A&Ps Presales Lead

A&PS Presales LeadThis role has been designed as 'Hybrid' with an expectation that you will work on average 2-3 days per week from an HPE office.Who We Are: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 know diverse backgrounds are valued and succeed here. We have the flexibility to manage our work and personal needs. We make bold moves, together, and are a force for good. If you are looking to stretch and grow your career our culture will embrace you. Open up opportunities with HPE.Job Description:Job Family Definition:Please view the sub-family description (e.g. for Sales Managers, Networking & Executives, Inside Sales, Presales Consulting, etc.) below the management level definition of the Workday job profile.Management Level Definition:Applies advanced subject matter knowledge to manage staff activities in solving common and complex business/technical issues within established policies. Manages exempt individual contributors and/or supervisors. Has accountability for results of a major program in terms of cost, direction and people management. Provides guidance on process improvements and recommends changes in alignment with business tactics and strategy for area of responsibility. Plans, manages and monitors operational/tactical activities of Staff. Staff members' work may involve strategic issues. Recruits and supports development of direct staff members. Typically reports to MG2 or Director.Presales Consulting:Manages a group of presales professionals in one or more of the Presales Functions (Technical Consultant, Technical Client Consultant, and Enterprise Architects). Responsible for setting the direction, managing the deliverables of the assigned group, and achieving revenue and expense objectives. Resolves customer problems and contributes to customer satisfaction. Responsible for representing assigned area to all levels of sales and other company management. Where appropriate, seeks to build strategic executive relationships with external clients and internally within the company, and partners with internal and external resources to develop best-in-class solutions for customer. Manages the performance of individual contributors and the team overall, and grows and develops talent within the organization.Responsibilities:Managing the BusinessManages a group of Presales resources to provide account support or shared resource support.Resource management & Intra-Region support - Creates presales utilization plans that reflect the requirements and opportunities within area of control.Actively collaborates with peers to address regional presales coverage gaps and leverage technical expertise where warranted to win opportunities for the company.Partnering with Sales & acct. planning - Assists in planning sales strategy; collaborates within the company and with the field to prioritize, facilitate and direct the use of resources; works with Sales managers to assess sales pipelines in area of control to ensure appropriate and timely utilization of presales support.Business acumenContinuously monitors, troubleshoots, and improves area-of-control operations to ensure alignment with the company's business direction, the quality of business practices, optimum organizational performance and a highly motivated presales force.Understands business, financial and legal concepts to develop meaningful business recommendations.Leading & Managing Presales PeopleCoaching - Assesses and manages employee performance to ensure individual and group excellence; counsels and supports individuals through selling challenges; manages performance and results of high and low performers.Leadership - Models effective selling skills; motivates and supports presales teams; demonstrates a high level of support in the pursuit and closing of deals.People development - Nurtures and advances the talent required to maintain company presales force excellence within area of control; sponsors and directs skill building activities to increase the productivity and accomplishments of the presales force; ensures strong technical acumen across the group needed to support sales.Selling as a Presales ManagerFocuses on strategic direction- understands the overall company/BU strategic direction and portfolio, and can assist sales teams in customizing solutions based on client needs.Consultative selling - strategizes with and coaches their team on how to apply consultative-selling techniques to advance sales opportunities; demonstrates client-sensitive practices within the account(s) and internal gate-keeping within the company to support building strategic trusted advisor status.Financial selling - employs a financial selling approach to meet customer needs; works with team to build business cases that link proposals to customer's goals, strategies and relevant business metrics, and that demonstrate industry and competitive proficiency.Education and Experience Required:University or Bachelor's degree.Typically 7+ years experience in sales.Directly related management experience and work results including success in supporting the achievement of progressively higher quota or other sales related goals.Demonstrated level of project management skills.Additional specialized knowledge in breadth and/or depth.Knowledge and Skills:Business ManagementForecast/Budget Control Operations.Building/ Improvement.Resource Brokering/ Allocation.Management of business processes.Business DevelopmentStrategic Account Support.Negotiation skills within the company.Consultative SellingPresentation and communication skills.Ability to develop strong customer relationships.Consultative, solution selling and business development skills.Workforce Planning & DevelopmentWorkforce Planning.Career Planning & Development.Workforce ManagementCoaching & Supervision.Timely management of low performers.Skill Development/ Enhancement.Performance Management.Additional Skills:Accountability, Active Learning, Active Listening, Assertiveness, Building Rapport, Buyer Personas, Coaching, Complex Sales, Creativity, Critical Thinking, Cross-Functional Teamwork, Customer Experience Strategy, Customer Interactions, Design Thinking, Empathy, Financial Acumen, Follow-Through, Growth Mindset, Identifying Sales Opportunities, Industry Knowledge.What We Can Offer You:Health & WellbeingWe strive to provide our team members and their loved ones with a comprehensive suite of benefits that supports their physical, financial and emotional wellbeing.Personal & Professional DevelopmentWe also invest in your career because the better you are, the better we all are. We have specific programs catered to helping you reach any career goals you have — whether you want to become a knowledge expert in your field or apply your skills to another division.Diversity, Inclusion & BelongingWe are unconditionally inclusive in the way we work and celebrate individual uniqueness. We know diverse backgrounds are valued and succeed here. We have the flexibility to manage our work and personal needs. We make bold moves, together, and are a force for good.Let's Stay Connected:Follow @HPECareers on Instagram to see the latest on people, culture and tech at HPE.Job:SalesJob Level:Manager_1HPE 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.Hewlett Packard Enterprise is EEO F/M/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.
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