Software Practice Lead

Hewlett Packard Enterprise is an industry leading Technology Company that enables customers to go further, faster. With the industry’s most comprehensive portfolio, spanning the cloud to the data center to workplace applications, our technology and services help customers around the world make IT more efficient, more productive and more secure.

At Hewlett Packard Enterprise, we don’t just believe in the power of technology, we believe in the power of people when technology works for you. We believe in applying new thinking and ideas to improve the way our customers live and work.

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.

We are currently looking for a Practice Lead for our SW team:

ADM Practice Lead

The HPE Software Team is looking for an experienced ADM practitioner in the area of Application Delivery Management (ADM). This is a regional role covering Asia Pacific including Japan and will involve regular travel. You will work with customers and in-country presales, sales and services teams to develop and sell ADM solutions based around the Applications portfolio within the ITM (Information Technology Management).

ADM Practice lead is expected to:

  • Be the regional go-to person and practice leader for the ADM solutions
  • Enable local presales and improve their ability to sell, demo and architect ADM solutions
  • Assist local teams in conducting and winning technical evaluation activities, including getting hands on with custom demos and POCs
  • Identifies related needs (lead generation, opportunity expansion), areas that require attention and probable competition and evaluates relative HPE strengths
  • Support key partner and alliance relationships and particularly the SAP resell business

Other Key Responsibilities of this role include:

  • Practice Leadership
  • Actively leads the ADM Virtual Community, planning and hosting meetings
  • Actively participates in discussion forums
  • Represents APJ on Worldwide forums and meetings such as the Demo Advisory Board and Field Enablement
  • Delivers training and enablement, including new hire onboarding and sales kickoff
  • Supports the planning and execution of marketing events such as customer forums
  • Technical Leadership
  • Maintains and develops technical knowledge and skills
  • Anticipates and plans for competitive threats
  • Plans appropriate technical evaluation activities which make effective use of time and differentiate HPE’s solutions
  • Troubleshoots and resolves technical problems, using personal experience and resources such as forums, customer support and internal contacts
  • Builds relationships with the Product Management, Product Marketing and R&D teams
  • Solution Planning and Design
  • Architects an appropriate technical solution to meet the customer’s requirements
  • Investigates and optimizes a solution’s fit to the requirements of an opportunity, both current and future
  • Identifies the growth path and scalability options of a solution and includes these in design activities
  • Works with the Professional Services team or HPE Partners to generate an implementation plan with timelines for the solution
  • Can anticipate some of the potential challenges for the proposed project plan
  • Client/customer relationship
  • Maintains excellent communications with customer IT & Line of Business (LOB) management
  • Represents HPE as technical IT expert with customers; shares knowledge in area of expertise and links to related technology areas
  • 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
  • Team collaboration
  • 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 participating in programs such as Virtual Communities
  • Understands the roles and affectively engages other teams and resources within HPE and partners
  • 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 an HPE Region and some Business Unit (BU)’s, and solid impact on Regional
  • HPE business
  • Analyzes and 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

Successful candidates will possess required education and experience:

  • MBA preferred
  • Technical University degree or Bachelor’s degree
  • Minimum 8 years’ experience in technical consultative selling
  • Technical and solution experience in Information Technology (IT) industry
  • Appropriate solution or career certifications
  • The motivation to embrace opportunities for upward career advancement at HPE Enterprise

Successful candidates will possess required knowledge and skills:

  • Demonstrates a broad knowledge of HPE’s technology & solutions, with deep expertise in area of specialization
  • Links HPE solutions with data business center needs to create customer business value
  • Applies broad understanding of technical innovations & trends to solving customer business problems
  • Establishes thought leadership in solution or technical specialty area with customers
  • Demonstrated ability to work as the lead for components of large complex projects
  • Has a high level understanding of the HPE Software product/services roadmaps
  • Has demonstrated hands-on level skills with some of the technology in their solution area
  • Creates solutions that creatively address customer value chain and business requirements
  • Persuasively communicates the value of the solution in terms of financial return and impact on customer business
  • Appropriately tailors communications to varying levels of customer management

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