions to unique Customer requirements
* Persuasive sales oriented personality that can partner with and influence internal / external stakeholders to grow our services business and Customer consumption of the Dell Technologies portfolio
* Demonstrated ability to manage a dynamic workload of competing priorities and deliverables while proactively communicating expectations on what is needed and when a quality work product can be delivered; proactively asks for help when needed to meet deadlines
* Capable and comfortable with frequent travel throughout Latin America to support sales campaigns, transformation focused account workshops, executive briefings, and training
* Brings strong technical and business aptitude; as well as thought leadership:

oDeep expertise in working with financial services companies on their most critical business issues that can be addressed with analytics and technology in general

oGood understanding of Application & Big DataTransformation, Dell Technologies portfolio is a plus

oDifferentiate sales experience with Customers by assessing their internal, vertical and industry obstacles, and translating their requirements into a business outcome through effective value add story telling

oLead innovation with fresh ideas and concepts, staying abreast and/or ahead of market trends
* Possesses sales operations excellence skills:

oCapable of qualifying quickly that our capabilities can meet Customer needs

oProven success at capturing and documenting Customer needs into compelling proposals and clear SOWs for Customers and sub-contracts with Partners

oCross functional partnership with sales, sales support, delivery, and strategically aligned business partners
* Capable of being a trusted advisor with executive presence:

oPrevious experience presenting and delivering transformation change solutions to C-level executives; ability to pivot out of silo specific dialogue

Exceptional communication skills (i.e. interpersonal, written, verbal, active listening, effective questioning) that exhibit credibility and create confidence within internal and external stakeholders.

Requirements:
* BA or BS degree in Business, Engineering, Computer Science or related field job experience. Advanced degree desirable (e.g. MBA, Statistics, Math, Risk Management etc). Strong previous job experience in a bank, insurance company or financial services provider.
* Consulting sales, sales support, and/or delivery experience, plus recent understanding of:

oFinancial services company's strengths, weaknesses, opportunities and threats. Expert in one or more FS fields (e.g products, functional areas, operations etc.)

oBig Data business concepts (data monetization, "right-time" analysis, predictive and prescriptive analytics, etc.), best practices familiarity (i.e. elastic architecture, single data lake repository, data governance strategy and stewardship, self-service analytics environment provisioning of tools and data, etc.) and high level knowledge of BD technologies (i.e. Hadoop, Spark, Tableau, Python, Pig, Hive, Splunk, Storm, GemFire, etc.)

oHigh level knowledge on Application development, migration, replatforming, or data archiving / retrieval with modern concepts (DevOps, Micro-Services, Agile, Continuous Delivery, etc.) and technologies (i.e. Pivotal Cloud Foundry, Jenkins, Chef / Puppet, InfoArchive, etc.) for private or public Cloud Native environments
* A high degree of learning agility; passionate about learning and mastering new concepts quickly and independently; great research skills
* Strong analytical and problem solving skills, and ability to tailor solutions to unique Customer requirements
* Persuasive sales oriented personality that can partner with and influence internal / external stakeholders to grow our services business and Customer consumption of the Dell Technologies portfolio
* Demonstrated ability to manage a dynamic workload of competing priorities and deliverables while proactively communicating expectations on what is needed and when a quality work product can be delivered; proactively asks for help when needed to meet deadlines
* Capable and comfortable with frequent travel throughout Latin America to support sales campaigns, transformation focused account workshops, executive briefings, and training
* Brings strong technical and business aptitude; as well as thought leadership:

oDeep expertise in working with financial services companies on their most critical business issues that can be addressed with analytics and technology in general

oGood understanding of Application & Big DataTransformation, Dell Technologies portfolio is a plus

oDifferentiate sales experience with Customers by assessing their internal, vertical and industry obstacles, and translating their requirements into a business outcome through effective value add story telling

oLead innovation with fresh ideas and concepts, staying abreast and/or ahead of market trends
* Possesses sales operations excellence skills:

oCapable of qualifying quickly that our capabilities can meet Customer needs

oProven success at capturing and documenting Customer needs into compelling proposals and clear SOWs for Customers and sub-contracts with Partners

oCross functional partnership with sales, sales support, delivery, and strategically aligned business partners
* Capable of being a trusted advisor with executive presence:

oPrevious experience presenting and delivering transformation change solutions to C-level executives; ability to pivot out of silo specific dialogue

Exceptional communication skills (i.e. interpersonal, written, verbal, active listening, effective questioning) that exhibit credibility and create confidence within internal and external stakeholders.

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Satisfação geral dos funcionários

4.12
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    3.91
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    4.29
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    3.74

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