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. Proactively build the pipeline by identifying opportunities (e.g., enhancements, unmet or unrecognized needs, up-selling, and cross-selling opportunities) within the account. Supports the opportunity pipeline and help drive through the sales process to closure. 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, 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. First-level university technical degree or equivalent technical qualifications 2-4 years of technical experience in IT with a focus on technical selling Knowledge-based and experienced-based relevant industry certifications are preferred. 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 responsibility. 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.HPE is an Equal Employment Opportunity/ Veterans/Disabled/LGBT and Affirmative Action employer. We are committed to diversity and building a team that represents a variety of backgrounds, perspectives, and skills. We do not discriminate and all decisions we make are made on the basis of qualifications, merit, and business need. Our goal is to be one global diverse team that is representative of our customers, in an inclusive environment where we can continue to innovate and grow together. Please click here: . if applicable to the role you applied to, you must
Hewlett Packard Enterprise
Technology innovation that fosters business transformation.
We help customers use technology to slash the time it takes to turn ideas into value. In turn, they transform industries, markets and lives.
Some of our customers run traditional IT environments. Most are transitioning to a secure, cloud-enabled, mobile-friendly infrastructure. Many rely on a combination of both. Wherever they are in that journey, we provide the technology and solutions to help them succeed.
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The health and safety of our team members, customers and partners is paramount at HPE. Accordingly, be fully vaccinated against COVID-19 by the employment start date where permitted by law. Exemptions based on medical, religious or other grounds will be processed and approved in accordance with local laws.
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