MAINPAGE / SASCHA MEIER
Hi Sascha Meier, EMEA Head of Presales Architects at Dell Technologies. Anyone who has been in the IT industry for a while has met some pretty amazing presales architects. What is it you all do that make you so awesome?
– The art of presales is really about combining the roles of ‘engineer’ and ‘curious communicator’ who asks questions. Our job is to translate technology to outcomes and value, and to calibrate the message to make it interesting and relevant to everyone we meet.
What would you say is your personal presales superpower?
– People have short attention spans, and you need to hook them from the first couple of seconds. You are much more likely to spark an interest if you tell stories rather than pressing on with a massive slide deck with product information. Storytelling is my go-to tool, and I believe it is massively underutilized.
What makes Dell a great company to be a part of right now?
– Our core business is infrastructure technology, and after a few years with talk of ‘commoditization’ we have reached a point where that’s changing. It’s becoming increasingly clear that the infrastructure is where we run the workloads that make innovation possible. Now as we move into AI enabled business processes the infrastructure will play an even more prominent role
Which innovation that is common to us today would have made your jaw drop as a child if it suddenly appeared?
– I loved collecting and playing with model airplanes, and I can’t imagine how I would have reacted if someone had given me a drone that I could fly and control in my room. That would absolutely have amazed me.
What do you think we need to do to open the doors to women and get a more diverse tech infrastructure workforce?
– This is something that I have thought a lot about and taken concrete steps to mitigate. To encourage a greater diversity among applicants I decided to become bolder regarding the profile specifications when I recruite presales managers. Rather than requiring an infrastructure background I am open to other capabilities, passion and willingness to do the job.
– I still hire the best person for the job, but now I am looking for candidates in a larger applicant pool. During my last recruitment process, 66 percent of new managers were female.
That’s really inspiring! Do you think the next generation women will be more interested in pursuing careers in tech?
I think that girls who are growing up today are more likely to believe a wider range of options are available to them. A while back I saw a female astronaut on TV and called my 10 year old daughter to come join me: “Look a woman, how cool is that?” Her reaction was: “Why wouldn’t there be a woman?” So, the times are definitely changing, but with that said there is still a lot of work to do.
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