OEM/IT Compute Pre Sale
OEM/IT Compute Pre Sale This role has been designed as ‘’Onsite’ with an expectation that you will primarily work from an HPE partner/customer office. Who We Are: 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: Job Family Definition: 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. Assesses customer needs, conducts negotiations with the customer’s senior-level executives and their advisors, defines contract pricing, terms, and conditions, and manages the internal opportunity review processes to secure final approval. Responsible for ensuring alignment and endorsing the technical solution, agreements, and governance for the deal, to ensure that the solution can be properly delivered. On larger deals, the Presales Engagement Manager assembles and organizes a team of sales and presales experts towards the win of a deal. Secures the completion of the transition to delivery. Management Level Definition: Applies developed subject matter knowledge to solve common and complex business issues and recommends appropriate alternatives. Works on problems of diverse complexity and scope. May act as a team or project leader providing direction to team activities and facilitates information validation and team decision making process. Exercises independent judgment to identify and select a solution. Ability to handle most unique situations. May seek advice in order to make decisions on complex business issues. Responsibilities: Depending on deal size, 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. Responsible for assembling all required resources/skills to develop proposals and pursue and win national deals. Assists with leading the Presales team in developing and substantiating a winning value proposition that meets the customer's needs, including analyzing critical business drivers, risks, and financial perspectives. Assists with negotiations for medium-size, single- or multi-country deals, and assists with large complex deals. Helps transition deal leadership to permanently assigned management to ensure seamless process adoption and deal handover to delivery. Maintains excellent communication with customers. Communicates and qualifies HPE’s value proposition in the customer's language to elevate the conversation and understand their business needs. Advances opportunities and collaborates with account teams and other company organizations to develop and communicate key value propositions and negotiation points. Articulate propositions to customers that avoid ambiguity and minimize risk. Responsible for validating/endorsing the technical solution, business case, and financial and legal reviews, including agreement terms and conditions, and coordination of the deal governance for the deal. Works with delivery to ensure that solution design can be delivered appropriately. Additionally, responsible for managing and establishing service level agreements. Assembles and orchestrates the resources needed to deliver a competitive proposal to the customer. Critically reviews proposals for accuracy, relevance, and the ability to generate customer enthusiasm. Collaborates with internal and external partners to successfully deliver an effective solution to the customer. Applies market intelligence and thought leadership to guide customer needs-based discussions, enhance proposed end-to-end solutions, and drive opportunities with a services component. 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 (business processes, organizational network, facilitation) and commercial skills in managing engagements. Well-developed awareness of t
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