HPE Channel Private Cloud AI Presales - India & GSI

Overview

Architect and present HPE Private Cloud AI solutions to support partners in meeting customers' business outcomes, combining HPE hardware, software, services and as-a-service offerings with third-party components.

What you'll do

• Demonstrate in-depth knowledge of one or more solution domains, HPE products, services and solutions, and the customer's technical and business environment.
• Develop compelling customer proposals, critically review them, and ensure customer business and technical requirements are met.
• Quantify the business problem, position business value, and identify strengths and weaknesses of the proposed solution.
• Translate outcome-based solutions into functional and technical designs and architectures that can scale to accommodate growth.
• Lead solution configurations and create demos and proofs-of-concept (POC) to meet customer requirements.
• Track leading-edge and emerging technologies and apply competitive intelligence in account support.
• Drive the Account Business Planning process and participate in deep-dive discussions with the account team.
• Produce in-depth comparative analysis of alternative approaches to meet solution requirements.
• Build the pipeline by identifying opportunities, nurture active deals to close, and participate in sales forecast meetings.
• Build strong professional relationships with customer key executives and help develop more junior team members.

What you'll need

• First-level university technical degree or equivalent technical qualifications.
• 8–12 years of technical experience in IT with a focus on technical consulting and solution selling.
• Advanced experience participating in and leading solution configurations and the creation of demos and proofs-of-concept (POC).
• Advanced understanding of the company portfolio of products, software, services and solution domains.
• Advanced ability to translate aaS and complete ecosystem, differentiated value, solutions and workloads, and understanding of aaS business model variations.
• Advanced written and verbal communication skills, including active listening, storytelling and communicating in English and applicable local languages.
• Advanced business and financial acumen, including TCO/ROI concepts and calculations, financial models, and typical CxO and line-of-business KPIs.
• Advanced consultative and value selling skills, including whiteboarding, objection handling and closing.
• Advanced knowledge of CRM systems and tools, and of partner offerings and go-to-market strategy.
• Hands-on experience with one or more products, solutions, tools or services aligned to the job responsibility.
• Ability to design a playbook for demonstrations and deliver live demonstrations or walk-throughs to customers, partners and stakeholders.
• Advanced project and time management, analytical and problem-solving skills.

Nice to have

• Advanced degree in technology.
• 1+ experience-based relevant industry certifications (very strongly preferred), and knowledge-based certifications.
• Enterprise architecture frameworks and project management methodologies and certifications (helpful, not required).

Details

• Location: Bengaluru, Karnātaka, India.
• Hybrid work: on average 2 days per week from an HPE office.
• Employment type and job level: Sales, TCP_04.