TSB Telecom Transformation Director - Americas
Dell TechnologiesFull time Full day
The telecommunications industry is going through a major transformation 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 (TSB) is a new business unit within Dell Technologies driving and executing the telecom strategy. The Market Development organization within the TSB is a rapidly growing global organization comprised of specialized experts dedicated to strategically and intimately partnering with Telecom customers who are deeply engaged in a transformation within their network by delivering best-in-class technology and service solutions based on offerings from Dell Technologies.
TSB Telecom Transformation Director
As a leader of the Network POD Transformation Team, the Telecom Transformation Director oversees the team of Telecom Consultants, Business Development Leads, Program Directors, Delivery Principles and Commercial Directors and implements the necessary leadership, structure and management to drive success in the priority telecom accounts. The Telecom Transformation Director will also coordinate with the other roles that complete the Network Pod team including the Network Architect and the Global Services Lead.
As the organization is new, there is a unique opportunity for the Telecom Director to further refine the strategy, interlock and engagement in the construct of the overall GTM strategy. The team of Network POD Teams are senior thought leaders that drive complex, transformational solution opportunities with our largest, most strategic telco customers. They are responsible for collaborating with sales teams and customer executives to help lead, win and deliver transformative customer network transformations via Dell Technologies solutions. They will be responsible for driving Dell Technologies point of view, understanding the customer’s current maturity in their transformation, and developing a multi-year plan to help the telco transform, utilizing people, process and technology.
As the solution opportunity is explored within the telco’s CTO and Network organizations, the Telecom Network POD will develop an agenda, define a sales campaign roadmap, and decide which technology and services pursuits are needed to achieve the client’s objectives
The Telecom Transformation Director is the central point of contact for all Telecom consultants and reports directly to the Global Head of Market Development. This role will play a critical part of ensuring that the organization is viewed as a “trusted advisor” to client CTO, Network SVP and Line of Business Unit leaders before, during and after major transformational investments including successful design win pursuits, through the POCs and success implementations.
The Telecom Transformation Director will work collaboratively with DTS Telco Theater Lead, account teams and leaders assigned to Telecom accounts, specifically with the regional leaders of the Client Executives (CEs), the overall leads in the account. The Telecom Transformation Director will be responsible for cross functional collaboration of multiple functional groups including product, engineering, specialty sales organizations, the GTO and other functional organizations critical to the long term success of the customer.
Lead a high performing team of industry experts and establish this team as the industry’s best authority of network transformations
Work collaboratively to support the DTS Regional Sales Director and their goals
Ensure the team is set up to successfully establish Dell Technologies credibility in telcos as a leader in telecom transformations including not only the data center, but also within the network core, edge and RAN
Develop process and approach to capture, understand and analyze specific telcos network transformation approach and translate them into a Dell Technologies vision and solutions
Build strong relationships and develop credibility with executives within telcos
Manage a team driving complex consultative sales engagements with potential multiple pursuits managed over multiple months/years
Identify capability gaps in delivering on network transformations, and identify and engage partners to complete solution
Act as the subject matter expert and consultant for Network Transformations, both externally and internally with the core sales team and delivery team
Forecast and maintain internal sales systems as the opportunity owner and ensuring communication on pipeline status of all revenue streams to line management
Leverage existing relationships with CTO, COO, Network Operations SVP and Line of Business heads within a targeted set of Global / large national accounts to develop deep and trusted advisory relationships
Qualify and prioritize the Network Transformation opportunities in a target set of accounts
Collaborate with sales and partner alliance teams to develop competitive account positioning, client messaging, and sales plays that effectively promotes the advantages of Federation products and services and wins prospective client business
Provide feedback to strategically aligned businesses on competitive activities in the field and develop integrated transformational offerings that meet the needs of priority customers
Orchestrate and collaborate with internal resources and core sales team to drive sales cycles
EXPERIENCE / QUALIFICATIONS
With a solutions sales senior management background or senior level consulting management background in Telco network technologies, we seek a proven, hands-on leader with a history of collaborating with global customer executives specific to complex, transformational Telco investments.
Additionally, we require:
15+ years in Network sales, business development or management consulting, including 5+ years in a leadership role
Experience directly leading teams through multi-year customer transformations sized at a minimum of $25M per transaction, starting during the pre-sales cycle thru to customer service hand off.
Prior work on topics outside of Telco infrastructure, including network design, change management, and process redesign.
Experience in orchestrating technical and sales resources to drive large customer projects in your key accounts.
Experience establishing a new organizations and developing into an industry leading organization
Strong interpersonal, written and verbal skills which allow you to influence and interact with confidence and credibility at all levels within Dell Technologies, customers, partners and vendors.
Experience working in matrixed, complex, fast-moving and constantly changing environments within an extremely competitive market.
Practical understanding of Telco networks across the data center (OSS/BSS), network core, edge and into the RAN as well as virtualization, big-data, security, data storage, private cloud and hyper-converged solutions, as well as the solution’s value when mapped to an account’s business needs.
Ability for global level.
Bachelor’s degree in a business or technical discipline; a MBA is greatly respected.
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Job ID: R122413
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