Services AI Data Solution Principal

The Services AI Data Solutions Principal is a customer-facing, technical presales leader responsible for driving Dell Technologies' AI and Data Services revenue across a wide portfolio of enterprise customers and industries. This role requires strong technical expertise in AI and associated Data engineering and Data management disciplines, strong consultative selling skills, executive-level communications, and business development acumen. The candidate will jointly lead and influence customers from initial opportunity discovery through proposal development and deal closure while collaborating closely with Dell sales, delivery, product, and partner teams. This role carries sales pipeline joint-ownership within an aligned pod of professionals, quota-bearing objectives, and requires the ability to manage multiple active pursuits simultaneously across a diverse customer set.

Key Responsibilities:

• Lead technical presales engagements across multiple concurrent customer opportunities.
• Lead the development of services proposals in collaboration with other Dell teams and customer stakeholders.
• Facilitate consultative workshops with customers to understand key customer challenges and position Dell Technologies services value.
• Translate business requirements into actionable proposals with outcomes aligned to measurable business outcomes.
• Confidently communicate vision and value proposition to technical and executive audiences.
• Serve as the accountable technical SME driving deal progression, revenue attainment, and closure.
• Partner with Sales Executives, Business Development Managers, Account Managers, and Service Delivery teams to jointly develop, qualify, and advance pipeline opportunities.
• Support sales forecasting, reporting, pipeline management, and quota achievement.
• Structure deals to meet customer needs while aligning Dell's services portfolio, delivery capabilities, and financial objectives.
• Drive innovation, efficiency, process/IP improvement opportunities, coach and enable Dell sales and presales teams on AI/Data solution positioning, capabilities, and value articulation.
• Build and maintain a strong personal network across Dell's global sales, product, engineering, and partner ecosystem to effectively orchestrate deal success.

Customer Engagement & Executive Communication:

• Lead consultative discovery workshops with business and technical executives to identify AI/Data/GenAI solution opportunities and strategies.
• Work with other technical PreSales teams to translate business objectives into actionable technical architectures and service proposals.
• Develop and deliver compelling customer presentations, demos, proposals, and design sessions to both executive and technical audiences.
• Manage customer expectations across complex solution lifecycles with strong delegation, accountability, and stakeholder management skills.

Technical Solution Leadership:

• Architect Services end-to-end data and AI solutions across data pipelines, data lakes, data governance, AI model pipelines, and enterprise AI platforms.
• Apply knowledge of GenAI-specific data ingestion, vector store integration, RAG pipelines, agentic frameworks, and multi-modal data management.
• Collaborate on AI platform designs leveraging Dell's product and partner ecosystem e.g. NVAIE, Run.ai, H2O.ai, ClearML, OpenShift, etc.
• Provide expert guidance on modern data stack components: data quality, metadata management, observability, data products, feature stores, with governance and Dell's maturity model frameworks.
• Stay current on emerging AI and associated Data Management technologies.
• Actively contribute field feedback to Dell's product management and service development teams to shape evolving offerings.

Required Qualifications:

• Bachelor's degree in Computer Science Analytics, Information Systems, Engineering, or equivalent experience.
• Typically 15+ years of enterprise consulting, presales, or technical solution development experience.
• Typically 5+ years of experience designing and delivering AI/ML solutions with extensive emphasis on data integration, data pipelines, and data platform architectures.
• Typically 4+ years in a quota-carrying technical presales, client partner, or solution principal role.
• Experience supporting sales forecasting, pipeline management, deal structuring, and sales coaching.
• Familiarity with AI/ML and Data Management frameworks and tools (TensorFlow, PyTorch, Keras, Spark, Databricks etc.).
• Experience in on-premise data center infrastructures relevant to AI/ML, Data and Data Management.
• Strong cross-functional leadership and internal stakeholder management skills.
• Exceptional presentation, proposal development, and executive storytelling capabilities.
• Ability to travel regionally up to 50%.

Desirable Requirements:

• Master's degree or equivalent advanced technical/business training.
• Experience implementing AI governance, model management, and AI risk frameworks in a consultative setting and related process framework.
• Familiarity with Dell product portfolio, including Dell NVIDIA AI Factory, PowerScale, ObjectScale, Dell Data Lakehouse.
• Familiarity with Dell services sales methodologies and governance models.
• Experience working with large enterprise, healthcare, manufacturing, energy, federal, or regulated industries.
• Understanding of security, DevSecOps, and hybrid/multi-cloud architectures.
• Negotiation, facilitation, and conflict resolution skills.

We believe that each of us has the power to make an impact. That's why we put our team members at the center of everything we do. If you're looking for an opportunity to grow your career with some of the best minds and most advanced tech in the industry, we're looking for you. Dell Technologies is a unique family of businesses that helps individuals and organizations transform how they work, live and play. Join us to build a future that works for everyone because Progress Takes All of Us.