• Lead discovery conversations with institutional leaders to understand strategic priorities and desired outcomes across teaching, learning, research, student success, and campus operations, with particular depth in technical areas such as infrastructure modernization, cloud migration, research computing, cybersecurity, and data strategy • Help higher education leaders align technology initiatives with institutional strategic plans and long-term visions • Provide consultative guidance on digital campus strategies, hybrid and online learning, research computing, student experience, and data-informed decision making • Build and sustain trusted relationships with senior institutional leaders including Presidents, Provosts, CIOs, CFOs, Deans, and Vice Presidents • Extend Dell's reach beyond IT contacts to engage academic affairs, student success, enrollment, finance, research, and operational leaders • Serve as strategic advisor to institutional leaders, aligning Dell's capabilities with their missions • Identify and qualify strategic opportunities at the top of the funnel, shaping them before they become formal RFPs and positioning Dell early in decision-making • Position Dell as a thought leader through speaking at conferences, delivering keynotes, serving on panels, and contributing to content that spotlights higher education innovation