Hewlett Packard Enterprise Development LP
Sr Manager, Presales Consulting - Public Sector
Hewlett Packard Enterprise Development LP, Richmond, Virginia, United States, 23214
Sr Manager, Presales Consulting – Public Sector
Remote/Teleworker – primarily work from home.
Who We Are: 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. Our culture thrives on finding new and better ways to accelerate what’s next. We value varied backgrounds and encourage flexibility. 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.
Job Description Job Family Definition: Please view the sub-family description below the management level definition of the Workday job profile.
Management Level Definition: Applies expert subject matter knowledge to manage staff activities in solving most complex business/technical issues within established policies. Manages activities of exempt individual contributors and/or MG1s, with accountability for a large multi-department area or location with significant impact on business unit results and organizational strategy. Acts as key advisor to senior management on the development of overall policies and long-term goals of the organization. Plans, manages, and monitors high-end operational/tactical activities of Staff. Recruits and supports development of direct staff members. Typically reports to Director or above. Additional Guidance/Criteria: Manages and controls activities within a sub-region or region; typically manages 10 or more direct reports. Span of Control guidelines may differ from these numbers.
Presales Consulting: Manages a group of presales professionals in one or more of the Presales Functions (Technical Consultant, Technical Client Consultant, Enterprise Architects). Responsible for setting the direction, managing the deliverables of the assigned group, and achieving revenue and expense objectives. Resolves customer problems and contributes to customer satisfaction. Represents assigned area to all levels of sales and other company management. Builds strategic executive relationships with external clients and internally within company. Partners with internal and external resources to develop best-in-class solutions for customer. Manages of individual contributors and the team overall, and grows and develops talent within the organization.
Responsibilities
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 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 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. Understanding 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; 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; 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.
Knowledge and Skills
Business Management
Strategic Planning/ Execution.
Forecast/Budget Control.
Operations Building/ Improvement.
Resource Brokering/ Allocation.
Management of complex processes.
Business Development
Strategic Account Support.
Negotiation skills within the company and with C-level clients.
Consultative Selling
Presentation and communication skills.
Ability to develop strong executive level relationships.
Consultative, solution selling and business development skills.
Business case development skills.
Workforce Planning & Development
Workforce Planning.
Career Planning & Development.
Workforce Management
Coaching & Supervision; timely management of low performers.
Skill Development/ Enhancement.
Performance Management.
Change Management
Develops methods for supporting innovation and change across the organization.
Education and Experience Required
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.
Additional Skills
Accountability
Active Learning
Active Listening
Assertiveness
Bias
Building Rapport
Buyer Personas
Coaching
Complex Sales
Creativity
Critical Thinking
Cross-Functional Teamwork
Customer Experience Strategy
Customer Interactions
Design Thinking
Empathy
Financial Acumen
Follow-Through
Growth Mindset
Identifying Sales Opportunities
Industry Knowledge
Intellectual Curiosity
Long Term Planning
Managing Ambiguity
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 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.
Unconditional Inclusion We are unconditionally inclusive in the way we work and celebrate individual uniqueness. We value varied backgrounds and encourage flexibility. We make bold moves together and are a force for good.
Let's Stay Connected Follow @HPECareers on Instagram to see the latest on people, culture and tech at HPE.
Job Details Job: Sales
Job Level: Manager_2
Salary Annual Salary USD 175,000 - 411,500 in District of Columbia & Maryland & Virginia – United States of America. This range reflects the minimum to maximum combined base and target-level sales compensation that would be paid if the hire performs at 100% of their sales plan. Of that on-target pay amount, the mix of base salary and target-level sales compensation is 80%/20%.
Equal Employment Opportunity HPE is an Equal Employment Opportunity/ Veteran/Disabled/LGBT employer. We do not discriminate on the basis of race, gender, or any other protected category, and all decisions we make are made on the basis of qualifications, merit, and business need.
Hewlett Packard Enterprise is EEO Protected Veteran/ Individual with Disabilities.
Compliance 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.
No Fees Notice & Recruitment Fraud Disclaimer It has come to HPE’s attention that there has been an increase in recruitment fraud whereby scammers impersonate HPE or HPE-authorized recruiting agencies and offer fake employment opportunities to candidates. These scammers often seek to obtain personal information or money from candidates. Hewlett Packard Enterprise (HPE), its direct and indirect subsidiaries and affiliated companies, and its authorized recruitment agencies/vendors will never charge any candidate a registration fee, hiring fee, or any other fee in connection with its recruitment and hiring process. The credentials of any hiring agency that claims to be working with HPE for recruitment of talent should be verified by candidates, and candidates shall be solely responsible to conduct such verification. Any candidate/individual who relies on the erroneous representations made by fraudulent employment agencies does so at their own risk, and HPE disclaims liability for any damages or claims that may result from any such communication.
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Who We Are: 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. Our culture thrives on finding new and better ways to accelerate what’s next. We value varied backgrounds and encourage flexibility. 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.
Job Description Job Family Definition: Please view the sub-family description below the management level definition of the Workday job profile.
Management Level Definition: Applies expert subject matter knowledge to manage staff activities in solving most complex business/technical issues within established policies. Manages activities of exempt individual contributors and/or MG1s, with accountability for a large multi-department area or location with significant impact on business unit results and organizational strategy. Acts as key advisor to senior management on the development of overall policies and long-term goals of the organization. Plans, manages, and monitors high-end operational/tactical activities of Staff. Recruits and supports development of direct staff members. Typically reports to Director or above. Additional Guidance/Criteria: Manages and controls activities within a sub-region or region; typically manages 10 or more direct reports. Span of Control guidelines may differ from these numbers.
Presales Consulting: Manages a group of presales professionals in one or more of the Presales Functions (Technical Consultant, Technical Client Consultant, Enterprise Architects). Responsible for setting the direction, managing the deliverables of the assigned group, and achieving revenue and expense objectives. Resolves customer problems and contributes to customer satisfaction. Represents assigned area to all levels of sales and other company management. Builds strategic executive relationships with external clients and internally within company. Partners with internal and external resources to develop best-in-class solutions for customer. Manages of individual contributors and the team overall, and grows and develops talent within the organization.
Responsibilities
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 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 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. Understanding 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; 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; 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.
Knowledge and Skills
Business Management
Strategic Planning/ Execution.
Forecast/Budget Control.
Operations Building/ Improvement.
Resource Brokering/ Allocation.
Management of complex processes.
Business Development
Strategic Account Support.
Negotiation skills within the company and with C-level clients.
Consultative Selling
Presentation and communication skills.
Ability to develop strong executive level relationships.
Consultative, solution selling and business development skills.
Business case development skills.
Workforce Planning & Development
Workforce Planning.
Career Planning & Development.
Workforce Management
Coaching & Supervision; timely management of low performers.
Skill Development/ Enhancement.
Performance Management.
Change Management
Develops methods for supporting innovation and change across the organization.
Education and Experience Required
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.
Additional Skills
Accountability
Active Learning
Active Listening
Assertiveness
Bias
Building Rapport
Buyer Personas
Coaching
Complex Sales
Creativity
Critical Thinking
Cross-Functional Teamwork
Customer Experience Strategy
Customer Interactions
Design Thinking
Empathy
Financial Acumen
Follow-Through
Growth Mindset
Identifying Sales Opportunities
Industry Knowledge
Intellectual Curiosity
Long Term Planning
Managing Ambiguity
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 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.
Unconditional Inclusion We are unconditionally inclusive in the way we work and celebrate individual uniqueness. We value varied backgrounds and encourage flexibility. We make bold moves together and are a force for good.
Let's Stay Connected Follow @HPECareers on Instagram to see the latest on people, culture and tech at HPE.
Job Details Job: Sales
Job Level: Manager_2
Salary Annual Salary USD 175,000 - 411,500 in District of Columbia & Maryland & Virginia – United States of America. This range reflects the minimum to maximum combined base and target-level sales compensation that would be paid if the hire performs at 100% of their sales plan. Of that on-target pay amount, the mix of base salary and target-level sales compensation is 80%/20%.
Equal Employment Opportunity HPE is an Equal Employment Opportunity/ Veteran/Disabled/LGBT employer. We do not discriminate on the basis of race, gender, or any other protected category, and all decisions we make are made on the basis of qualifications, merit, and business need.
Hewlett Packard Enterprise is EEO Protected Veteran/ Individual with Disabilities.
Compliance 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.
No Fees Notice & Recruitment Fraud Disclaimer It has come to HPE’s attention that there has been an increase in recruitment fraud whereby scammers impersonate HPE or HPE-authorized recruiting agencies and offer fake employment opportunities to candidates. These scammers often seek to obtain personal information or money from candidates. Hewlett Packard Enterprise (HPE), its direct and indirect subsidiaries and affiliated companies, and its authorized recruitment agencies/vendors will never charge any candidate a registration fee, hiring fee, or any other fee in connection with its recruitment and hiring process. The credentials of any hiring agency that claims to be working with HPE for recruitment of talent should be verified by candidates, and candidates shall be solely responsible to conduct such verification. Any candidate/individual who relies on the erroneous representations made by fraudulent employment agencies does so at their own risk, and HPE disclaims liability for any damages or claims that may result from any such communication.
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