Compute Presales Manager Job at Hewlett Packard Enterprise (Sydney)

Job Description

This role has been designed as 'Onsite' with an expectation that you will primarily work from an HPE office. Hewlett Packard Enterprise is the global edge-to-cloud company advancing the way people live and work. We help companies connect, protect, analyze, and act on their data and applications wherever they live, from edge to cloud, so they can turn insights into outcomes at the speed required to thrive in today's complex world. Our culture thrives on finding new and better ways to accelerate what's next. 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. If you are looking to stretch and grow your career our culture will embrace you. Open up opportunities with HPE.

Job Responsibility

Managing the Business
Directs overall Presales operations in assigned area of responsibilities
Resource management & Intra- Region support - Translates business goals into actionable presales utilization plans that reflect the requirements and opportunities within area of control
Proactively addresses regional presales coverage gaps and leverages presales technical expertise where warranted to win opportunities for the company
Partnering with Sales & acct. planning - actively engages in driving sales strategy
collaborates within the company and with the field to prioritize, facilitate and direct the use of resources
proactively assesses sales pipelines in area of control to ensure appropriate and timely utilization of presales support
Collaborates effectively across organizational boundaries to ensure a positive 'voice-from-the-field' presence in business decision making and product design
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
Exhibits authoritative business, financial and legal acumen to develop meaningful business recommendations
Understands what it takes to manage a business and uses these insights to gain better understanding of a client's/customer's needs and to position the value of the company's offers
Leading & Managing Presales People
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 - Applies understanding of team dynamics to work effectively in teams, achieve goals and successfully plan & execute activities
Effectively facilitates remote team collaboration
develops methods for supporting innovation and change across the organization
People development - Nurtures and advances the talent required to maintain company sales force excellence within area of control
anticipates new skill requirements from changing industry or market indicators
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
Selling as a Presales Manager
Focus on strategic direction - articulates the company's technology vision and direction directly to customers in support of key account sales or complex deals
Consultative selling - strategizes with and coaches their team on how to apply consultative-selling techniques to advance opportunities that result in ongoing profitable revenue growth for the company
Compellingly positions the company as the vendor of choice for strategic partnering for enterprise-wide IT solutions
Identifies the measurable value or impact of company offerings and clarifies for customers the key differentiators that distinguish the company's solutions from those offered by its competitors
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
Develops an accurate business need profile and demonstrates an understanding of related issues

Requirements

University or Bachelor's degree
advanced or Master's degree preferred
Typically 10-12+ years experience in sales
Directly related management experience and work results including success in managing the achievement of progressively higher quota or other sales related goals
Demonstrated results in managing resources to support complex, strategic sales and/or business objectives

What we offer

Health & Wellbeing
Personal & Professional Development
Unconditional Inclusion

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Compute Presales Manager

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