HPE Networking Presales Consultant

Role Overview

HPE is hiring an HPE Networking Presales Consultant based in Saudi Arabia. This is a hybrid role requiring an average of 2 days per week from an HPE office.

Company Overview

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 value varied backgrounds and offer flexibility to manage work and personal needs.

Role Purpose

Provide technical support and leadership in the creation and delivery of technology solutions designed to meet customer business needs. Create and maintain effective customer relationships to secure customer satisfaction. Serve as the deepest level of product- and technology-specific expertise available to customers in deal pursuit situations, aligned to specific products or product-lines in the HPE Networking portfolio.

Key Responsibilities

Product & Market Knowledge

• Apply knowledge of the unstructured data market, technology, and HPE Networking portfolio, articulating proposals and ensuring customer business and technical needs are being met.
• Track industry trends and emerging technologies, as well as competitor offerings and activities, leveraging this knowledge with the customer's technical environment.
• Develop and maintain well-developed knowledge and experience in identifying and exploiting networking opportunities.

Thought Leadership & Industry Presence

• Contribute to industry developments through content support, presentations, demos, and booth support at conferences and industry events.
• Utilize social media to share expertise and build presence.

Solution Design & Technical Delivery

• Design network solutions aligned to customer business requirements, leveraging knowledge and the customer's technical environment.
• Participate in deep-dive discussions and articulate the value proposition, define key differentiators, and draft high-level solution designs.
• Deliver optimal results, balancing costs, scope, scale, and benefits to deliver superior value.

Account & Pipeline Development

• Participate in the account's business planning processes.
• Collaborate proactively with account team leadership (HPE and Partners) to develop and communicate key value propositions, negotiation points, and identify overlooked opportunities within assigned accounts.
• Proactively contribute to building pipeline by identifying opportunities such as enhancements, unmet or unrecognized needs, up-selling, and cross-selling opportunities within the territory.

Customer Relationship Management

• Develop and nurture professional working relationships with customer technical teams and key executives, based on understanding of the customer's ecosystem, business needs, and how HPE can deliver value and business outcomes.
• Leverage communication skills, including active listening and storytelling, to support development of strong discussions and persuasion of customers and partners of the company point-of-view, while respectfully questioning and challenging their position.

Sales Enablement & Collaboration

• Document ongoing work (activities, tasks) throughout the sales cycle using specific tools and resources, and share best practices with peers and partners to collaborate more effectively.
• Proactively share knowledge with peers and help develop more junior team members.
• Demonstrate well-developed consultative and value selling skills, including whiteboarding, customer demonstrations, objection handling, and closing skills to proactively help customers make business decisions.
• Understand the indirect selling model including direct and joint engagement with partners.

Strategic Acumen

• Apply business and financial acumen—sales cycle, pipeline growth, reporting, ability to influence, business strategy linkage—with understanding of functional responsibilities of various customer business roles.

Qualifications & Experience

• First-level university technical degree or equivalent technical qualifications. Advanced degree in technology preferred.
• Technical experience in IT with a focus on networking solutions.
• 3–5 years' experience in network technologies with focus on Juniper technologies.
• Knowledge-based and experience-based relevant industry certifications are strongly preferred.

Skills & Competencies

• Well-developed knowledge and experience in identifying and exploiting networking opportunities.
• Well-developed consultative and value selling skills, including whiteboarding, customer demonstrations, objection handling, and closing skills.
• Understanding of the indirect selling model including direct and joint engagement with partners.
• Leveraging communication skills, including active listening and storytelling.
• Business and financial acumen including sales cycle, pipeline growth, reporting, ability to influence, and business strategy linkage.
• Understanding of functional responsibilities of various customer business roles.

Additional Information

Work Arrangement

Hybrid role with requirement to work on average 2 days per week from an HPE office.

Benefits & Support

HPE offers a comprehensive suite of benefits supporting physical, financial, and emotional wellbeing for team members and their loved ones. Career development programs are available to help reach professional goals, whether becoming a knowledge expert in your field or applying skills to another division. HPE provides flexibility to manage work and personal needs and is committed to unconditional inclusion and celebrating individual uniqueness.

Equal Opportunity

HPE is an Equal Employment Opportunity, Veterans, Disabled, and LGBT employer. We do not discriminate on the basis of race, gender, or any other protected category, and all decisions are made on the basis of qualifications, merit, and business need. HPE will comply with all applicable laws related to employer use of arrest and conviction records, including laws requiring employers to consider for employment qualified applicants with criminal histories.