HPE Networking SE
This role has been designed as 'Hybrid' with a requirement that you will work on average 2 days per week from an HPE office.
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 varied 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:
Responsible for providing technical support and/or leadership in the creation and delivery of technology solutions designed to meet a customer’s business needs. Creates and maintains effective customer relationships to secure customer satisfaction. Provides the deepest level of product- and technology-specific expertise available to customers from anyone in the sales organization in deal pursuit situations. Aligned to specific products or product-lines.
The Consulting Systems Engineer is also a subject matter expert in their area of specialization (i.e., Mobility, Security, Branch, etc), responsible for consulting customers on end to end technical designs to meet their business need.
These jobs focus on selling to customers, typically through work that occurs outside HPE offices.
Management Level Definition:
Contributions impact technical components of HPE products, solutions, or services regularly and sustainable. Applies advanced subject matter knowledge to solve complex business issues and is regarded as a subject matter expert. Provides expertise and partnership to functional and technical project teams and may participate in cross-functional initiatives. Exercises significant independent judgment to determine best method for achieving objectives. May provide team leadership and mentoring to others.
Responsibilities
Opportunity analysis.
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Gathers and assesses customer needs, both business and technical.
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Identifies related needs (lead generation, opportunity expansion).
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Identifies site-specific and corporate parameters and constraints that impact the solution.
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Identifies required project steps.
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Identifies likely problem areas that require attention.
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Identifies information on competitors and product roll- out data/training needs and proactively positions the company strengths as a relative value position in the account.
Solution Planning and Design.
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Architects an appropriate technical solution to meet the customer’s business requirements and account team strategy.
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Investigates and optimizes a solution’s fit to the requirements of an opportunity, both current and future.
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Adapts solution design to new requirements.
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Establishes the validity of a solution and its components; creates proof of concept where required.
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Identifies the growth path and scalability options of a solution and includes these in design activities.
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Generates an implementation plan with timelines for the solution.
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Create appropriate test plan as required.
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Identifies potential challenges for the proposed project plan.
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Optimizes a solution to maximize the company's competitive advantages.
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Actively identifies opportunities to assist peers globally in area of expertise (e.g., writing white-papers).
Client/customer relationship.
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Maintains excellent communications with customer executive management and business executives globally.
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Represents the company as a technical expert with customers; shares knowledge in area of expertise and links to related technology areas.
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Delivers customer workshops as appropriate for further understanding of issues and buy-in to the company’s proposal.
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Advances opportunities through the use of effective consultative selling techniques.
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Builds customer loyalty through continuous innovation, becoming a trusted advisor.
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Partners effectively with others in the account to ensure problem resolution and customer satisfaction.
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Effectively communicates and articulates the details of their component roles in a proposed customer solution.
Team collaboration
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Actively supports the account team with solution advice, proposals, presentations, and other customer communications.
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Analyzes and provides support to deals in the pipeline where needed.
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Transfers knowledge to presales peers via mentoring and playing leadership roles in peer education programs.
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Understands the roles and effectively directs other teams and resources within the company and partners globally.
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Identifies overlooked opportunities suggested by technical expertise.
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Facilitates smooth transition from sales to implementation by orienting the appropriate teams to the solution design.
Classification Guidance
The sections below help differentiate between levels to enable consistency.
Education and Experience
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Technical University or Bachelor’s degree; advanced degree preferred.
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Typically 12+ years experience in technical consultative selling and account management.
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Technical and solutions experience in appropriate industry.
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Experience in vertical industry preferred.
Knowledge and Skills
Technical/Solution acumen.
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Demonstrates expert knowledge of the company’s latest technology & solutions.
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Expert in competitive solutions knowledge.
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Leverages the company's solutions to support customer IT strategic directions, creating extensive customer business value.
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Applies deep understanding of technical innovations & trends to solving customer business problems.
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Strong credibility with the company’s business units and account teams based on history of solid results and contributions.
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Applies productivity- enhancing tools and processes Off-shoring, Resource Management.
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Establishes thought leadership in technical specialty area with customers.
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Demonstrated ability to work as the lead for large complex projects at a Regional or global level.
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Has a deep understanding of the company’s product & service capability for multiple BU’s.
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Has demonstrated extensive hands-on level skills with a broad range of the technology.
Business acumen.
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Demonstrates skilled use of financial and capital investment concepts in justifying solutions that create business value for the customer.
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Utilizes deep knowledge of customer value chain and business requirements to create and propose solutions.
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Persuasively communicates the value of the solution in terms of financial return and impact on customer business goals.
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Understands business metrics and drivers for multiple levels of customer management and appropriately tailors’ communications to demonstrate value.
Industry acumen.
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Extensive level of industry acumen; keeps current with trends and able to converse with client on issues and challenges at multiple levels of customer management.
Solution selling.
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Demonstrates strong communications skills with customer management, as well as C-level executives.
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Leverages deep understanding of the competition – both positioning strategy and technology – to create a competitive advantage for company.
Impact/Scope
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Contributions have major impact across company regions and BU's, and strong impact on the company’s business.
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Analyzes and contributes to the presales direction for major areas of a BU.
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Breadth of influence goes across multiple organizations within the Business and is sought, valued and used.
Complexity
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Successfully operates in many complex technical disciplines and areas across the company portfolio.
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Proposes and/or delivers Presales consulting work affecting multiple Regions or BU's.
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Demonstrated skills to manage a portfolio of projects or a program and to supervise other presales consultants on large multi- function, multi-vendor projects.
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Leads large, cross-Region presales projects that affect the company’s long-term goals and objectives.
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Regularly engages in projects with high risk.
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Competent to support a customer’s global program including the cultural variations experienced across diverse organizations as needed consultants on large multi- function, multi-vendor projects.
Health & Wellbeing
We 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 Development
We 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.
Unconditional Inclusion
We are unconditionally inclusive in the way we work and celebrate individual uniqueness. We know varied 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.
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Job:
Sales
Job Level:
TCP_04
HPE is an Equal Employment Opportunity/ Veterans/Disabled/LGBT employer. We do not discriminate on the basis of race, gender, or any other protected category, and all decisions we make are made on the basis of qualifications, merit, and business need. Our goal is to be one global team that is representative of our customers, in an inclusive environment where we can continue to innovate and grow together. Please click here: Equal Employment Opportunity.
In accordance with applicable Mexican laws and our commitment to non-discrimination, HPE strictly prohibits requiring medical certificates related to pregnancy status or HIV as conditions for employment, continued service, or promotion.
Hewlett Packard Enterprise is EEO Protected Veteran/ Individual with Disabilities.
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