Job Description:
GreenLake Management Services Solution Architect (SA).
As a Pre-sales Solution Strategist for Greenlake Management Services, you will work on the creation of new deals with HPE’s Sales and Pre-Sales teams, representing the GMS solution. You will: Lead / Participate in customer calls/communications up to the C-Level and assist with presentation development; Help uncover challenges experienced as well as outcomes needed for their businesses; and Create outcome-driven GMS solutions designed to meet those needs.
As an expert for GMS, and the Greenlake/Pointnext solution portfolios overall, you will also be called upon to assist with developing winning solution sets with their internal Subject Matter Experts (SME), helping continually improve and grow our GMS product offering.
Responsibilities –
Act as Subject Matter Expert and lead point of contact for GMS new deals
Work cross-functionally / organizationally to develop solutions, pricing, offerings, etc.
Drive new deals from proposal to win, which will include but is not limited to:
End to End Deal Development.
Assists the account team with Request of Quotation (RFQs), Request for Information (RFIs), and Request for Proposals (RFPs) review, analysis, consulting, and response.
RACI (Responsible/Accountable/Consult/Inform) development
Statement of Work development/Writing
New offering Ad-Hoc development
Customer Meetings and Presentations (occasionally Face-2-Face)
Cost model development
Managed Services scope development
Managed Services decision-maker or liaison to Managed Services decision-makers for deal approvals, escalations, and exceptions.
Conduct negotiations for and with sales representatives during the sales cycle.
Assist with client relationship, confidence, and trust-building
Cultivate and strengthen relationships both within the GMS Business as well as to the broader Sales, pre-sales, portfolio, category management, delivery businesses, and their decision-makers.
Build and maintain expert working knowledge of GMS products and services from knowing what we sell to how we deliver.
Confidently own the knowledge transfer between sales, pre-sales, delivery, and our customers.
Participate and lead GMS Business development identifying emerging solution areas and strategic business opportunities for New Services Introduction/New Product Introduction and investment consideration
Track data and project status within Salesforce.
Qualifications:
Bachelor’s (or higher) degree from an accredited, 4-year college or university, or equivalent experience
8+ years of progressive experience in managed services solutions, pre-sales, strategy, delivery, or functional equivalent
Proven ease of communication with C-levels and decision-makers.
Ability to identify opportunities through knowledge of pain points and relative solutions.
Strong technical and functional understanding of Greenlake Management Services, Greenlake, and/or Pointnext.
Background in solutions architecture applicable.
Core, Edge, and Cloud IT Knowledge of industry technologies (standard, leading, emerging) technologies a plus. (Such as backup and storage solutions, computer to hyper-converged, Virtual Desktop Integration, Virtualization, Application development, containers, web services, DevOps, virtualization, public/private cloud, and more.)
Knowledge of end-to-end sales process and proven success in closing multi-million-dollar deals.
Understanding of pricing models, costs and margins, program structures of Greenlake Management Services and Pointnext.
Experience with solution-selling methodologies and technical training.
Motivation to meet demand in a high-growth market and capitalize on expanding opportunities.
Ability to quickly understand a customer’s business needs and present a solution to meet their goals.
Excellent interpersonal and relationship-building sales skills, with a strong commitment to serving customers’ best interests with quality delivery.
Excellent communication and presentation skills
What we can offer you:
Extensive benefits, a competitive salary and participation in the shared values and purpose that make Hewlett Packard Enterprise one of the world´s most attractive employers! At HPE, our goal is to provide equal opportunities, flexible work-life balance, and constantly evolving career growth.
If you are looking for challenges in an exciting, supportive and international work environment, then we definitely want to hear from you. Continue the conversation by clicking apply now below, or directly via our Careers Portal at www.hpe.com/careers.
Join us and make your mark!
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HPE is an Equal Employment Opportunity/ Veterans/Disabled/LGBT and Affirmative Action employer. We are committed to diversity and building a team that represents a variety of backgrounds, perspectives, and skills. We do not discriminate and all decisions we make are made on the basis of qualifications, merit, and business need. Our goal is to be one global diverse team that is representative of our customers, in an inclusive environment where we can continue to innovate and grow together.
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Job:
Services
Job Level:
Master
Hewlett Packard Enterprise is EEO F/M/Protected Veteran/ Individual with Disabilities.
HPE will comply with all applicable laws related to the use of arrest and conviction records, including the San Francisco Fair Chance Ordinance and similar laws and will consider for employment qualified applicants with criminal histories.