APJC Server Specialty Presales

Description

The APJC Server Specialty Presales professional is a customer-facing technical specialist responsible for shaping, positioning and winning Dell PowerEdge server solutions across APJC. The role partners with account teams, solution architects, services, partners and other specialists to understand customer business and workload requirements, translate them into credible server configurations or reference architectures, and guide customers toward secure, supportable and operationally efficient outcomes.

This role requires strong technical depth across Dell PowerEdge rack, tower, modular and edge servers; Intel Xeon and AMD EPYC architectures; server management and automation; operating systems; firmware and lifecycle management; and enterprise workloads. The successful candidate will lead discovery and solutioning for server opportunities, own the technical quality of proposed designs, and bring in the right specialist at the right stage of the pursuit.

Key Responsibilities

• Lead discovery-led technical conversations with customers and partners to understand workload, performance, availability, security, compliance, deployment and operational requirements.

• Translate business and workload requirements into Dell PowerEdge server configurations, solution architectures and validated reference designs.

• Provide technical leadership across rack, tower, modular and edge server opportunities using Intel Xeon and AMD EPYC-based platforms.

• Size and validate server solutions across CPU, memory, storage, networking, PCIe, accelerators, power, cooling, space and expansion constraints.

• Apply workload knowledge across virtualization, databases, analytics, file and application servers, enterprise applications and infrastructure services.

• Develop and validate bills of materials, configuration recommendations, sizing assumptions, technical compliance matrices and solution documentation.

• Position Dell server differentiators, including manageability, lifecycle efficiency, operational simplicity, availability, security and total cost of ownership.

• Support competitive positioning by articulating technical advantages, trade-offs, risks and customer value in clear business and technical language.

• Lead or support technical workshops, whiteboarding sessions, demonstrations, proof-of-concept activities, RFP/RFI/RFQ responses and executive briefings as appropriate.

• Design and explain availability architectures, clustering, redundancy, data protection and disaster recovery considerations.

• Document assumptions, dependencies, risks, exclusions, implementation considerations and customer responsibilities for each proposed solution.

• Engage the appropriate storage, networking, data protection, virtualization, cloud, services or industry specialist when the opportunity requires broader solution expertise.

• Build trusted-advisor relationships with customer infrastructure, architecture, operations, security and procurement stakeholders.

• Maintain current knowledge of PowerEdge platforms, competitive server offerings, workload trends, operating systems, virtualization technologies and data-center practices.

• Provide field feedback to product, engineering, marketing and enablement teams to improve server positioning, solution quality and repeatability.

Server Management and Operations Expertise

• Demonstrate working knowledge of OpenManage Enterprise (OME), Integrated Dell Remote Access Controller (iDRAC), Lifecycle Controller (LC) and Chassis Management Controller (CMC).

• Apply Dell Repository Manager (DRM) and OpenManage Integration for VMware vCenter (OMEVV) concepts in lifecycle and virtualization-management discussions.

• Understand ServiceNow integrations, IT service-management workflows and the role of SupportAssist and Secure Connect Gateway (SCG) in remote monitoring and support.

• Explain fleet inventory, compliance, health monitoring, alerting, firmware baselining and policy-based administration.

• Apply automation concepts using Redfish, Ansible, Python and REST APIs to improve provisioning, configuration, monitoring and lifecycle operations.

Firmware, BIOS and Driver Lifecycle Expertise

• Explain firmware, BIOS, driver and systems-management update concepts across the server lifecycle.

• Develop dependency-aware update plans and baselines that consider platform, operating-system, driver, firmware and application relationships.

• Discuss Secure Boot, configuration controls, change management, maintenance windows, validation and rollback considerations.

• Identify lifecycle risks and dependencies early, and communicate practical mitigation and validation steps to customers and internal stakeholders.

Operating-System and Virtualization Expertise

• Demonstrate working knowledge of Microsoft Windows Server, Red Hat Enterprise Linux, Ubuntu and VMware vSphere.

• Understand operating-system support matrices, driver and firmware dependencies, validated configurations and compatibility considerations.

• Explain how operating-system and virtualization choices affect sizing, availability, performance, management, security and lifecycle operations.

Required Qualifications

• 5+ years of experience in presales, systems engineering, solutions architecture, infrastructure consulting or technical sales.

• Strong enterprise-server knowledge, including compute architecture, memory, storage, networking, PCIe, accelerators, power and cooling considerations.

• Experience translating customer requirements into server configurations, bills of materials, reference architectures or validated designs.

• Working knowledge of virtualization, databases, analytics, file and application servers, enterprise applications and infrastructure services.

• Practical understanding of server management, firmware lifecycle, operating systems and data-center operations.

• Ability to lead technical discovery and communicate complex technical concepts to infrastructure, architecture, operations, security and executive audiences.

• Demonstrated ability to assess fit, interoperability, availability, manageability, risk and operational impact.

• Strong written communication skills, with the ability to produce clear technical proposals, assumptions, dependencies, risks and customer responsibilities.

• Ability to work independently in a matrixed, multinational environment and collaborate effectively across APJC.

• Bachelor’s degree in computer science, information technology, engineering or a related discipline, or equivalent practical experience.

Preferred Qualifications

• Dell Technologies, VMware, Microsoft, Red Hat or other relevant infrastructure certification.

• Experience with OpenManage Enterprise, iDRAC, OMEVV, Redfish, Ansible, Python, REST APIs or ITSM integrations.

• Experience with ServiceNow workflows, fleet operations, compliance management, firmware baselining or remote-support technologies.

• Experience supporting multi-country customers, partners or large enterprise accounts across APJC.

• Familiarity with competitive server platforms and the ability to develop differentiated technical positioning.

• Professional working proficiency in English; additional local-language capability for the assigned market is advantageous.

Core Competencies

• Technical depth with customer-facing credibility

• Discovery-led qualification and consultative solutioning

• Server architecture, sizing and configuration discipline

• Workload-to-infrastructure translation

• Lifecycle, manageability and automation mindset

• Clear communication of trade-offs, assumptions and risk

• Competitive positioning and technical-win execution

• Cross-functional collaboration and specialist orchestration

• Customer advocacy and trusted-advisor behavior

• Ownership, accountability and bias for action