Solutions Principal

Role Overview

Solutions Principal at Partner One Capital. This role provides technical leadership and guidance to customers and internal teams in the analysis, design, and development of solutions.

Company Overview

NetWitness empowers organizations to detect, respond to, and neutralize cyber threats in real time. Cutting-edge security solutions provide deep visibility, advanced threat intelligence, and rapid incident response capabilities to help businesses stay ahead of evolving cyber threats.

Role Purpose

Support field sales teams with pre-sales technical expertise, ensuring the technical validity and interoperability of solutions aligned with customers' strategic business plans.

Key Responsibilities

Strategy & Solution Design

• Define and present comprehensive Dell solutions to customers, showcasing products and services.
• Conduct customer needs analysis and prepare detailed product specifications to support high-end product and solution sales.
• Analyze and apply industry and market knowledge to articulate the value of solutions, including competitor strengths and vulnerabilities.
• Present proposed solution designs and business cases to customers, prospects, and senior management.

Sales Support & Demand Creation

• Assist sales staff in identifying potential applications to meet customer needs.
• Assist sellers in creating demand for products, leveraging a high degree of technical competency to engage with technical users and buyers.
• Qualify complex sales opportunities, considering customer technical requirements, competition, decision-making processes, and funding.

Customer Engagement & Relationship Management

• Deliver high-impact presentations at client sites and support complex accounts.
• Build and manage relationships with technical teams and IT leaders.
• Assess and validate approaches to selling enterprise and client products and services.

Technical Implementation & Operations

• Scope projects and coordinate internal specialists and cross-department activities.
• Ensure operability of complex product and service configurations within customer environments.
• Collaborate with other sales engineers, leaders, and cross-functional technical groups to maintain consistency in approach and application across accounts.

Partner & Channel Enablement

• Understand and communicate the role of third-party partners and channels in delivering solutions.

Qualifications & Experience

• 5 or more years of related experience in a relationship-selling role.
• Bachelor's degree.
• Broad knowledge across multiple or related industries with strong business acumen.

Skills & Competencies

• Strong understanding of how client products and services integrate with enterprise solutions.
• Ability to leverage internal teams to support selling and customer care processes in enterprise and client environments.
• Strong technical competency to engage with technical users and buyers.
• Stay current with industry trends, customer impacts, and implications for solutions.

Additional Information

• Travel is required when needed.