Presales Engineering Manager:

This role has been designed as ‘Hybrid’ with an expectation that you will work on average 2 days per week from an HPE office.

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, 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 Description:

Aruba is an HPE Company, and a leading provider of next-generation network access solutions for the mobile enterprise. Helping some the largest companies in the world modernize their networks to meet the demands of a digital future, Aruba is redefining the “Intelligent Edge” – and creating new customer experiences across intelligent spaces and digital workspaces. Join us redefine what’s next for you.

Job Family Definition:

Please view the sub-family description (e.g. for Sales Managers, Networking & Executives, Inside Sales, Presales Consulting, etc.) below the management level definition of the Workday job profile.

Management Level Definition:

Applies advanced subject matter knowledge to manage staff activities in solving common and complex business/technical issues within established policies. Manages exempt individual contributors and/or supervisors. Has accountability for results of a major program in terms of cost, direction and people management. Provides guidance on process improvements and recommends changes in alignment with business tactics and strategy for area of responsibility. Plans, manages and monitors operational/tactical activities of Staff. Staff members' work may involve strategic issues. Recruits and supports development of direct staff members. Typically reports to MG2 or Director.
Additional guidance/criteria: Manages and controls activities within a single country or a sub-region which is part of a larger geographical Region; Manages at least 4 employees and typically between 8 and 15 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, and 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. Responsible for representing assigned area to all levels of sales and other company management. Where appropriate, seeks to build strategic executive relationships with external clients and internally within company, and partners with internal and external resources to develop best-in-class solutions for customer. Manages the performance of individual contributors and the team overall, and grows and develops talent within the organization.

What you’ll do:

Responsibilities:

• Perform technical presentations for customers, partners, and potential prospects.
• Expert in few of the Networking Domains like AIOPS, Campus (Wireless/Wired) , SASE, Data Centre or Routing.
• Delivers customer workshops as appropriate for creating Value in the Sales Cycle.
• Partners effectively with others in the account to ensure problem resolution and customer satisfaction.
• Managing the Business Manages a group of Presales resources to provide account support or shared resource support.
• Resource management & Intra-Region 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.
• Partnering with Sales & acct. planning
• 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.
• 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.
• Understands business, financial and legal concepts to develop meaningful business recommendations.
• 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
• Models effective selling skills; motivates and supports presales teams; demonstrates a high level of support in the pursuit and closing of deals.
• People development
• 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.
• Selling as a Presales Manager Focuses on strategic direction- understands the overall company/BU strategic direction and portfolio, and can assist sales teams in customizing solutions based on client needs.
• Consultative selling - 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.
• 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.

What you need to bring:

Education and Experience Required:

• University or Bachelor's degree.
• Typically 12+ years experience in Pre- 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

Knowledge and Skills:

In addition to core technical skills:

• 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.

Additional Skills:

Accountability, 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 (Inactive), Long Term Planning, Managing Ambiguity {+ 6 more}

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 also 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 — whether you want to become a knowledge expert in your field or apply your skills to another division.

Unconditional Inclusion

We are unconditionally inclusive in the way we work and celebrate individual uniqueness. 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.

Let's Stay Connected:

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Job:

Sales

Job Level:

Manager_1

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