Presales Manager for Enterprise Information Archiving

Manages 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 acumen – Continuously 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.

Coaching – 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 the company’s 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

Focus 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

Owns the Presales contribution to business results of assigned Sales organization(s)

Assists in the recruiting, training and development of Presales resources

Typically manages 6-11 presales resources

Education and ExperienceRequired:

University or Bachelor’sdegree

Typically 7 years of experience in sales

Directly related management experience and work results including success insupporting the achievement of progressively higher quota or other sales relatedgoals

Demonstrated level of project management skills

Additional specialized knowledge in breadth and/or depth

Knowledge and SkillsRequired:

Forecast/Budget Control

Operations Building/ Improvement

Resource Brokering/ Allocation

Management of business processes

Strategic Account Support

Negotiation skills within

Presentation andcommunication skills

Ability to develop strong customer relationships

Consultative, solution selling and business development skills

Workforce Planning

Career Planning & Development

Coaching & Supervision; timely management of low performers

Skill Development/ Enhancement

Performance Management

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