OEM/IT Compute Pre-Sales

OEM/IT Compute Pre SaleThis role has been designed as ‘’Onsite’ with an expectation that you will primarily work from an HPE partner/customer office.

Job Description:

Job Family Definition:

Biz Dev Presale working closely with Major Account Managers, supporting them in Pursuit, building the technical / value side of the proposal for them, and in parallel performing independent hunting for new customers in Defence Industries, OEM/SaaS and High-Tech customers in general. Does not lead the deal alone, enables the EAM to close.

Management Level Definition:

Applies developed subject matter knowledge to solve common and complex business issues and recommends appropriate alternatives. Works on problems of diverse complexity and scope. May act as a team or project leader providing direction to team activities and facilitates information validation and team decision making process. Exercises independent judgment to identify and select a solution. Ability to handle most unique situations. May seek advice in order to make decisions on complex business issues.

Responsibilities:

• Depending on deal size, gets involved early to assist in opportunity qualification and risk assessment.
• Develops deal timeline, drives efficiencies, and ensures the Presales team meets deal milestones and deadlines.
• Develops deeper customer relationships.
• Proactively assists with managing all resource requirements throughout the deal pursuit.
• Responsible for assembling all required resources/skills to develop proposals and pursue and win national deals.
• Assists with leading the Presales team in developing and substantiating a winning value proposition that meets the customer's needs, including analyzing critical business drivers, risks, and financial perspectives.
• Assists with negotiations for medium-size, single- or multi-country deals, and assists with large complex deals.
• Helps transition deal leadership to permanently assigned management to ensure seamless process adoption and deal handover to delivery.
• Maintains excellent communication with customers. Communicates and qualifies HPE’s value proposition in the customer's language to elevate the conversation and understand their business needs.
• Advances opportunities and collaborates with account teams and other company organizations to develop and communicate key value propositions and negotiation points. Articulate propositions to customers that avoid ambiguity and minimize risk.
• Responsible for validating/endorsing the technical solution, business case, and financial and legal reviews, including agreement terms and conditions, and coordination of the deal governance for the deal. Works with delivery to ensure that solution design can be delivered appropriately.
• Assembles and orchestrates the resources needed to deliver a competitive proposal to the customer. Critically reviews proposals for accuracy, relevance, and the ability to generate customer enthusiasm.
• Collaborates with internal and external partners to successfully deliver an effective solution to the customer.
• Applies market intelligence and thought leadership to guide customer needs-based discussions, enhance proposed end-to-end solutions, and drive opportunities with a services component.

Supporting Major Account Managers:

• Ongoing support to Major EAMs - preparing Value Proposition, building technical presentations, PoC, preparing RFP, orchestrating Presales, preparing Business Case.
• Works as a Force Multiplier for the EAM, not as a competing deal manager.

Hunting New Customers:

• Cold hunting for new customers in Defence Industries, OEM/SaaS and High-Tech customers in general - identifying new programs, opening doors with R&D / Engineering / IT, building pipeline from zero and handing it to the Major EAM.
• Not only Pursuit of an existing opportunity - but creating a new opportunity.

Education and Experience Required:

• Bachelor’s degree in a related area of study required, Engineering / Technology degree - advantage. Master’s degree - not required.
• 3-5 years’ experience in Presale / Biz Dev / Technology Sales.
• Experience working with Defence Industries or OEM - significant advantage, not mandatory.
• Hebrew native, English fluent. Active security clearance - advantage. Russian - advantage.
• PM or industry certifications - preferred only, not required.

Knowledge and Skills:

• Biz Dev + Presale: Ability to build technical-business Value Proposition, Whiteboarding, Technical Storytelling, PoC.

• Hunting Skills: Cold Outreach, opening doors, field work.

• Well-developed breadth of solution and technology acumen to understand the company portfolio of offerings.

• Well-developed depth in project management (business processes, organizational network, facilitation) and commercial skills in managing engagements.

• Well-developed awareness of the fundamentals of the as-a-service (aaS) business model, business value, and outcomes, including each business unit role in driving aaS strategic goals.

• Well-developed ability to translate aaS and business acumen into creating differentiated value.

• Well-developed awareness of aaS business model variations.

• Well-developed knowledge of up-to-date emerging technologies aligned to the company’s strategic direction.

• Well-developed written and verbal communication skills, including active listening and storytelling, and the ability to communicate in English and applicable local languages.

• Demonstrates well-developed resource management skills, including how and when to engage SMEs/specialists effectively.

• Well-developed business and financial acumen, understanding the functional responsibilities of various customer business roles.

• Knowledge and experienced-based industry certifications are strongly preferred. Project management methodologies and certifications are helpful but not required.

• Demonstrates well-developed consultative/value selling techniques, including active listening, framing, whiteboarding, storytelling, etc.

Impact / Scope:

Supports 2-3 Major Account Managers in Defence Industries, OEM/SaaS and High-Tech customers in general, and in parallel performs independent hunting.

Success in 12 Months

Success in 12 months = Closed support for 3-5 deals of Major EAMs + Opening 5-8 new customers / programs in Defence Industries, OEM/SaaS and High-Tech customers in general and transferring them to pipeline.

Accessibility

HPE is committed to creating an inclusive and accessible workplace and encourages applications from all qualified individuals, including those with disabilities. If you believe you require accommodation during any stage of the application or interview process, please submit your request by completing our secure form linked here.

Note: This option is reserved for applicants needing assistance/reasonable accommodation related to a disability.

What We Can Offer You:

Health & Wellbeing

We strive to provide our team members and their loved ones with a comprehensive suite of benefits that supports their physical, financial and emotional wellbeing.

Personal & Professional Development

We also invest in your career because the better you are, the better we all are. We have specific programs catered to helping you reach any career goals you have — whether you want to become a knowledge expert in your field or apply your skills to another division.

Unconditional Inclusion

Accessibility

HPE is committed to creating an inclusive and accessible workplace and encourages applications from all qualified individuals, including those with disabilities. If you believe you require accommodation during any stage of the application or interview process, please submit your request by completing our secure form linked here.

Note: This option is reserved for applicants needing assistance/reasonable accommodation related to a disability.

Health & Wellbeing

We strive to provide our team members and their loved ones with a comprehensive suite of benefits that supports their physical, financial and emotional wellbeing.

Personal & Professional Development

We also invest in your career because the better you are, the better we all are. We have specific programs catered to helping you reach any career goals you have — whether you want to become a knowledge expert in your field or apply your skills to another division.

Unconditional Inclusion

We are unconditionally inclusive in the way we work and celebrate individual uniqueness. We know varied backgrounds are valued and succeed here. We have the flexibility to manage our work and personal needs. We make bold moves, together, and are a force for good.

Job:

Sales

Job Level:

Specialist

Hewlett Packard Enterprise is EEO Protected Veteran/ Individual with Disabilities.

HPE will comply with all applicable laws related to employer use of arrest and conviction records, including laws requiring employers to consider for employment qualified applicants with criminal histories.

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