HP Pre-sales Consultant for Networking (390351)
HP Networking is the world's second largest LAN vendor and an industry leader bringing experienced innovation to the development of secure, mobile, converged networking solutions. HP Networking Business has a world-class, very successful sales team with offices located throughout the world.
HP is currently looking to extend its sales force with new talent. For this specific position we are looking to hire someone within our Enterprise Business. The Pre-Sales technical consultant will be part of the Enterprise Servers, Storage and Networking business.
Job Description:A Pre-sales Technical Consultant is responsible for all the technical aspects of a sale before the business has been closed. He/She must be able to demonstrate a high level of commercial awareness and technical competence in all aspects of the Enterprise Networking business sector, including VoIP.
Your role as a Pre-Sales Technical Consultant will be to:- Increase sales and conversion rate through technical deal qualification
- Ensure that the technical features & benefits and value proposition of HP Networking products and solutions are well understood and considered by customers, sales force and extended sales force in the channel at the appropriate stage in the sales engagement cycle.
Key Responsibilities:- Provide both strategic and day to day technical expertise and support for assigned accounts.
- Assist with tender and bid responses for assigned projects or accounts.
- Develop strong technical relationships at the highest levels within the account(s).
- Manage the timely, accurate and quality delivery of HP products and technical support to this strategic account as required to meet sales goals: customer meetings, presentations, demonstrations and tender responses.
- Work with Account Manager to identify, qualify, and develop opportunities within the account.
- Develop technical expertise within the account and become the customers ?trusted design authority?.
- Provide timely feedback to EMEA Technical Management to help drive customer-focused solutions.
- Drive HP's technical leadership and innovative networking solutions in strategic opportunities to meet sales and business objectives.
- Contribute to the development of account plans with the national sales team and leverage the account plans to further achieve business and revenue objectives.
- Focus on customer driven solutions.
- Participate to Marketing activities, providing technical pre-sales support when technical expertise is required.
- Responsible for achieving Partner Certification Targets in order to meet HP Networking and customer expectations.
- Validate and describe Specials request from technical point of view
- Provide technical assistance to press & analysts to ensure there is "apple to apple" configurations for best performance in Benchmarks & Testing
Priorities are:- Expand HP Networking's share in targeted partners through focus on technical expertise in solution selling
- Expand HP Networking's share in partner managed customer accounts displacing competitors
- Identify, recruit and develop partners able and willing to lead with HP Networking and penetrate accounts
Key Job Goals:- Establish "network" of technical contacts (priority 1: Resellers Priority 2: End-users)
- Increase level of face-to-face activities to help winning enterprise deals
- Increase the knowledge of our solutions in the country (e.g. end-user solutions seminars, NPI's, work with consultant companies etc)
- Update HP Networking employees in country on new HP Networking Solutions - technical as well as "how to sell"
- Educate resellers to be able to do SMIB presentations (e.g. make a SMIB workshop for technical contact network). If needed help them do the first SMIB seminar
- Make sure the hardware provided for TC's are being used for POC's and solutions presentations for end-users as well as for own development
- Grow the number of certified technical consultants and the level of their certifications. Help them to be better to sell our solutions
- Analyze number of potential TC's in the channel (e.g. how any TC's do our partners have in total and if available, how many are Microsoft certified, Cisco certified etc) Rate them on their technical and selling skills (work with the TC manager at the biggest HP Networking/potential HP Networking resellers - and work with our PAM's on this topic)
Qualifications and Experience:
- Bachelor's degree in business or Master's (graduate) degree in Business
- 5-10 years experience as a Network Consultant or Solutions Architect in a field sales organization some of this with a manufacturer.
- Knowledge of networking (LAN/WAN/Wireless/ IP communication)
- Sound knowledge of IT sales
- A self-motivated, go-and-get approach and the will to win
- Strong presentation, sales, negotiation and influencing skills
- An organized, team approach
- Willingness to travel at short notice.
- BS in Electrical Engineering (BSEE) or Computer Science (BSCS) or equivalent course work in data communications or comparable/equivalent experience.
- Relevant and current industry certifications are required.
The ideal candidate must demonstrate the ability to communicate effectively with the sales team, partners and end customers at all levels. He/she must demonstrate exceptional initiative and creativity in the development of technical solutions. The candidate must possess the ability to clearly and concisely present complex ideas and solution concepts to the customer.
Experience in one or more of the following areas:- End-user customer sales
- Partner sales
- Sales with customer visits
- Working with external partners to deliver solution sales
- Coordination or team leading with other sales professionals
- Project management role
Interested? Please apply online via our jobsite
www.hp.com/go/jobs using jobnumber 390351 or send your CV to
staffing.belgium@hp.com with reference 'Pre-Sales Technical Consultant for HP Networking'