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- Tasks: Lead technical presales engagements and develop service proposals for enterprise customers.
- Company: Dell Technologies transforms how individuals and organisations work, live, and play with cutting-edge tech.
- Benefits: Enjoy a collaborative culture, career growth opportunities, and the chance to work with advanced technologies.
- Why this job: Join a dynamic team driving innovation in AI and Data Services while making a real impact.
- Qualifications: Bachelor's degree in relevant fields and extensive experience in AI/ML solutions and presales roles required.
- Other info: Opportunity to travel regionally and work with top minds in the industry.
The predicted salary is between 72000 - 108000 £ per year.
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.
- 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.
- 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.
- 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%.
- 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.
Dell Technologies 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.
Services AI Data Solution Principal (Services Technical PreSales), based London employer: Dell
Contact Detail:
Dell Recruiting Team
StudySmarter Expert Advice 🤫
We think this is how you could land Services AI Data Solution Principal (Services Technical PreSales), based London
✨Tip Number 1
Network with professionals in the AI and Data Solutions field. Attend industry events, webinars, or local meetups to connect with individuals who work at Dell or similar companies. This can provide you with insider knowledge about the role and potentially lead to referrals.
✨Tip Number 2
Familiarise yourself with Dell's product portfolio, especially their AI and Data services. Understanding their offerings will allow you to speak confidently about how you can contribute to their goals during interviews and discussions.
✨Tip Number 3
Prepare for consultative workshops by practising your ability to identify customer challenges and articulate solutions. Role-play scenarios with a friend or mentor to enhance your communication skills and ensure you can effectively convey value propositions.
✨Tip Number 4
Stay updated on the latest trends in AI and Data Management technologies. Subscribe to relevant publications or follow thought leaders in the industry to ensure you can discuss current developments and innovations during your interactions with potential employers.
We think you need these skills to ace Services AI Data Solution Principal (Services Technical PreSales), based London
Some tips for your application 🫡
Tailor Your CV: Make sure your CV highlights relevant experience in AI, data engineering, and presales. Use keywords from the job description to demonstrate that you meet the qualifications and can fulfil the responsibilities outlined.
Craft a Compelling Cover Letter: In your cover letter, explain why you're passionate about AI and data solutions. Share specific examples of how you've successfully led technical presales engagements or developed proposals that resulted in successful outcomes.
Showcase Your Technical Expertise: Detail your experience with AI/ML frameworks and data management tools in your application. Highlight any projects where you architected end-to-end solutions or collaborated with cross-functional teams to drive innovation.
Prepare for Interviews: Anticipate questions related to consultative selling and technical solution leadership. Be ready to discuss your approach to managing customer expectations and how you've structured deals to meet client needs in previous roles.
How to prepare for a job interview at Dell
✨Showcase Your Technical Expertise
Make sure to highlight your experience with AI and data management during the interview. Be prepared to discuss specific projects where you've designed and delivered AI/ML solutions, as well as your familiarity with relevant frameworks and tools.
✨Demonstrate Consultative Selling Skills
Since this role involves consultative workshops, practice articulating how you would approach understanding customer challenges. Prepare examples of how you've successfully translated business requirements into actionable proposals in the past.
✨Prepare for Executive-Level Communication
You'll need to communicate effectively with both technical and executive audiences. Practice delivering concise and compelling presentations that clearly convey the value proposition of your solutions, ensuring you can engage stakeholders at all levels.
✨Familiarise Yourself with Dell's Ecosystem
Research Dell Technologies' product portfolio and services. Understanding their offerings, such as the Dell NVIDIA AI Factory and PowerScale, will help you align your expertise with their needs and demonstrate your commitment to the role.
