Services Presales

Hewlett Packard Enterprise is the global edge-to-cloud company advancing the way people live and work. We help companies connect, protect, analyze, and act on their data and applications wherever they live, from edge to cloud, so they can turn insights into outcomes at the speed required to thrive in today’s complex world.

The Services Presales function defines and manages the product offering, positioning, and pricing across the product life cycle of a given portfolio, guiding the direct/indirect sales teams on such product related dimensions. They are responsible for planning the business objective for a specific portfolio, and to achieve this plan through on-going adjustments of the product related decisions.

Responsibilities:

• Demonstrates unique mastery within the company in one or more solution domains as well as the customer's technical and business environment.
• Orchestrates the design of complex proposals to deliver and communicate tangible business value to customers.
• Mitigates risk to the company by managing both customer and company stakeholder expectations.
• Critical review proposal, applies market intelligence and thought leadership to translate the functional view into a technical view, enhancing proposed workload-optimized solutions.
• Provides input to all global business units to address key end-customer IT trends, requirements, gaps, or unmet needs.
• Leads the team to develop and present high-level, unique, and imaginative outcome-based solutions to customer business challenges, translating the business needs of the customer into a functional solution design aligned to those needs.
• Communicates HPE’s end solution value propositions in the language of the customer and demonstrates how the proposition aligns to business outcomes and customer needs.
• Develops and maintains adjacent technology knowledge, along with in-depth knowledge of current and emerging technologies and trends.
• Contributes to the industry for one or more domains with an active presence at conferences, social media, business events, etc.
• Monitors changing competitive landscape.
• Collaborate with account team to support the Account Business Planning.
• Facilitates and leads deep-dive discussions with the client and accounts teams to build customer relationships.
• Identifies acceptable technical solution trade-offs, risks, and suggests possible remediation.
• Drives collaboration among internal account teams, sets direction, provides guidance, and engages the full portfolio of partners to build effective solution strategies aligned to customer's technical and business challenges.
• Successfully transfers knowledge to external partners to deliver an effective solution to the customer.
• Proactively builds the pipeline by identifying opportunities.
• Monitors the account pipeline and nurtures active deals from the opportunity to close.
• Actively participates in sales forecast meetings and provides feedback to accelerate the sales lifecycle.
• Documents ongoing work throughout the sales cycle.
• Engages with and builds consultative presence and advisory influence with VPs, CxO, and line-of-business management and customer thought leaders.
• Anticipates customer needs and proactively engages partners and resources to design innovative solutions and generate customer demand.
• Proactively shares knowledge with peers and actively helps develop knowledge and expertise within the Presales community.

Education and Experience Required:

• University or Bachelor's degree preferred in Marketing or Finance.
• Typically 3-5 years of professional experience in a related field.
• Operational Market research.
• Understanding of Product Life Cycle challenges and levers to address.
• Understanding/ Practice of sales processes in the IT industry.

Knowledge and Skills:

• Unique mastery and experience leading solution configurations and overall architecture design.
• Unique mastery of the company portfolio of products, software, services, solution domain specialization, and adjacent solution domain(s).
• Unique mastery with expertise and deep working knowledge with the as-a-service business model.
• Expert ability to collaborate cross-functionally and across HPE.
• Mastery of executive-level written, verbal and nonverbal communication skills.
• Demonstrates unique mastery of discussion and persuasion skills.
• Unique mastery of financial and business acumen.
• Unique mastery of consultative and value selling skills.
• Unique mastery of company business knowledge, technical tools, and standard customer relationship management systems and tools.
• Strong resource management skills.
• Hands on experience with multiple products, solutions, tools, or services aligned to respective job responsibility.
• Ability to design and develop a playbook for demonstrations.
• Ability to deliver live demonstrations.
• Unique mastery of project and time management skills.
• Unique mastery of partner offerings and how/when to leverage them for deals.
• Unique mastery of strategic planning and account planning skills.

What We Can Offer You:

• Health & Wellbeing
• Personal & Professional Development
• Unconditional Inclusion