Digital Presales Technology Consultant
Gathers and assesses customer needs, both business and technical;
Identifies related needs (lead generation, opportunity expansion).
Identifies site-specific parameters and constraints that impact the solution.
Identifies required project steps.
Identifies likely problem areas that require attention.
Identifies probable competition and product roll-out data/training needs.
Architects an appropriate technical solution to meet the customer’s requirements.
Investigates and optimizes a solution’s fit to the requirements of an opportunity.
Adapts solution design to new requirements.
Establishes the validity of a solution and its components.
Identifies the growth path and scalability options of a solution and includes these in design activities.
Generates an implementation plan with timelines for the solution.
Creates the appropriate test plan as required.
Anticipates some of the potential challenges for the proposed project plan.
Assesses likely competitive threats.
Assists with requests for expertise from peers.
Maintains excellent communications with customer management.
Represents company as technical expert with customers; shares knowledge in area of expertise.
Advances opportunities through the use of effective consultative selling techniques.
Builds customer loyalty through being a trusted advisor.
Partners effectively with others in the account to ensure problem resolution and customer satisfaction.
Communicates and articulates the details of their component roles in a proposed customer solution.
Actively supports the account team with solution advice, proposals, presentations, and other customer communications.
Transfers knowledge to Presales peers via contributing participation in education programs.
Identifies overlooked opportunities within the account.
Analyzes and provides support to deals in the pipeline where needed.
Facilitates smooth transition from sales to implementation by orienting the appropriate teams to the solution design.
Understands the roles and affectively engages other teams and resources within company and partners.
Contributions have strong impact with assigned territory or Regional BU, and some impact on regional company business.
Contributes to the presales direction for the Region or some areas of a BU.
Breadth of influence goes across multiple organizations within the Business and is sought, valued and used.
Education and Experience Required:
Technical University or Bachelor’s degree preferred
Typically 5-8 years of experience in technical selling and/or consultative selling
Experience in industry desired
Technical and/or solution experience in vertical industry preferred
Knowledge and Skills Required:
Demonstrates a solid knowledge of company’s breadth of solutions
Demonstrates deep technical capabilities in assigned area of specialization
Awareness in competitive solutions knowledge.
Understands data business center components and how IT is used to address business needs
Demonstrates current understanding of technical innovations & trends and their impact on solving customer business problems
Demonstrated ability to work as the lead for components of large complex projects
Has a high level understanding of the company product roadmaps for multiple BU’s
Has demonstrated hands-on level skills with some of the technology
Understands and applies basic financial and accounting concepts as well as capital investment concepts and applies them appropriately in positioning
Applies understanding of the customer’s value chain and business requirements when designing and proposing solutions
Communicates the value of the solution in terms of financial return and impact on customer business goals
Solid level of industry acumen; keeps current with trends and able to converse with client on issues and challenges
Demonstrates solid questioning techniques and related communications skills with customer managers
Demonstrates understanding of the competition as well as good positioning & strategy
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