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Channel Pre Sales Consultant Hybrid IT
 
Title: Channel Pre Sales Consultant Hybrid IT
Category: IT/Software Development
Job type: Permanent
Job status: Full Time
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Description:
Channel Pre Sales Consultant Hybrid ITJob Description:

Hewlett Packard Enterprise is an industry leading Technology Solutions Company that enables customers to go further, faster. With the industry’s most comprehensive portfolio, spanning the cloud to the data center to workplace applications, our technology and services help customers around the world make IT more efficient, more productive and more secure.

We’re solving the world’s most complex challenges, and our people are at the forefront of progress. In a Presales role at HPE, you’ll play a part in building the future, transforming the approach to Presales, especially in Solutions and engagement with the Channel Partners. You’ll be innovating by working differently with our Channel Partners. This will include helping develop them to work effectively and efficiently with HPE’s Presales Community (e.g. in tools, processes and best practices). You will be positioning and selling HPE products, services, software, or solutions to our joint customers. Working at HPE, you’ll have the resources and opportunity to develop your talent and creativity. Are you ready to unleash your potential?

As a Channel Presales Consultant you will be part of one of the most innovative and transformative areas in our business. The Channel Presales Consultant is responsible for leading pursuit in their assigned focus areas (industry vertical, technical domain and Channel Partners). Collaborates with and supports Sales Specialists, and Account Managers and provides specialist expertise within the sales team. Supports proactive campaigns to build the pipeline, uses specialized knowledge and skills to qualify, influence and remove technical objections in opportunities.

Responsibilities

Providing leading technical expertise in the HPE Portfolio (Compute, Storage, Networking, Software Defined, and Services) in a solution and product format.Becoming the trusted advisor to partners, enabling them to “be the best” when working with HPE.Jointly owning the technical development of Partners, sharing technical updates, identifying skills gaps, directing to useful resources and assisting in best use of HPE tools and resources.Interpreting customer specifications, strategic direction, technology context, and business needs,Delivering product portfolio capabilities briefings,Commercial proposition integration and business case alignment of HPE portfolio solutions supporting client business, applications and/or information technology environments,Confidently articulates all aspects of the HPE portfolio & solutions and persuasively communicates value to the client.Influences partner & customer evaluation criteria and decision making.Works individually, in teams or as leader, to determine customer requirements in complex and often ambiguous outsourced environments.Interacts effectively with team, pursuit leaders, internal governance and business leadership to advance sales efforts.Responsible for supporting the creation of sales pipeline – business development through innovative application of technical knowledge and experience,Maintains knowledge of competitors in account to strategically position the company's products and services better.Use specialty expertise to seek out new opportunities and expand and enhance existing opportunities to build the pipeline in and drive pursuit.Provide support to Sales managers and provide input regarding business development and solution expertise.Establish a professional, working, and consultative, relationship with the client, up to and including the C-level for mid-to-large accounts, by developing a core understanding of the unique business needs of the client within their industry.Working with and leveraging external partners to deliver sale.Education and Experience Required

University or Bachelor's degree directly related previous work experience.Demonstrated achievement of progressively complex technical environments, diversity of business customer, and higher level customer interface.Extensive technical experience within industry and on similar products and solutions.Typically 8-12 years of advanced technical presales experience.2-3 years experience working in, or with, the Channel Partner communityProject management skills required to drive own projects and side-projects in support of overall business objectives.Knowledge and Skills

Is considered an expert in knowledge of HPE products, solution or service offerings as well as competitor's offerings to be able to sell large solutions and attach to Server and Storage opportunities.Understands the industry and market segment in which key accounts are situated, and integrates this knowledge into consultative selling for the Channel.Understands and applies program/project management methods and processes to define, plan, cost, resource, track and ensure successful pursuit.Understands the role of IT within area of specialization and how the company's solutions differentially address specific vertical industry challenges as well as their cross-segment capabilities.Account planning and development, identifying key technical decision makers, lead architects, standards leaders and others to enable a comprehensive engagement into an account.Collaborates with management and sales teams in shared accounts to ensure seamless integration of Presales knowledge and influence.Cultivates & maintains positive relationships with customers to ensure account retention & growth, and positions the company as the preferred vendor for meeting all business needs.Establishes a professional working relationship, up to the executive level, with the client.Demonstrates leadership and initiative in successfully driving technical leadership in accounts – identifying latent requirements, winning the technical discussions, becoming the trusted advisor.Develop innovative ideas on technology and solutions that support growing the business at a faster pace.Demonstrates high service or product knowledge and professionalism in researching and sharing service-related information with account teams and customers.Deep knowledge of products, solution or service offerings as well as competitor's offerings in Data Center.Understands how to leverage the company's portfolio and change the playing field on our competitors.Utilizes Sales Force as a key tool for sales opportunity collaboration.Understands the value and context of services sales.Leverages services as part of strategic product sales as part of the overall technical solution.Maintain expertise of industry trends, associated solutions, and key partner/ISV solutions.Maintains expertise on IT at all levels - new applications, maintenance, typical budgets of the CIO's, typical objectives, measures, metrics.Job:

SalesJob Level:

ExpertHewlett Packard Enterprise is EEO F/M/Protected Veteran/ Individual with Disabilities.

HPE will comply with all applicable laws related to the use of arrest and conviction records, including the San Francisco Fair Chance Ordinance and similar laws and will consider for employment qualified applicants with criminal histories.
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