IT Infrastructure Solution Manager - Dell
Salam Technology
مجموع سنوات الخبرة :9 years, 5 أشهر
Leading the Data Center Infrastructure Technical solution pre-sales and post-sales cycle, Implementations and configurations, consulting services.
Preparing Scope of Work (SOW) documents and Technical Proposals.
Delivering technical and sales presentations to customer business decision makers and technical staff with assistance and leadership from the Sales/Account Management team.
Setting the selling and positioning strategy for the IT Infrastructure and Data Center Product solutions along with the sales team and category Manager.
Work through the project delivery life cycle for completion of a project.
End to end solution deployment including the Design, Install and Implementation services.
Documenting detailed action plan for the various Data Center components such as Storage, Server, Network and Management.
Work on RFP/RFQs and submit tenders with the best solution proposals as per the customer requirements and expectations.
Maintain strong business relationship with the strategic partners and vendors.
Provide consultative advises and Technological updates to the customers.
Perform Proof of Concept (POC) Implementations to customer in order to showcase the business value and Total Cost Ownership (TCO) of the proposed solution for the business case.
• Product presentations and demonstrations
• Support with technical qualification of sales opportunities
• Provide answers to (technical) questions in a Request for Information(RFI) or a
Request for Proposal(RFP)
• Build custom demonstrations
• Deliver Proof of Concepts(POC)
• Support at external and internal customer facing events
• Prepare software order forms (providing feature codes and product information)
• Monitor accurate and correct delivery of solutions sold
• Be able to position and present the company product offerings
• Compare the company product offering at a technical level with competitive
products
• Build technical relationship with prospects or existing customers
• Liaise with local, EMEA and corporate support teams to ensure accurate and timely
resolution of technical issues that may arise during the pre-sales process
• Assists with the qualification of the opportunities and/or identification of target
accounts
• Assists with the creation of a sales cycle plan Assists customer, prospect and Sales
Representative to build a compelling and competitive business case and ROI (Return
of Investment)
• Manages hand-over to the Services Functions (Post-Sales Support and Professional
Services) for live project implementation
• Handling the Pre Sales & Identifying Customer Base to Develop.
• Increasing the customer base mainly focusing on MNC-Corporate & Govt
Sector.
• Providing the Gross pipeline on regular basis.
• Managing the Vendor regularly and following up on deals with account
managers.
• Taking Training on Solutions Based Projects, Creating new ideas to promote
Business.
• Develop and Manage Sales quotes and Objectives.
• Create and Update a pipeline driven forecast to ensure achievement of
revenue goals.
• Proactively adding new business opportunities and facilitate existing clients.
• Presentation and Negotiation conversations to clients.
• Identifying new business avenues and converting them into opportunities.
• Execute strategies and plans to strengthen relationship and to achieve
“Customer delight”
• Working closely with OEM’s and Distributors in the region.
• Managing bottom lines.
• Manage Mid-market and Enterprise accounts.
• Business development: establish and maintain strong client relationships
within managed and non-managed channel accounts to increase revenue and
customer base.
• Work closely with the vendor and internal company resources to prioritise
opportunities with Pre-sales, including demos, workshops, proof-of-concept,
pilots, and other activities.
• Work on budgets, timelines, business benefits and technical fits with key
decision makers.
• Attend Technology seminars.
• Promoting renewals, up-selling and new sales opportunities for existing and
competitive accounts and effectively forecasting sales figures.
• Developing and executing detailed sales/marketing plans.
• Track/monitor /support opportunities to closure.
• Following procedures to solve customer problems.
• Coordinated Technical team, Product Managers for smooth flow of process.
• Manage the entire product line life cycle from strategic planning to tactical
activities.
• Managed IT Services - Infrastructure consultation services
• Manage all aspects of the sales cycle from initial lead qualifications to the close
of the sale.
• Maximize revenue growth and exceeded corporate goals and objectives.
• Provided exceptional and highly professional service
• Plan, create and execute techniques to close sales for different type of
customers.
• Build strong relationship with new and existing customers.
• Ensured continuous client satisfaction and support.
Keep apprised of technical product knowledge, sales techniques and marketing
trends
• Worked and collaborated with partners and other consultants in the
architecture, design and implementation of Hardware and MS based solutions
• Delivered training and knowledge transfer sessions to the customers
• Devised and formulated technical proposals based on the customer’s
requirements and consequently mapped the right solution to the customer’s
needs
• Built trust based relationships with customers and thus influenced their
technical decisions and developed opportunities for adopting our products
• Transferred skills to customers and project team through effective
communication and service engagements
• Worked and collaborated with business development during project
envisioning to properly scoping technical components and solution
architecture. This includes write-ups, reviews of statement of works and
proposal support and review
• Driven, supervised and reviewed technology diagnosis and assessment
activities before the bidding and proposing process
• Identified opportunities for technology-related improvement based on
benchmark data and doing high-level cost benefit analysis
• Developed a high level design which supports a robust technology solution,
taking into account the user requirements, technical pre-requisites, etc.
• Driven technology architecture and infrastructure design activities
• Developed design and transition approaches
• Driven and supervised technology build, test and deployment activities
• Provided support activities such as troubleshooting, diagnosing, and
supporting project deployment team
• Documented POC, project designing, and project deployment for all
infrastructure projects
•Collaborate with sales teams to understand customer requirements, to promote the
sale of company products, and to provide sales support.
•Prepare and deliver presentations that explain products and services to customers.
•Secure and renew orders and arrange project delivery.
•Develop, present and respond to proposals for specific customer requirements
RFP, RFI and RFQ
•Research and identify potential customers for products and services.
•Develop communication and execute management plan and negotiate with project
stakeholders and suppliers to obtain resources and materials.
•Manage project execution to ensure adherence to budget, schedule, scope and
quality.
•Prepare project status reports by collecting, analyzing, and summarizing
information and trends.
•Assign duties, responsibilities, and spans of authority to project personnel and
vendors
•Initiate, review, or approve modifications to project plans and resolve problems.
•Monitor or track project milestones and deliverables.
• Build strong relationship with new and existing customers.
•Submit project deliverables, ensuring adherence to quality standards and finalize
project closure
•Maintain strong Vendor Relationship, Strong Analytical and Technical skills to
convince a Prospective buyer, level headed with Positive attitude.
•Solid knowledge and experience in Hardware, Network and Security infrastructure
and Pre-Sales consultancy along with strong customer facing and bid/project
management skills.
•Lead the strategy, development and proposal of Hardware solutions, core
networking and security solutions.
•Technical Presentations, white boards, workshops with customers to demonstrate
solution added value.
•Developing and sustaining effective relations with clients to ensure repeat / referral
services.
•Handling client interaction for requirement gathering, finalization of functional
specifications.
•Enabling client in creating RFPs by providing detailed specifications of the
products, Bill of material / Bill of Quantities, Solution architecture.
•Work closely with sales team and customers to determine the right technology
solution for their businesses and help drive the sale at all levels.
•Respond to customers RFP properly by preparing detailed technical and commercial
proposals on time that meets customer requirements.
•Develop network and security cost effective infrastructure solution using industry
best practices along with vendors’ protection that can aid to close the opportunity
with optimized benefits for all parties.
•Act as a subject matter expert in different areas of network, security and Data Center
infra systems during client presentations and discussions.