HPE Channel Private Cloud AI 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.

Job Description:

As an HPE Channel Private Cloud AI Presales professional, you will be responsible for architecting solutions that support Partners in achieving their customers' business outcomes across the HPE Private Cloud AI portfolio. You will develop and articulate compelling, accurate, and relevant proposals, ensuring customer's business and technical requirements are met.

Responsibilities:

• Demonstrate in-depth knowledge in one or more solution domains, company products, services, and solutions as well as the customer’s technical and business environment.
• Develop compelling customer proposals and critically review them, managing the expectations of internal stakeholders and customers.
• Quantify the impact of the business problem(s), position business value, identify the strengths and weaknesses of the overall proposed solution.
• Provide input to all global business units to address IT trends, requirements, gaps, or unmet needs.
• Translate outcome-based solutions into a functional solution design that aligns to the customers' business needs.
• Communicate how the solution value propositions address customer business needs.
• Track leading-edge and emerging technologies.
• Contribute to industry development through conferences and events.
• Incorporate an understanding of technology trends within the IT industry, as well as the customer’s industry.
• Actively gather and apply competitive intelligence as a critical component of account support.
• Drive the Account Business Planning process, leveraging knowledge of industry trends and the customer’s technical environment.
• Participate in deep-dive discussions and partner with the account team to build customer relationships.
• Produce in-depth comparative analysis of alternative approaches to meet solution requirements.
• Develop, configure, and right-size an optimal workload solution, balancing cost, scope, scale, boundaries, and benefits.
• Leverage deep knowledge of partner products and services and adjust strategies to leverage the relationship between the service provider/partner and the customer.
• Successfully transfer knowledge to external partners to deliver effective solutions to customers.
• Proactively build the pipeline by identifying opportunities within the account.
• Monitor the account pipeline and nurture active deals from the opportunity to close.
• Use pipeline insights to help prioritize activities in a way that ensures time and resources are invested wisely in pursuit of deals with the highest potential.
• Actively participate in sales forecast meetings and provide feedback to accelerate the sales lifecycle.
• Document ongoing work throughout the sales cycle using specific tools and resources.
• Build strong professional relationships with customer key executives across the business and industry.
• Proactively share knowledge with peers and help develop more junior team members.

What you need to bring:

• First-level university technical degree or equivalent technical qualifications.
• 8–12 years of technical experience in IT with a focus on technical consulting and solution selling.
• Knowledge-based as well as 1+ experienced-based relevant industry certifications.
• Advanced experience participating in and leading solution configurations and the creation of demos and proofs-of-concept.
• Advanced understanding of the company portfolio of products, software, services, solution domain specialization, and how they can be combined to address customer needs.
• Advanced ability to translate aaS and complete ecosystem, differentiated value, solutions, and workloads.
• Advanced written and verbal communication skills, including active listening and storytelling.
• Demonstrates advanced discussion and persuasion skills used to support company point-of-view.
• Advanced business and financial acumen.
• Advanced consultative/value selling skills.
• Advanced company business knowledge, technical tools, and standard customer relationship management systems and tools.

What We Can Offer You:

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