Presales Consulting Manager

Hewlett Packard Enterprise

1d • Remote

About The Position

Hewlett Packard Enterprise is the global edge-to-cloud company advancing the way people live and work. They help companies connect, protect, analyze, and act on their data and applications wherever they live, from edge to cloud, to turn insights into outcomes. The culture values new ways to accelerate what’s next, varied backgrounds, work-life flexibility, bold moves, and being a force for good. The Presales Consulting Manager applies advanced subject matter knowledge to manage staff activities in solving common and complex business/technical issues within established policies. This role manages exempt individual contributors and/or supervisors, with accountability for major program results in terms of cost, direction, and people management. The manager provides guidance on process improvements, recommends changes aligned with business strategy, and plans, manages, and monitors operational/tactical activities. They recruit and support the development of direct staff members. Specifically for Presales Consulting, the manager leads a group of presales professionals (Technical Consultant, Technical Client Consultant, and Enterprise Architects), setting direction, managing deliverables, and achieving revenue and expense objectives. They resolve customer problems, contribute to customer satisfaction, and represent their area to sales and company management. They also build strategic executive relationships with clients and internal/external partners to develop best-in-class solutions, and manage performance and talent development within the organization. This role typically reports to an MG2 or Director, manages activities within a single country or sub-region, and typically has between 8 and 15 direct reports.

Requirements

• University or Bachelor's degree.
• Typically 10+ years experience in pre-sales sales.
• Directly related management experience and work results including success in supporting the achievement of progressively higher quota or other sales related goals.
• Demonstrated level of project management skills.
• Additional specialized knowledge in breadth and/or depth
• Business Management Forecast/Budget Control Operations.
• Building/ Improvement.
• Resource Brokering/ Allocation.
• Management of business processes.
• Business Development Strategic Account Support.
• Negotiation skills within the company.
• Consultative Selling Presentation and communication skills.
• Ability to develop strong customer relationships.
• Consultative, solution selling and business development skills.
• Workforce Planning & Development Workforce Planning.
• Career Planning & Development.
• Workforce Management Coaching & Supervision.
• Timely management of low performers.
• Skill Development/ Enhancement.
• Performance Management

Nice To Haves

• Storage Experience in Manager/Leadership positions strongly preferred

Responsibilities

• Manages a group of Presales resources to provide account support or shared resource support.
• Creates presales utilization plans that reflect the requirements and opportunities within area of control.
• Actively collaborates with peers to address regional presales coverage gaps and leverage technical expertise where warranted to win opportunities for the company.
• Assists in planning sales strategy; collaborates within the company and with the field to prioritize, facilitate and direct the use of resources; works with Sales managers to assess sales pipelines in area of control to ensure appropriate and timely utilization of presales support.
• 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.
• Understands business, financial and legal concepts to develop meaningful business recommendations.
• 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.
• Models effective selling skills; motivates and supports presales teams; demonstrates a high level of support in the pursuit and closing of deals.
• Nurtures and advances the talent required to maintain company presales force excellence within area of control; 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.
• Understands the overall company/BU strategic direction and portfolio, and can assist sales teams in customizing solutions based on client needs.
• Strategizes with and coaches their team on how to apply consultative-selling techniques to advance sales opportunities; demonstrates client-sensitive practices within the account(s) and internal gate-keeping within the company to support building strategic trusted advisor status.
• 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.

Benefits

• Comprehensive suite of benefits that supports physical, financial and emotional wellbeing.
• Investment in your career and specific programs for personal and professional development.
• Unconditional inclusion, valuing varied backgrounds, and flexibility to manage work and personal needs.

What This Job Offers

• Job Type: Full-time
• Career Level: Manager