Sean Hayes, General Manager, Dell Technologies

Invest: spoke with Sean Hayes, general manager of Dell Technologies, about how rapid advancements in AI, automation, and cybersecurity are reshaping the company’s storage and infrastructure operations. From tariff-driven supply-chain adjustments to the growing importance of as-a-service models and deeper partnerships across North Carolina, Hayes outlined how Dell is strengthening resilience while preparing its workforce for what comes next. “My top priority is preparing our team members for what is coming: more automation, more advanced technology, and a continued shift in the skill sets required for modern manufacturing,” Hayes said.

Over the past year, how has the technology landscape changed, and what has that meant for Dell’s regional operations?

From the infrastructure side of the business, it has been a year defined by rapid shifts and significant scaling. Here in Apex, we focus on storage and solutions, including data centers and — across other parts of the company — the solutions that enable AI. At the corporate level, much of the conversation has centered on how we respond to increasing demand from AI and the hyperscalers, and how we scale our capabilities to support ongoing investment in that space.

On the traditional storage side, we are concentrating on aligning storage solutions with what is happening in AI to advance our position in the market. It has also been a year shaped by external factors. As you know, the movement of tariffs and overall global volatility have had an effect on operations both corporately and here in Apex. That environment forced us to reassess where materials are sourced, where products are shipped, and which adjustments are necessary to stay efficient. It has certainly made the year interesting, but it has also pushed us to refine our operating models in ways that strengthen resilience.

How are you navigating tariffs and broader uncertainty while staying competitive and keeping costs under control?

It has been challenging, to say the least. On the raw material side, we have taken significant steps to diversify sourcing across multiple regions. Reducing tariff exposure and country-specific risk is a priority, and I believe our teams have done a tremendous job positioning us to stay ahead of potential disruptions. As a result, from a supply-continuity standpoint, we have not experienced disruptions in our ability to deliver.

From a cost-mitigation perspective, we have made tactical decisions about where production should occur and how we ship products to customers. Some cost impact is unavoidable in this environment, as many companies across industries have experienced. Still, the key has been flexibility — adjusting our production footprint and logistics strategy to maintain customer delivery, uphold the level of quality expected, and minimize costs as much as possible. It has been a busy period for our team, but overall, I think we have performed quite well.

Storage-as-a-service continues to expand. How is Dell using this model to help businesses optimize costs and improve scalability?

Our as-a-service portfolio continues to evolve, and the primary umbrella for those offerings is called Apex. We often have to clarify that the Apex brand name is not tied to the town where our factory is located. Apex represents all of our as-a-service solutions across hardware and software. For storage, nearly every traditional capital-intensive product is now available in an as-a-service form.

Interest among customers has been steady and growing. While storage-as-a-service remains a smaller share compared to the traditional purchasing model, it is an important and expanding part of our offering. Customers are increasingly seeking flexibility, cost alignment and the ability to scale without committing to large upfront investments. This model allows them to adapt quickly as needs change. Our role is to provide options, continuing to support customers who prefer traditional models while expanding capabilities for those who want the predictability and efficiency of consumption-based services.

How are you using AI internally, and how are you supporting customers as they adopt new technologies?

Internally, we are all-in on AI, but thoughtfully and deliberately. It is not about using the term casually; it is about identifying where AI makes sense within our operations. Governance has become increasingly important — determining who can use AI tools, what access levels they have, and how those tools integrate with our broader data systems.

We have built internal AI applications that connect securely to internal systems and partnered with major providers to ensure data protection and confidentiality. In manufacturing and operations, AI is being used to support tasks such as product inspection, defect detection, and smart automation. These technologies are helping us work more precisely and efficiently.

For our customers, we have a dedicated organization focused solely on solutions and integration. Dell is one of the few companies that offers a fully embedded partnership — supporting customers not only in selecting and deploying solutions but also in maintaining and optimizing them. We do not simply deliver a product and step back. We aim to walk alongside customers as they implement AI-enabled systems and modernize their workflows.

Cybersecurity continues to grow in complexity. What security capabilities matter most to your business today?

Cybersecurity has become one of the most critical issues facing every organization, and it is clear that no company is immune. The threat landscape is real, and you see the consequences in the news regularly. Even at Dell Technologies, we recognize that vigilance is required at every level.

Internally, we have strengthened our training programs so team members are equipped to identify threats, respond appropriately, and engage our cybersecurity specialists quickly. We have reinforced restrictions around system access, tightened requirements for hardware and software usage, and been more deliberate about vendor partnerships. Personally, this year has been a learning curve — I started with a certain level of knowledge, and it has expanded significantly because we all have a responsibility to safeguard sensitive information.

From a customer standpoint, our storage solutions are designed to operate in a heightened cybersecurity environment. Backups, redundancy, and cloud-based functionality are essential, as are the security tools built into our products that can detect issues, shut down affected areas, or transition to backup systems instantly. In my opinion, many organizations still underestimate the value of strong backup capabilities. An issue in one part of a network should not take down the entire system, and our teams work closely with customers to build that level of resilience.

Looking ahead three to five years, what are your top priorities for the Apex operation and your team?

My top priority is preparing our team members for what is coming: more automation, more advanced technology, and a continued shift in the skill sets required for modern manufacturing. We have been working closely with Wake Tech and other local education partners to build customized training programs. These range from working with collaborative robots to developing problem-solving skills, understanding circuits, and strengthening communication. We have been on this journey for about a year, and the results so far have been extremely positive.

In terms of technology, we are moving ahead with several automation initiatives that will enhance efficiency across the factory. These include deploying additional autonomous guided vehicles to support internal material movement and developing fully automated production lines. All of this is designed to help us operate more safely, more efficiently, and with the technical sophistication our customers will increasingly expect.

Is there anything else you would like readers to understand about Dell’s presence and role in North Carolina?

I would highlight the depth and scale of our presence here in North Carolina. While our headquarters is in Round Rock, Texas, we have had a longstanding presence in this state. Today, we have just over 1,000 team members here, representing everything from sales and support to engineering and customer service functions. We are proud of that footprint and of the impact we make across the state.

Over the past several years, we have been intentional about strengthening relationships with state and local government partners and ensuring they understand Dell’s role as a major employer and contributor to the regional economy. One theme we have been promoting is “Stay Local in NC,” which emphasizes the value of partnering with a technology provider that has people, facilities, and capabilities directly in the community. Looking ahead, we remain committed to investing in our people, our technology infrastructure and the partnerships that keep North Carolina competitive.