Presales Consultants - Data Center Technologies

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

Job Description:

Job Family Definition:

Responsible for providing technical support and/or leadership in the creation and delivery of technology solutions designed to meet a customer’s business needs. Creates and maintains effective customer relationships to secure customer satisfaction. Provides the deepest level of product- and technology-specific expertise available to customers from anyone in the sales organization in deal pursuit situations. Aligned to specific products or product-lines.

The Consulting Systems Engineer is also a subject matter expert in their area of specialization (i.e., Mobility, Security, Branch, etc), responsible for consulting customers on end to end technical designs to meet their business need.

These jobs focus on selling to customers, typically through work that occurs outside HPE offices.

Management Level Definition:

Contributions impact technical components of HPE products, solutions, or services regularly and sustainable. Applies advanced subject matter knowledge to solve complex business issues and is regarded as a subject matter expert. Provides expertise and partnership to functional and technical project teams and may participate in cross-functional initiatives. Exercises significant independent judgment to determine best method for achieving objectives. May provide team leadership and mentoring to others.

Key Responsibilities:

• Closely liaise with the account teams in both Enterprise and Service Provider verticals in order to develop and define a set of Data Center solutions applicable to the APJ market

• Develop close peer relationship with the Data Center PLM team and be able to articulate key requirements for APJ to both PLM and engineering on a regular or as needed basis

• Regularly review accounts across the APJ and identify potential DC opportunities and No Bid situations

• Drive customer executive engagement and customer relationship building via leveraging an architecture approach and positioning solutions that offer significant business value

• Ability to articulate the business value and benefits to the Customer of the various technology choices to ensure strong linkages between business objectives and proposed solutions

• Ability to think ‘outside the box’ and adapt technology to solve customer’s problems

• Develop technical architectures for the Customer and the incubation and development of new opportunities based on these architectures

• Frequent engagement with the Customer technical leaders to understand their business priorities and influence their Data Center and network architecture decisions to align both with their business goals and with HPE Networking’s account strategy

• Collaborate extensively with theatre Technical Solutions Architecture (TSA) DC team to encourage sharing of insights, experiences and documentation on customer success and failures

• Undertake demonstrations and Proof-of-Concepts (POCs) of new technologies and solutions to strategic customers with support from other teams within APJ theatre and/or WW TSA teams

• Assist account teams in responding to RFP’s and RFI’s, especially those related to new DC technologies and solutions

• Interface constructively within the account teams and other teams such as professional services, marketing, partner organisations to deliver relevant solutions to the customer

Knowledge:

• As an expert across a broad range of Data Center technologies, uses professional concepts in developing resolution to critical issues and broad design matters

• Plays a leading role internally, and in DC networking and other related industry markets by influencing and defining specific technical or business issues

• Knowledge of technology industry and emerging technologies (systems that are new to the organization as well as those that are new to the industry)

• Knowledge of concepts, philosophies and tools behind the design of applications, information and underlying HPE Networking products and solutions

• Senior customer focused technical sales professional with intimate knowledge of Tier 1 IT business drivers and networking environments

Job Complexity:

• Works on issues that impact design/selling success or address future concepts, products or technologies

• Influences public opinion toward the business and the industry through serving as an external spokesperson for the organization

• Works closely with APJ TSA DC team to deliver optimum solutions across the theatre

• Interfaces with the Customer technical teams to assess major business operations and translates requirements into solutions that create business value for them

• Focuses on innovative, cutting-edge technology trends

• Provides technical leadership and develops the Account Sales Engineering team to provide direction to customers in the DC space, as well as internal staff in the development of their own capabilities in this area

• To ensure HPE Networking success, must be able to work constructively with Sales and technical leadership and their respective customer account teams which is a diverse group consisting of Sales, Systems Engineering and Services functions

Supervision:

Exercises wide latitude in determining objectives and approaches to critical assignments. Reports to the APJ TSA Manager.

Experience:

• 8+ Years’ pre-sales experience in IP networking with a recommended 4 years’ experience in DC/Automation

• Significant experience working with large scale Service Provider and/or Enterprise customers as a senior technical advisor or consultant

• Demonstratable Service Provider network and/or Enterprise infrastructure knowledge

• Experience designing overlay networks utilising protocols like EVPN/VXLAN

• Experience migrating legacy customer networks to IP fabrics and/or overlay networks

• Deep and demonstrable technical understanding of Server and container virtualization functionality and solutions including VMware VCenter, Docker, Kubernetes (OpenShift) and OpenStack

• Deep and demonstrable technical understanding of Cloud Provider solutions (e.g. AWS, AZURE, GCP)

• High level of competence in SDN, NFV and related orchestration applications

• Demonstratable knowledge of VMware NSX-T

• Familiarity with various fabric management solutions, and other automation systems and their application in the customer environment

• Working knowledge of technologies such as Netconf, YANG, REST and so forth. High level of competence in more than one of the following languages Go, Python, XML, YAML, Java, C, Rust, Ruby or Perl.

• Demonstratable understanding of EVPN, VXLAN, BGP

• Deep and demonstratable understanding of telemetry including In-band telemetry

• Understanding of machine learning concepts

• A willingness to learn new solutions and product sets and then be able to incorporate them into HPE Networking’s solutions and educate the team on those solutions

• Engineering Degree or equivalent desirable

• Fluent in English and Mandarin

• This position is at the “Experienced” career stage within the HPE Networking career framework

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}

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.

#singapore, #taiwan #networking

Job:

Sales

Job Level:

TCP_04

Hewlett Packard Enterprise is EEO Protected Veteran/ Individual with Disabilities.

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.

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Please note that 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.