Dell SrCons,Sales Planning&Strategy in Glen Allen, Virginia

Job Description:

The Field Finance Advisor (FFA) role will support the Dell Execution Team (DET) at VMware, with an emphasis on promoting value-selling and business case/ROI based field sales motions. The role combines the competencies of sales strategy, financial consulting, and business case analysis, in an effort to assist VMware in driving revenue synergy with Dell EMC Transformational Focus Accounts (TFA) and Large Deal Pursuits.

Role Responsibilities

  • Work in partnership with VMware’s Dell Execution Team (DET), with primary sales support coverage in the AMER Enterprise segment.

  • Integrate VMware and Dell EMC business case/ROI/TCO analytics, in an effort to drive larger deals and greater field adoption of value-selling best-practices.

  • Work with DET sales leaders to establish a consistent and effective customer proposal framework—geared toward communicating the integrated value justification for a solution that resonates with financial/business decision makers.

  • Coordinate internal/external Dell EMC and VMware resources, to maximize efficiencies and scalability while simplifying a targeted field engagement model.

  • Interface with clients, field sales, and other cross-functional teams to provide customized financial analyses that align to the client’s business requirements and financial objectives.

  • Work in junction with Dell EMC Transformational Sales Leaders, to drive VMware’s participation in Transformational License Agreements (TLAs), Transformational Partnership Agreements (TPAs), and TFA joint sales strategy—using a hub and spoke approach with focus on the financial engineering/deal packaging aspect.

  • Participate in DET pipeline calls and TFA planning sessions, providing deal level support to help maximize client spend commitment and effective proposal alignment.

  • Provide financial sales guidance to the field to help drive early engagement of VMware and Dell EMC ROI/TCO support functions, as part of the strategic selling motion.

  • Reinforce DET solution selling best practices and customer success stories to the field, specifically as it relates to leveraging Dell Financial Services (DFS) for optimal deal construction and value-based proposal packaging.

  • Assist with quarterly financial services program reporting and deliverables for internal stakeholders at VMware.

EMC Values:

When you choose our company, you join a diverse world of innovative thought leaders. At our core is a commitment to workplace diversity, the sustainability of our planet, and community corporate involvement. We offer highly competitive salaries, bonus programs, world-class benefits, and unparalleled growth and development opportunities-all to create a compelling and rewarding work environment.

Dell is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex (including pregnancy), sexual orientation, gender identity and/or expression, national origin, protected veteran status, disability, genetics, or citizenship status (when otherwise legally authorized to work) and will not be discriminated against on the basis of such characteristics or any other status protected by the laws or regulations in the locations where we operate. Dell encourages applicants of all ages.

Critical Hiring Criteria:


  • Superior problem solving, financial acumen, and communication skills

  • Strong organizational skills and proven ability to work within a virtual team environment

  • 5+ years’ experience in Enterprise Sales, Sales Operations, Finance/Accounting or related Business field

  • Previous Tech Industry Finance and/or Sales experience preferred

  • Must be self-directed, innovative and have the ability to multi-task

  • Ability to model complex business scenarios and develop tools to support cash flow, ROI, IRR, NPV metrics

  • Business Case Analysis and/or ROI value selling experience a plus

  • Proficient using Microsoft Excel and

  • Undergraduate degree in Business, Finance, or Accounting

  • CPA, CFA and/or MBA a plus

  • Ability to travel up to 50%

Company Description

With more than 100,000 team members globally, we promote an environment that is rooted in the entrepreneurial spirit in which the company was founded. Dell’s team members are committed to serving our communities, regularly volunteering for over 1,500 non-profit organizations. The company has also received many accolades from employer of choice to energy conservation. Our team members follow an open approach to technology innovation and believe that technology is essential for human success.

Why work with us?

  • Life at Dell means collaborating with dedicated professionals with passion for technology.

  • When we see something that could be improved, we get to work inventing the solution.

  • Our people demonstrate our winning culture through positive and meaningful relationships.

  • We invest in our people and offer a series of programs that enables them to pursue a career that fulfills their potential.

  • Our team members’ health and wellness is our priority as well as rewarding them for their hard work.

Come join us. For more information, visit us on the web at

Functional Area(s):

Finance & Accounting, Product Management



Business Unit:



VA - Glen Allen, VA - Herndon, VA - McLean, VA - Reston, WI - Madison, WI - Pewaukee