HPE Networking Presales Consultant

Role Overview

HPE Networking Presales Consultant at Hewlett Packard Enterprise. This is a hybrid role requiring an average of 2 days per week working from an HPE office.

Company Overview

Hewlett Packard Enterprise is the global edge-to-cloud company advancing the way people live and work. The organization helps companies connect, protect, analyze, and act on their data and applications wherever they live, from edge to cloud, enabling them to turn insights into outcomes at the speed required to thrive in today's complex world.

Role Purpose

Provide technical expertise and presales leadership in the creation and delivery of networking technology solutions designed to meet customer business needs. Serve as a subject matter expert on HPE Networking products and solutions, creating and maintaining effective customer relationships to secure satisfaction and support deal pursuit situations.

Key Responsibilities

Solution Design & Technical Expertise

• Apply knowledge of the unstructured data market, networking technology, and HPE Networking portfolio to articulate proposals and ensure customer business and technical needs are met.
• Design network solutions aligned to customer business requirements, leveraging technical knowledge and understanding of the customer's technical environment.
• Participate in deep-dive discussions to articulate value propositions, define key differentiators, and draft high-level solution designs.
• Deliver optimal results by balancing costs, scope, scale, and benefits to provide superior customer value.

Market & Industry Intelligence

• Track industry trends and emerging technologies, as well as competitor offerings and activities, leveraging this knowledge within customer environments.
• Contribute to industry developments through content support, presentations, demos, and booth support at conferences and industry events.
• Utilize social media to share industry knowledge and insights.

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 pipeline building by identifying opportunities including enhancements, unmet or unrecognized needs, upselling, 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 delivers value and business outcomes.
• Leverage communication skills, including active listening and storytelling, to support development of strong discussions and persuade customers and partners of company point-of-view while respectfully questioning and challenging their position.

Collaboration & Knowledge Sharing

• Document ongoing work including activities and tasks throughout the sales cycle using specific tools and resources.
• Share best practices with peers and partners to collaborate more effectively.
• Proactively share knowledge with peers and help develop more junior team members.

Qualifications & Experience

• First-level university technical degree or equivalent technical qualifications; advanced degree in technology preferred.
• Technical experience in IT with focus on networking solutions.
• 3–5 years' experience in network technologies with focus on Juniper technologies.
• Knowledge-based and experience-based relevant industry certifications 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 to proactively help customers make business decisions.
• Understanding of the indirect selling model including direct and joint engagement with partners.
• Business and financial acumen including sales cycle, pipeline growth, reporting, ability to influence, and business strategy linkage, with understanding of functional responsibilities of various customer business roles.

Additional Information

Work Arrangement

Hybrid role with average of 2 days per week at an HPE office.

Benefits

Health & Wellbeing: Comprehensive suite of benefits supporting physical, financial, and emotional wellbeing for team members and their loved ones.

Personal & Professional Development: Career investment programs to help reach career goals, whether becoming a knowledge expert in your field or applying skills to another division.

Unconditional Inclusion: Flexibility to manage work and personal needs in an inclusive environment that celebrates individual uniqueness and diverse backgrounds.

Equal Opportunity

HPE is an Equal Employment Opportunity, Veterans, Disabled, and LGBT employer. HPE does not discriminate on the basis of race, gender, or any other protected category. All decisions are made on the basis of qualifications, merit, and business need. HPE is EEO Protected Veteran/Individual with Disabilities. 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.