Presales Consultant

Hewlett Packard Enterprise (HPE) creates new possibilities for technology to have a meaningful impact on people, businesses, governments and society. The world’s largest technology company and ranked 10 on the Fortune 500 list for 2012, HPE brings together a portfolio that spans printing, personal computing, software, services and IT infrastructure to serve more than 1 billion customers in over 170 countries on six continents. HPE invents, engineers, and delivers technology solutions that drive business value, create social value, and improve the lives of our clients. And at HPE, we know that our people and values are the most important elements in this success.

Today 96% of the FORTUNE 50 and Financial Times Global 50 run their IT infrastructure on HPE’s enterprise software. So do 94% of the world’s largest banks, 88% of the world’s largest retailers, and nearly 90% of the world’s largest electric and power companies. Every day, HPE software helps IT organizations perform better. As new technologies—such as mobility, virtualization, and cloud services—make the IT landscape more complex, we give IT leaders the insight and control they need to measure, improve, and communicate IT’s contribution to the business. Across every essential function and every lifecycle phase, we help IT align with business goals, manage hybrid IT environments, guard against security threats, mitigate risks, and comply with regulations.


  • Gathers and assesses customer needs, both business and technical;
  • Identifies related needs (lead generation, opportunity expansion)
  • Identifies site-specific and corporate parameters and constraints that impact the solution
  • Identifies required project steps
  • Identifies likely problem areas that require attention
  • Identifies information on competitors and product roll-out data/training needs and proactively positions company strengths as a relative value position in the account.
  • Architects an appropriate technical solution to meet the customer’s business requirements and account team strategy.
  • Investigates and optimizes a solution’s fit to the requirements of an opportunity, both current and future
  • Adapts solution design to new requirements
  • Establishes the validity of a solution and its components; creates proof of concept where required
  • 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
  • Create appropriate test plan as required
  • Identifies potential challenges for the proposed project plan
  • Optimizes a solution to maximize company competitive advantages
  • Actively identifies opportunities to assist peers globally in area of expertise (e.g., writing white-papers)
  • Maintains excellent communications with customer executive management and business executives globally
  • Represents company as technical expert with customers; shares knowledge in area of expertise and links to related technology areas
  • Delivers customer workshops as appropriate for further understanding of issues and buy-in to company’s proposal
  • Advances opportunities through the use of effective consultative selling techniques
  • Builds customer loyalty through continuous innovation, becoming a trusted advisor
  • Partners effectively with others in the account to ensure problem resolution and customer satisfaction
  • Effectively 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
  • Analyzes and provides support to deals in the pipeline where needed
  • Transfers knowledge to Presales peers via mentoring and playing leadership roles in peer education programs
  • Understands the roles and affectively directs other teams and resources within company and partners globally
  • Identifies overlooked opportunities suggested by technical expertise
  • Facilitates smooth transition from sales to implementation by orienting the appropriate teams to the solution design
  • Contributions have major impact across company Regions and BU’s, and strong impact on company’s business
  • Analyzes and contributes to the presales direction for major 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; advanced degree preferred
  • Typically 12 years experience in technical consultative selling and account management
  • Technical and solutions experience in appropriate industry
  • Experience in vertical industry preferred

Knowledge and Skills Required:

  • Demonstrates expert knowledge of company’s latest technology & solutions
  • Expert in competitive solutions knowledge.
  • Leverages company solutions to support customer IT strategic directions, creating extensive customer business value
  • Applies deep understanding of technical innovations & trends to solving customer business problems
  • Strong credibility with company’s business units and account teams based on history of solid results and contributions
  • Applies productivity-enhancing tools and processes Off-shoring, Resource Management
  • Establishes thought leadership in technical specialty area with customers
  • Demonstrated ability to work as the lead for large complex projects at a Regional or global level
  • Has a deep understanding of company’s product & service capability for multiple BU’s
  • Has demonstrated extensive hands-on level skills with a broad range of the technology
  • Demonstrates skilled use of financial and capital investment concepts in justifying solutions that create business value for the customer
  • Utilizes deep knowledge of customer value chain and business requirements to create and propose solutions
  • Persuasively communicates the value of the solution in terms of financial return and impact on customer business goals
  • Understands business metrics and drivers for multiple levels of customer management and appropriately tailors communications to demonstrate value
  • 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
  • Demonstrates strong communications skills with customer management, as well as C-level executives
  • Leverages deep understanding of the competition – both positioning strategy and technology – to create competitive advantage for company

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