Job Title

Technical PreSales for North America OSS Apply for the Technical PreSales for North America OSS role at Hewlett Packard Enterprise. Overview Hewlett Packard Enterprise is the global edgetocloud 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 todays complex world. Job Description Responsible for architecting solutions that achieve customer business outcomes within a specific technical domain or across domains. Develops and articulates compelling, accurate, and relevant proposals and ensures customer''s business and technical requirements are met. Provides technical expertise to sales teams and customers through presentations, product/solution demonstrations, etc. Responsibilities Demonstrates unique mastery within the company in the whole OSS/Orchestration products portfolio as well as the customer''s technical and business environment. Orchestrates the design of complex proposals to deliver and communicate tangible business value to customers. Mitigates risk to the company by managing both customer and company stakeholder expectations. Critical review proposal, applies market intelligence and thought leadership to translate the functional view into a technical view, enhancing proposed workloadoptimized solutions. Provides input to all global business units to address key endcustomer IT trends, requirements, gaps, or unmet needs. Leads the team to develop and present highlevel, unique, and imaginative outcomebased solutions to customer business challenges, translating the business needs of the customer into a functional solution design aligned to those needs. Communicates HPEs end solution value propositions in the language of the customer and demonstrates how the proposition aligns to business outcomes and customer needs. Develops and maintains adjacent technology knowledge, along with indepth knowledge of current and emerging technologies and trends. Contributes to the industry for one or more domains with an active presence at conferences (content support/presentations, demos, booth support), social media, business events, etc. Monitors changing competitive landscape (emerging competitors, startups etc.). Drives the Account Business Planning process, leverage knowledge of industry trends and the customers technical environment. Facilitates and leads deepdeep discussions with the client and accounts teams to build customer relationships, understand business needs, evaluate the customer''s ecosystem and advocate and present technical strategies for a customer''s transformation. Identifies acceptable technical solution tradeoffs, risks, and suggests possible remediation. Drives collaboration among internal account teams, sets direction, provides guidance, and engages the full portfolio of partners to build effective solution strategies aligned to customer''s technical and business challenges. Successfully transfers knowledge to external partners to deliver an effective solution to the customer. Proactively builds the pipeline by identifying opportunities (e.g., enhancements, unmet or unrecognized needs, upselling, and crossselling opportunities) within the account. Monitors the account pipeline and nurtures active deals from the opportunity to close. Uses 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 participates in sales forecast meetings and provides feedback to accelerate the sales lifecycle. Documents ongoing work (activities, tasks) throughout the sales cycle using specific tools and resources and sharing best practices with peers and partners to collaborate more effectively. Engages with and builds consultative presence and advisory influence with VPs, CxO, and lineofbusiness (LOB) management and customer thought leaders. Anticipates customer needs and proactively engages partners and resources to design innovative solutions and generate customer demand. Proactively shares knowledge with peers and actively helps develop knowledge and expertise within the Presales community. Education and Experience Advanced degree in technology or related field preferred, or equivalent technical qualifications 12+ years of technical experience in Telecommunications solutions (preference for Assurance, Fulfillment, Orchestration and/or RAN Automation) with a focus on technical consulting and solution selling; 5+ Industry standard relevant technology certifications or equivalent experience expected. Enterprise architecture frameworks and project management methodologies and certifications are helpful, but not required. Knowledge and Skills Unique mastery and experience leading solution configurations and overall architecture design and creating, managing, and positioning demos and proofsofconcept (POC) to meet customer requirements. Unique mastery of the company portfolio of products, software, services, solution domain specialization, and adjacent solution domain(s), showing how they can be combined to address customer needs, and how the workload solution can be adapted for strategic customer and industry solutions. Unique mastery with expertise and deep working knowledge with the asaservice (aaS) business model, business value, and complete ecosystem and how that drives aaS strategic goals within one or more domains. Expert ability to collaborate crossfunctionally and across HPE to generate new revenue through increased subscription consumption and other aaS models. Mastery of executivelevel written, verbal and nonverbal communication skills, including active listening and storytelling, with ability to communicate in English and applicable local languages as need to perform job requirements. Demonstrates unique mastery of discussion and persuasion skills used to support company pointofview, while respectfully questioning and challenging proposed solutions. Unique mastery of financial and business acumen- sales cycle, funnel management, reporting, ability to influence, business strategy linkage - including typical KPIs important to CxOs; knowledgeable about TCO/ROI concepts and calculations, financial models, and understand how customers generate revenue. Unique mastery of consultative and value selling skills, advisory influence, and executive gravitas, including presenting, white boarding, storytelling, objectionhandling, and closing skills. Unique mastery of company business knowledge, technical tools, and standard customer relationship management (CRM) systems and tools. Strong resource management skills, including how and when to effectively engage SMEs/specialists. Hands on experience with multiple products, solutions, tools, or services aligned to respective job responsibility. Ability to design and develop a playbook for demonstrations or walk throughs of products, solutions, tools, or service. Ability to deliver live demonstrations or walk throughs of products, solutions, tools, or service to customers, partners, and other stakeholders. Unique mastery of project and time management skills or experience with excellent analytical and problemsolving skills, including appropriate due diligence. Unique mastery of partner offerings and how/when to leverage them for deals within an area of specialization. Unique mastery of and understanding of companys preferred gotomarket strategy, global context, coverage options relative to partners and has expert knowledge of partner offerings, along with how/when to leverage them for deals within area of specialization. Unique mastery of strategic planning and account planning skills and expert at using business and technical tools, and standard customer relationship management (CRM) systems. Additional Skills Accountability Active Learning Active Listening Assertiveness Bias Building Rapport Buyer Personas Coaching Complex Sales Creativity Critical Thinking CrossFunctional Teamwork Customer Experience Strategy Customer Interactions Design Thinking Empathy Financial Acumen FollowThrough Growth Mindset Identifying Sales Opportunities Industry Knowledge Intellectual Curiosity (Inactive) Long Term Planning Managing Ambiguity Additional Skill 1 Additional Skill 2 Additional Skill 3 Additional Skill 4 Additional Skill 5 Additional Skill 6 What We Can Offer You Health & Wellbeing We strive to provide a comprehensive suite of benefits that supports physical, financial and emotional wellbeing. Personal & Professional Development We invest in your career, offering programs to help you reach any career goals you have. Unconditional Inclusion We celebrate individual uniqueness and are committed to an inclusive workforce that allows flexibility and bold moves together. Salary and Benefits USD Annual Salary: $161,000.00 - $378,000.00 CAD Annual Salary: $185,000.00 - $343,000.00 Equal Employment Opportunity Statement HPE is an Equal Employment Opportunity/Veteran/Disabled/LGBT employer. We do not discriminate on the basis of race, gender, or any other protected category, and all decisions we make are based on 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 qualified applicants with criminal histories. No recruitment fees will be charged to any candidate. Contact For more information, please visit the HPE Careers site. #J-18808-Ljbffr