DTS Commercial Director – DELL – London


DTS Commercial Director
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 influencer

Typically tasked with multiple Services LOB engagement opportunities and will have significant expertise in one or more LOB are

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.


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
50% travel


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 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.

Job Family: Professional-Services Services Job ID: R79622