AI Solutions Consultant
Tokyo
At Dell Technologies, we create the extraordinary. Our AI Solutions Specialist team are the experts who sell AI innovation to the world. Responsible for AI business revenue growth, market-share gain, acceleration of Enterprise AI adoption & sales enablement, they get to know Dell Technology’s best of breed Infrastructure solutions (ISG portfolio), Services capabilities, AI/ML eco-system partnerships and GTM strategy to help drive large complex & transformational opportunities. Sales enablement is integral part of the role to train core sales & presales Dell & Channel Partner teams. Our core sales teams will rely on them for AI solutions advice during the sales process and advise customers on everything from AI solutions, services capabilities, manage eco-system partnerships, value proposition & TCO, through to commercials.
Role Description:
As an AI Solutions Consultant, you will proactively identify, qualify and work in partnership with core sales executives in a matrix environment to sell comprehensive Nvidia AI Enterprise Software & Eco-system partner solutions based on a thorough understanding of both short- and long-term customer requirements. This includes, but is not limited to:
- Discovery of customer requirements, in partnership with core sales
- Jointly develop new accounts and expand existing accounts
- Develop and implement AI solutions sales strategies in key accounts
- Maintain effective customer relationships with key decision makers & influencers
- Engage in customer presentations, focused seminars, solutions workshops & EBC
- Competitive differentiation of Dell, Nvidia & eco-system partner AI solutions
- NAIE Solution proposal development
- Support customer RFI/RFP response
- Sales support for customer product evaluations and Proof of Concept engagements
- Field sales enablement, evangelize use-cases & best practices sharing
- AI Sales Consultant is expected to drive results and achieve sales quota
- Hunt, develop, expand to full potential and close AI pursuits in Enterprise segments
- Assist sales team in active pursuits, establish credibility with customers as AI subject matter expert discussing AI Use Cases and aligning that to business outcomes
- Increase the buyer base to expand the market
- Sales enablement of Dell & Channel Partner sales teams and partner with Nvidia on joint demand generation sales activities
Role Requirements:
- 15+ years of related sales consulting specialty and pre-sales experience
- Experience in enabling core sales and other specialty presales teams
- Collaborate and work closely with Nvidia Solution Architects, Sales and Pre-sale engineering teams, eco-system partners given the cross-functional nature of the role
- 10-12 years of deep technical expertise across AI/ML, NAIE Software including understanding of hardware designs for Servers, Storage, Networking of HPC and AI systems. Specific vertical experiences will also be a plus
- Solution-selling skills with maniacal focus on business outcomes, solving customer problems, TCO and accounting techniques
- Relationship-minded and build trust with key influencers in LOB, experienced in selling outside traditional IT
- AI Use-case evangelist, develop POV on infrastructure with BU and Sales, bring credibility to Dell & Nvidia
- Strong Japanese language & English communication skills
- Minimum a bachelor’s Engineering degree in related field