Description
This role has been designed as ‘Onsite’ with an expectation that you will primarily work from an HPE partner/customer office.
The Presales Engagement Manager is responsible for orchestrating sales and presales resources to pursue a sales opportunity to a successful win, typically in deals with services and as-a-service (aaS) components as part of the overall solution.
Responsibilities:
- Gets involved early to assist in opportunity qualification and risk assessment.
- Develops deal timeline, drives efficiencies, and ensures the Presales team meets deal milestones and deadlines.
- Develops deeper customer relationships.
- Proactively assists with managing all resource requirements throughout the deal pursuit.
- Assembles all required resources/skills to develop proposals and pursue and win national deals.
- Leads the Presales team in developing and substantiating a winning value proposition that meets the customer's needs.
- Assists with negotiations for medium-size, single- or multi-country deals, and assists with large complex deals.
- Transitions deal leadership to permanently assigned management to ensure seamless process adoption and deal handover to delivery.
- Maintains excellent communication with customers.
- Advances opportunities and collaborates with account teams and other company organizations to develop and communicate key value propositions and negotiation points.
- Validates/endorses the technical solution, business case, and financial and legal reviews, including agreement terms and conditions.
- Assembles and orchestrates the resources needed to deliver a competitive proposal to the customer.
- Collaborates with internal and external partners to successfully deliver an effective solution to the customer.
Education and Experience Required:
- Bachelor’s degree in a related area of study with 4 - 7 years’ experience; master’s degree desirable.
Knowledge and Skills:
- Well-developed breadth of solution and technology acumen to understand the company portfolio of offerings.
- Well-developed depth in project management and commercial skills in managing engagements.
- Well-developed awareness of the fundamentals of the as-a-service (aaS) business model.
- Well-developed written and verbal communication skills, including active listening and storytelling.
- Demonstrates well-developed resource management skills.
- Well-developed business and financial acumen.
- Knowledge and experienced-based industry certifications are strongly preferred.