Presales Consultant

Presales Consultant

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. Our culture thrives on finding new and better ways to accelerate what's next. We know varied backgrounds are valued and succeed here. We have the flexibility to manage our work and personal needs. We make bold moves, together, and are a force for good. If you are looking to stretch and grow your career our culture will embrace you. Open up opportunities with HPE.

Job Description

HPE Presales Organization is our innovative IT services organization. It provides the expertise to advise, integrate, and accelerate our customers' outcomes from their digital transformation. Our teams collaborate to transform insight into innovation. In today's fast paced, hybrid IT world, being at business speed means overcoming IT complexity to match the speed of actions to the speed of opportunities. Deploy the right technology to respond quickly to market possibilities. Join us and redefine what's next for you.

Responsibilities

• Develops and articulates compelling customer proposals, ensuring the customer's business and technical requirements are met.
• Identifies and articulates key risks related to the respective scope.
• Provides work estimations as well as recommendations on sourcing models.
• Review customer proposals for accuracy, relevance, and competitiveness, ensuring customer enthusiasm and collaborating with senior colleagues in review processes as necessary.
• Offers input to address key end-customer IT trends, requirements, gaps, or unmet needs.
• Performs due diligence by ensuring technical design solutions work, meet customer workload needs, service level expectations, and are within budget.
• Develops and maintains awareness of leading-edge and emerging technologies, understanding these resources to find, both inside and outside of HPE, information regarding trends and standards, while also actively monitoring competitor offerings and activities.
• Creates and develops the implementation design of technical products, services, and solutions that address specific customer needs by participating in deep-dive discussions and leveraging a solid knowledge of customers' technical environment and a thorough knowledge of company's portfolio.
• Addresses customer questions and concerns regarding technical products, services, and solutions within a specific scope.
• Collaborates with internal and external partners to successfully transfer knowledge and deliver effective solutions to customers.
• Connect with key partners and stakeholders within an area of specialization and understand their capabilities, and limitations, supporting all partner enablement and initiatives as needed.
• Supports the opportunity pipeline and help drive through the sales process to closure.
• Documents ongoing work (activities, tasks) throughout the sales cycle using specific tools and resources, sharing best practices with peers and partners to collaborate effectively.
• Develops a working relationship with the customer technical teams by understanding the customer's ecosystem and how HPE's solutions can align to the ecosystem and deliver value.
• Proactively share knowledge with peers.

What You Need To Bring

• Intermediate level experience, participating in solution configurations and overall architecture design along with assisting in creating demos and proofs-of-concept (POC) to meet customer requirements.
• Intermediate level understanding of the company portfolio of products, software, and services and how these fit into solution domain specialization.
• Intermediate level understanding of aaS business models, differentiated value, solutions, and workloads, along with the ability to prioritize aaS offerings and consumption models that will achieve the customer's outcomes.
• Intermediate-level written and verbal communication skills, including emphasizing, collaborating, active listening and storytelling, and ability to communicate in English and applicable local languages (both in-person and virtual) as needed to perform job requirements.
• Demonstrates intermediate-level discussion and persuasion skills, as well as respectfully questioning and challenging proposed solutions.
• Intermediate-level business and financial acumen—sales cycle, pipeline growth, reporting, ability to influence, business strategy linkage—with an awareness of functional responsibilities of various customer business roles.
• Intermediate consultative and value selling skills, including presenting, whiteboarding, objection handling, and closing skills to proactively help customers make business decisions.
• Intermediate-level company business knowledge, technical tools, and standard customer relationship management (CRM) systems and tools.
• Hands-on experience with one or more products, solutions, tools, or services aligned to respective job responsibilities.
• The candidate is expected to have understanding of skills on least two technology areas/ platforms.
• Interact with sales/pursuit/ Presales team in country and work with them to understand the customer requirement, Solution requirement etc.
• Deliver best-in-class technology solutions to solve customer business challenges, while also meeting HPE business objectives
• Good to have experience and understanding on Architecting, designing and deploying IaaS, PaaS, Virtualization Technologies – MS Hyper-V, Hybrid Cloud, Containers, VMware,
• Take part in solution preparation to deliver technical value and expertise to HPE's large customer base, and/or contributing to the design of technical solutions for customer environment
• Work independently or across teams to establish and maintain excellent customer relationships
• Ability to deliver live demonstrations or walk throughs of products, solutions, tools or services to customers, partners, and other stakeholders.
• Intermediate-level project and time management skills or experience with excellent analytical and problem-solving skills, including appropriate due diligence.
• Intermediate-level knowledge of partner offerings and how/when to leverage them for deals within an area of specialization.
• Intermediate level knowledge of different types of partners and products, relevant to assigned solution domain and understanding of the company's go-to-market strategy
• Participate in a chosen technical community or profession to continuously expand your technical knowledge, business acumen, and professional network.
• Ability to interact with people (customer and internal HPE) at all levels and geographies.
• Communicate effectively with technical and non-technical stakeholders and have an ability to drive the conversation/discussion.
• Work in collaboration with sales to develop pricing quotes and SoW for in-pursuit deals
• As Solution Architect with the country Pursuit Team, develop end-to-end solutions for managed services delivery to exempted customers.
• Possess technical writing skills to publish required documents.
• Identify and contribute to projects to improve services, customer satisfaction, profitability, and team efficiency.
• Possess a strong customer focus with the ability to manage escalations and balancing the needs of the customer & the HPE teams (Sales/ Pursuit/ Delivery)

Business Skills

• Demonstrate strong written and verbal communication skills. Ability to write detailed technical reports/documents evaluating the existing Solutions.
• Demonstrate business judgment, decision making skills, negotiating skills, time-resource management, complex problem solving, in-depth product knowledge, creativity, teamwork, knowledge of quality processes, political astuteness, and sensitivity in dealing with diverse cultures and ability to learn quickly.
• Must be a team player and show ability and willingness to motivate and support other engineers.
• Strong organizational, time management skills with keen attention to detail.
• Can work opportunities with tight schedule.
• Approach new technologies and assignments with a positive, opportunistic "can-do" attitude.
• Willingness to take ownership of issues and assignments.

Essential Skills

• Basic aptitude skills
• Ability to lead calls with multiple stakeholders and drive issues/escalations to conclusion.
• Understanding of Core and Emerging Technologies
• Proactively research for solutions in all possible ways.
• Know how on Core HPE Products
• Industry Standard Servers (ProLiant & Synergy)
• Storage (Primera, Nimble, 3PAR, StoreOnce, MSA etc.)
• Converged Infrastructure (Simplivity, Apollo, etc.)
• Network infrastructure (Aruba, Flex Fabric, etc.)
• Exposure to Data Platforms, Pipelines, Data learning, uses cases around Generative AI platforms
• Exposure to platform technologies such as VMware (ESXi, vCenter