Commercial Director - Telecom System Business

The telecommunications industry is going through a major transformation within its network driven by several technology shifts, including 5G, the virtualization of the network functions and advancements in OSS/BSS including utilization of AI/ML.  Dell Technologies is the leader in being the essential infrastructure company in the date center, the cloud, the core and the edge and is making significant investments to drive products and services into the telco network.  The Telecom Systems Business Unit is a rapidly growing global organization comprised of specialized experts dedicated to strategically and intimately partnering with Telco customer who are deeply engaged in a transformation within their network by delivering best-in-class technology and service solution based on offering from Dell Technologies.

It takes a team with a wide range of talents to create ground-breaking solutions to drive complex transformations within the Telco Network. The TSB Commercial Director within the Network POD pursuit team will bring the expertise to bring the process together. We support the opportunity lifecycle from development through to contracting, acting as the primary liaison between the customer and the financial support organizations. RPF tenders, customer business case analysis, total cost of ownership modelling – will all be driven by the Commercial Manager.
 

This critical role is responsible for growing and optimizing the Commercial Business Development function in support of rapid growth in the Dell Technologies (DT) Select Telco accounts.  The TSB Commercial Director focuses on the execution of complex deals from commercial strategy/approach through to contract negotiation and closure.  The primary focus of this position is to assist the DT Select account teams, led by the Client Executive (CE), in structuring the most commercially viable business proposals for Dell Technologies and our customers, while addressing the diverse needs of internal corporate customers, maximizing revenue, and helping increase the effectiveness of our sales motions.

The ideal candidate has an extensive background in strategic and complex deals, has relentless curiosity, possess a passion for innovative analysis, has a mix of strategic, analytical and communication skills, and has a get-it-done attitude.

Responsibilities:

• Partner with the various Dell Technologies companies, sales team and internal stakeholders to problem solve and structure strategic deals
• Actively participate in deal reviews with customers/prospects, sales teams, and management
• Cultivate internal relationships with all levels of the internal stakeholders/customers.
• Act as a liaison, working cross functionally across multiple groups, such as revenue, legal, sales ops, order management, to help facilitate deal execution
• Leads the construction of overall financial design and structure of the most complex services opportunities.
• Create joint business cases with the customer.
• Negotiating ongoing contracts with suppliers and customers.
• Reviewing contracts and making recommendations on commercial viability.
• Carrying out risk assessment when taking on new customer accounts.
• Interpreting market trends and adapting to industry changes.
• Routinely interfaces with senior-most internal and external Services, Finance, and customer executive contacts and influencers
• Typically tasked with multiple Services LOB engagement opportunities and will have significant expertise in one or more LOB area
• Maintains complete knowledge of breadth of services offerings.
• Subject matter expert in the proposal management elements of Services’ strategic “go-to-market” strategies that help drive significant sales growth.
• Expert level skill and presence in boardroom/executive level presentation and engagement.
• Key influencer of pricing methodology and provides leadership advice of industry trends or practice in deal construction.
• Leads largest scale cross-functional and predominantly global deal construction efforts.

Skills:

• Senior Executive level communication and collaboration skills Identifies gaps and has expert ability in addressing problems and developing action plans
• Develops and articulates business cases supporting courses of action
• Most confident in an ambiguous operating environment
• Expert-level business case modeling skills
• Deep understanding of Telco’s purchasing / contracting processes
• Able to work in a matrixed, rapidly changing environment

Requirements:

• 15 years of experience in working complex deals with a strong understanding of pricing models, finance and  revenue requirements, contracts, services and XaaS models.
• B.S. and/or MS in Business Administration;
• A thorough understanding of the sales and pursuit management process and the ability to navigate and progress long, complex sales cycles
• Strong business acumen with excellent communication skills – verbal and written
• Strong financial modeling skills, including as a service pricing models
• Deep understanding of contracting
• Strong entrepreneurial skills and a natural ability to spot opportunities for revenue generation.
• Adept at business partnering and working with cross functional teams, building meaningful business relationships along the way
• Self -motivated and able to work under pressure; dependable with deliverables and deadlines, able to multi-task
• Able to adapt to a constantly changing environment; flexibility to work extended hours during peak periods
• Ability to negotiate with customers on large complex deals.

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Dell Technologies helps organizations and individuals build a brighter digital tomorrow. Our company is made up of more than 150,000 people, located in over 180 locations around the world. We’re proud to be a diverse and inclusive team and have an endless passion for our mission to drive human progress.

What’s most important to us is that you are respected, feel like you can be yourself and have the opportunity to do the best work of your life -- while still having a life. We offer excellent benefits, bonus programs, flexible work arrangements, a variety of career development opportunities, employee resource groups, and much more.

We started with computers, but we didn’t stop there. We are helping customers move into the future with multi-cloud, AI and machine learning through the most innovative technology and services portfolio for the data era. Join us and become a part of what’s next in technology, starting today.

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