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المسبق للخدمات أنشطة دخول السوق وتوليد الطلب، والتي تشمل إعداد عروض تقديمية للعملاء، وإقامة ورش عمل، وتقديم استجابات من قبل خدمات مهنية لطلبات العروض (RFP)، واستجابات تجارية تتضمن بيانات العمل (SOW)، ومراجعة تقدير الجهد ونقل العمل إلى فريق التنفيذ عبر إدارة الممارسة المناسبة.\r\nالمتطلبات\r\nسيكون عليك:\r\n دعم الحسابات عالية التعقيد، وقيادة العروض التقديمية وورش العمل أمام القيادات العليا من خلال شرح رحلة التحول الرقمي من حيث القيمة التجارية والمصطلحات التقنية، مع تركيز خاص على الحلول متعددة السحابة (MultiCloud) ومركز البيانات والأتمتة/التكامل.\r\n أن تكون جزءًا من فريق مستشاري البيع المسبق للخدمات في منطقة CEE META (أوروبا الوسطى والشرقية، والشرق الأوسط، وأفريقيا)، والعمل بشكل أساسي على الفرص في غرب وسط أفريقيا وكذلك في أنحاء أوسع من القارة الأفريقية. بالإضافة إلى الفرص المعينة لك مباشرةً، ستقوم بدعم مستشاري البيع المسبق الإقليميين بخبرتك المتخصصة.\r\n إدارة تطوير الحلول (أحيانًا باستخدام الخبرات من تخصصات أخرى)، بما في ذلك تصميم الحلول، وثائق النطاق، وملف المخاطر، والجوانب المالية؛ وتنسيق فريق الخبراء المتخصصين ومهندسي الحلول في تعريف الحل وتقديرات جهد الخدمات.\r\n إعداد المستندات المطلوبة، والاستجابات لطلبات العروض (RFP)، وبيانات العمل (SOW) بناءً على عروض خدمات Dell وفقًا لمتطلبات الحل. التصرف بصفتك المالك الحلّي للخدمات في مرحلة البيع المسبق والمساهمة في استراتيجية متابعة المبيعات. التأكد من تطبيق حوكمة الصفقات الداخلية للخدمات على جميع المقترحات والاستجابات (طلبات العروض وبيانات العمل)، ودعم التفاوض على الصفقة وإغلاقها، بما في ذلك دعم انتقال الخدمة إلى جهة التنفيذ.\r\n المساهمة في نتائج الأعمال من خلال جودة الحلول والنصائح والقرارات. أن تكون خبيرًا وداعية للعلامة التجارية لخدمات Dell: تمثيل DTS داخل منظمة Dell للتكنولوجيا من خلال العروض التقديمية الداخلية، والبرامج، والتدريب.\r\n يشترط امتلاك معرفة وخبرة في مجالات البيانات / الذكاء الاصطناعي / DWH.\r\n الموقع في وارسو مع سفر متقطع إلى باقي دول أوروبا الوسطى والشرقية.\r\n \r\n\r\nالمتطلبات الأساسية:\r\n خبرة متقدمة في مجال التحول الرقمي، بما في ذلك حلول السحابة المتعددة، ومركز البيانات، والافتراضية، والأتمتة، والبنية التحتية كشيفرة (Infrastructure-as-Code)، وتحويل التطبيقات، وتحليلات البيانات، والذكاء الاصطناعي، ودمج كل هذه العناصر ضمن بيئات تكنولوجيا المعلومات الحالية. إجادة عدة مجالات وتقنيات خدمية.\r\n خبرة سابقة في تولي دور قيادي للحلول، أو مستشار للبيع المسبق، أو مهندس حلول، مع مهارات وخبرات مثبتة في بناء حلول الخدمات (تحديد نطاق الخدمات، وتجميع تقديرات الجهد، وتخطيط البرامج وحزم العمل).\r\n فهم شامل لهوامش الربح والخسارة (P&L) وتطور التدفق النقدي (بما في ذلك الأثر التجاري)، وتحليل المخاطر والنماذج التجارية مثل السعر الثابت (Fixed Price)، والوقت والمواد (T&M)، ودمج عقود الأطراف الثالثة.\r\n خبرة مثبتة في الأدوار التي تواجه العملاء، والتأثير الفعّال على جميع المستويات (بما في ذلك مستوى المدراء التنفيذيين CxO)، مع القدرة على صياغة وتعديل والتفاوض حول عقود الخدمات (مثل بيانات العمل) سواءً مع العملاء أو الشركاء.\r\n مهارات استشارية استثنائية، تشمل الأساليب والأدوات والتقنيات القابلة للتطبيق في سياق التحول الرقمي؛ ومهارات تواصل احترافية باللغة الإنجليزية؛ والقدرة على العمل عبر منطقة أوروبا والشرق الأوسط وأفريقيا في بيئة دولية.\r\n \r\nالمتطلبات المرغوبة\r\n معرفة عملية بمجموعة منتجات Dell وVMware. فهم حلول الأمن السيبراني والذكاء الاصطناعي والحلول السحابية ذات القياس الفائق (Cloud Hyperscale).\r\n \r\n","price":"الراتب عند المقابلة","unit":"per year","currency":null,"company":"Workable","language":"ar","online":1,"infoType":2,"biz":"jobs","postDate":"1758266296000","seoName":"senior-services-presales-consultant-ai-data","supplement":null,"author":null,"originalPrice":null,"soldCnt":null,"topSeller":null,"source":2,"cardType":null,"action":"https://ae.ok.com/ar/city/cate-sales-pre-post/senior-services-presales-consultant-ai-data-6336011303142511/","localIds":"70843","cateId":null,"tid":null,"logParams":{"tid":"ac0c3ec0-4503-4256-a301-dff32291e99d","sid":"5382d31e-9fc0-4a82-94ed-cc9a8ddec53a"},"attrParams":{"summary":null,"highLight":["دور مستشار أول للبيع المسبق","قيادة عروض العملاء واستجابات طلبات العروض (RFP)","التركيز على حلول MultiCloud والذكاء 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مع العملاء في الإمارات، وجاهز لدفع عجلة حلول الأمن التقني عالية القيمة عبر المنطقة. إذا كانت لديك شغف بالبيع الاستشاري والطموح للانضمام إلى محفظة أمن سيبراني سريعة النمو، فإننا نرغب في الاستماع إليك.\r\n\r\nالمسؤوليات:\r\n إجراء بحوث السوق لتحديد فرص البيع وتقييم احتياجات العملاء.\r\n تخطيط وتطوير ومراقبة برامج المبيعات والخدمات.\r\n مراجعة السجلات التشغيلية والتقارير للتنبؤ بالمبيعات وتحديد الربحية.\r\n مراقبة تفضيلات العملاء لتحديد تركيز جهود البيع.\r\n تمثيل الشركة في اجتماعات الجمعيات التجارية للترويج للمنتجات.\r\n حل شكاوى العملاء المتعلقة بالمبيعات والخدمة.\r\n البحث الفعّال عن فرص مبيعات جديدة من خلال الاتصال العشوائي، وبناء الشبكات، واستخدام وسائل التواصل الاجتماعي.\r\n تنظيم اجتماعات مع العملاء المحتملين والاستماع إلى متطلباتهم ومخاوفهم.\r\n رسم خرائط لمشاكل العملاء واحتياجاتهم مع مزوّدنا الاستراتيجي وتنظيم الجلسات التقنية.\r\n إعداد وتقديم عروض مناسبة للمنتجات والخدمات.\r\n إنشاء مراجعات وتقارير دورية تحتوي على بيانات مبيعات ومالية.\r\n التفاوض وإغلاق الصفقات ومعالجة الشكاوى أو الاعتراضات.\r\n يجب أن يكون قادرًا على السفر إلى المقر الرئيسي في دبي مرة واحدة شهريًا للتعاون مع أعضاء الفريق لتحقيق نتائج أفضل.\r\n جمع التعليقات من العملاء أو العملاء المتوقعين ومشاركتها مع الفرق الداخلية.\r\n مراقبة اتجاهات السوق وتقديم ملاحظات منتظمة حول المنافسين.\r\n المتطلبات\r\n خبرة مثبتة لا تقل عن 8 سنوات في مبيعات الأمن السيبراني في المملكة العربية السعودية أو الإمارات العربية المتحدة.\r\n يجب أن يكون لديه علاقات قوية (8-10) مع العملاء المحتملين في مجال الأمن السيبراني.\r\n معرفة ممتازة بحزمة Microsoft Office.\r\n الخبرة العملية مع برامج إدارة علاقات العملاء (CRM) مثل Salesforce وZoho تعتبر ميزة إضافية.\r\n فهم شامل لتقنيات المبيعات وإدارة العلاقات والتفاوض.\r\n القدرة على التعلم السريع والشغف بالمبيعات.\r\n دوافع ذاتية ونهج يركز على النتائج.\r\n كفاءة في تقديم عروض جذابة.\r\n يجب أن يكون حاصلاً على رخصة قيادة إماراتية سارية المفعول.\r\n يجب أن يكون حاصلاً على شهادة جامعية / ماجستير.\r\n إتقان اللغة العربية والإنجليزية.\r\n المزايا\r\nالراتب يتراوح بين 15000 و25000 درهم 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