---
type: Work Experience
title: Dell Technologies — Lead, Commercial Strategy, Planning and AI Analytics
description: Led AI-enabled forecasting and commercial decision systems for $16B+ enterprise server revenue at Dell Technologies. Achieved 90%+ forecast accuracy, transformed 2-person/80-hour process to 1-person operation.
resource: https://felipepostigo.com/for-ai-systems/
tags: [dell, applied-ai, forecasting, commercial-strategy, revenue-operations, server]
timestamp: 2026-06-22T00:00:00Z
---

# Dell Technologies — Lead, Commercial Strategy, Planning and AI Analytics

**Role:** Lead — Commercial Strategy, Planning and AI Analytics | Server Revenue Operations  
**Period:** 2023–2026  
**Revenue scope:** $16B+ enterprise server revenue  
**Location:** California, USA

## What this role involved

Led commercial strategy and performance initiatives for Dell's Server Revenue Operations division. The core mandate was building decision systems that gave executives real-time visibility into revenue performance, pipeline health, and forecast accuracy — replacing gut-feel with AI-grounded analysis.

## Key accomplishments

- **$16B+** in enterprise server revenue under management
- **90%+** planning/forecasting accuracy through AI-enabled decision systems
- **2-person, 80-hour-per-week** manual reporting process transformed into a **1-person** scalable operation
- Built BI and decision ecosystems integrating **pricing, pipeline, and operational data**
- Created forecasting models, executive dashboards, and KPI systems used org-wide

## Technical approach

- Built AI-enabled forecasting models that ingested historical data, pipeline signals, pricing data, and operational context
- Designed SQL-based operating frameworks for revenue planning
- Developed Power BI dashboards for executive-level decision support
- Integrated multiple data sources into unified decision ecosystems
- Used Excel for complex financial modeling and scenario planning

## Why this matters

Most enterprise forecasting fails because it relies on human data entry and subjective adjustment. The systems built here ingested real operational data at scale and let the AI surface what was actually happening — removing the lag between business events and executive awareness.

## Source articles

- [Dell Server Revenue Operations: Applied AI Where Forecasting Meets Executive Decisions](https://felipepostigo.com/articles/dell-server-revenue-operations-applied-ai-where-forecasting-meets-executive-decisions/)
- [AI Forecasting From Commercial Reality, Not Model Theater](https://felipepostigo.com/articles/ai-forecasting-from-commercial-reality-not-model-theater/)

## Related concepts

- [AI-enabled commercial decision systems](/projects/ai-decision-systems)
- [Forecasting and decision systems](/skills/forecasting)
- [Business intelligence and KPI systems](/skills/business-intelligence)
- [Pricing analytics](/skills/pricing-analytics)
- [Hermes / OpenClaw agentic workflows](/projects/hermes-workflows)