TS Consulting Presales Consultant

Hewlett Packard Enterprise creates new possibilities for technology to have a meaningful impact on people, businesses, governments and society. HPE brings together a portfolio that spans 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.

Learning does not only happen through training. Relationships are among the most powerful ways for people to learn and grow, and this is part of our HPE culture. In addition to working alongside talented colleagues, you will have many opportunities to learn through coaching and stretch assignment opportunities. You’ll be guided by feedback and support to accelerate your learning and maximize your knowledge. We also have a “reverse mentoring” program which allows us to share our knowledge and strengths across our multi-generation workforce.

HPE Technology Services (TS) guides customers to the New Style of IT by transforming and supporting infrastructure that enables optimal business outcomes. Our vision is to be the undisputed leading provider of Enterprise Technology Services through our constant innovation and customers-for-life mindset. We advise our customers by helping align their IT strategy to business value. We transform their IT landscape and provide a safe journey for our customers on their way to the New Style of IT. We deliver agility and flexibility to our customers, while also ensuring security and stability, reducing risk and delivering unmatched value.

  • 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

Must Have

  • 10년 이상의SI 컨설팅 및 프로젝트 경험 및 presales 경험 보유
  • IT 아키텍처, netwok/mobile 및 플랫폼 비즈니스에 대한 명확한 이해 및 경험 보유 (Open Source 기반 환경의 플랫폼 컨설팅 경험자 우대)
  • 풍부한 프리젠테이션 역량 보유 와 다양한 대기업/중소 기업 고객과의 협상/커뮤니케이션 능력 보유
  • 오퍼링 개발 및 ROI/TCO 제시 역량 및 경험 보유
  • Will to Win, Customer Management, Business Development. Sense of Urgency and Responsibility

Education and Experience Required:

  • Technical University or Bachelor’s degree preferred
  • Typically 5-8 years 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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