At Hewlett Packard Enterprise, we bring together the brightest minds to create breakthrough technology solutions that advance the way people live and work.
What sets us apart? Our people and our relentless dedication to helping our customers make their mark on the world.
We are a team of doers, dreamers and visionaries; inspired by our purpose and driven by our strategy. We live by our three values : partner, innovate and act.
Our legacy inspires us as we forge ahead, always pushing to discover what’s next. Every day is a new opportunity to advance and grow ourselves, our company and the industry.
Some people call it an obsession, we call it a way of life.
What you need to know about the job
Hewlett Packard Enterprise advances the way people live and work. We bring together the brightest minds to create breakthrough technology solutions, helping our customers make their mark on the world.
We’re solving the world’s most complex challenges, and our people are at the forefront of progress. In a Sales role at HPE, you’ll play a part in building the future one big idea at a time.
You’ll be selling HPE products, services, software, or solutions to customers, both directly and indirectly. Working at HPE, you’ll have the resources to develop your talent and creativity.
Are you ready to unleash your potential?
As a presales engagement manager, depending on the size of the deal or account, the Engagement Manager will play a variety of leadership roles in the Pursuit lifecycle.
On smaller deals the Engagement Manager will lead the solution development effort, manage negotiations with the customer & the customer’s advisors, define contract terms & conditions and manage the internal company deal governance process to secure final approval for the deal.
On larger deals the Engagement Manager takes over from the Business Developer (or Client Manager in the case of new business from existing account) to lead a team of Presales experts who assess client needs, fashion a solution, price a contract, secure internal company approvals and finally client agreement.
The role normally ends when the deal is won and can be seamlessly turned over to Delivery Transition and Client Management.
The Engagement job family ranges from being accountable for specific components of the Pursuit lifecycle to full accountability for the complete Life cycle.
Its scope ranges from small deals / contract re-negotiations in a single country with a local company to large, complex, global deals with Fortune 100 clients.
The foundation competency is program / project management coupled with contract negotiation & client relationship skills.
The role assists Business Development in the qualification, risk assessment of potential opportunities. The Engagement Manager is accountable for assembling a team of expert resources to pursue the opportunity to successful win.
The role conducts negotiations at high level of the customer organization, on such complex outsourcing issues like business case development, asset acquisition, human resource transfer and financial topics.
It manages the engagement plan development & proposal-writing process and relationships with client 3rd party consultants who influence the industry and the client.
The Individual Contributor part of the Engagement Family provides specialized support services to the overall Engagement.
Those services can impact one or several of the typical Engagement lifecycle components such as Proposal development / response, solution and pricing coordination, general project mgmt.
of the various Deal Project Plan elements, bid assurance / risk assessment, contract statement of work, and Transition plan initiation.
How you'll make your mark :
Lead deal teams and represents the company to the customer for outsourcing deals up to $500m TCV.
Responsible for assembling all required resources / skills to develop proposal, pursue and win large international outsourcing deals.
Coordinates all deal team efforts with sponsorship of MS Engagement Director.
Assists in opportunity qualification and risk assessment.
Responsible for validating / endorsing the technical solution for the deal. Works with delivery to assure that solution design can be property delivered.
Develops deal timeline and ensures that pursuit team meets deal milestones and deadlines.
Leads pursuit team in developing and substantiating a winning value proposition that meets the needs of the customer, including analyzing critical business drivers and risks.
Leads negotiations for medium size, international deals and assists with large complex global deals.
Proactively manages all resource requirements throughout deal pursuit.
Helps in the transition of deal leadership to permanently assigned management to ensure seamless asset transfer, personnel transfer, and technology and process adoption.
About you :
Typically 7-10 years in complex IT service business environment.
Advanced University degree preferable.
Demonstrate business, technical, or functional knowledge at the mastery level, as well as administration or operations knowledge.
Demonstrate knowledge of at least one solution type (desktop, client / server, data center, Internet, etc.)
Some cross Business Unit expertise, but does not have all Business Unit credibility and knowledge.
Significant industry knowledge.
Business Acumen :
Identifies technical and business risks and challenges the customer should expect to encounter with the solution.
Translate a customer RFP into a requirements document and proposal.
Ability to apply business management and financial concepts and general aspects of business contracts. Use this knowledge to analyze business needs and develop meaningful technical recommendations.
Translate verbal requirements gathered in customer meetings into requirements documents, statements of work, and proposals.
Basic IT industry knowledge in specific areas.
Is aware of future technology or operational trends as they relate to and support customer technical requirements.
Demonstrates a basic knowledge across multiple technical or operational disciplines.
Is a master of at least one technical or operational discipline.
Able to design planning for accessibility, scalability, and availability.
Engagement Delivery :
Ability to write Statements of Work for small to medium size solutions for single technologies or operational areas.
Ability to apply program / project management methods and processes to define, plan, cost, resource, track and ensure the accomplishment of targeted goals for small to medium size projects.
Able to assist the project manager to develop detailed project plans and work breakdown structures.
Successfully works on project teams (individual success is defined by impact to the project).
Opportunity Pursuit :
Able to play a leadership role in business development activities for small to medium opportunities.
Lead in identifying, qualifying, and closing small to medium opportunities.
Develop and deliver sales presentations at CIO and IT management levels for small to medium opportunities (R).
Position the company offering against the competition.
Play key role in preparing proposals and bids for small to medium opportunities.
Participate in internal review and Solution Opportunity Approval and Review (SOAR) process.
Demonstrates good consultative, solution selling skills.
Build and manage relationship at CIO and CIO Staff level.
Has the ability to influence customers.
Ability to technically or operationally consider all sides of an issue within the contexts of time, breadth, and range of options.
Ability to systematically gather, assess and apply technical or operational and sales / marketing information for business decisions.
Ability to prepare clear, concise, and persuasive communications for multiple audiences, including demonstrating effective writing and presentation skills, listening actively, and projecting a trustable image.
Ability to articulate technical or operational problems or issues into understandable business terms.
Able to design and present high-impact messages to customer.
Able to use a wide variety of presentation tools to persuasively communicate complex messages to multiple audience levels.
Ability to use prepared and original materials to communicate with the customer. Communicates mostly tactical information and some strategic information.
Excellent speaking and writing skills.
Join us and make your mark!
We offer :
HPE is an Equal Employment Opportunity / Veterans / Disabled / LGBT and Affirmative Action employer. We are committed to diversity and building a team that represents a variety of backgrounds, perspectives, and skills.
We do not discriminate and all decisions we make are made on the basis of qualifications, merit, and business need. Our goal is to be one global diverse team that is representative of our customers, in an inclusive environment where we can continue to innovate and grow together.
Hewlett Packard Enterprise Values :
Partnership first : We believe in the power of collaboration - building long term relationships with our customers, our partners and each other
Bias for action : We never sit still - we take advantage of every opportunity
Innovators at heart : We are driven to innovate - creating both practical and breakthrough advancements
HPE is an EOE / Female / Minority / Individual with Disabilities /
At HPE our goal is to provide equal opportunities, work-life balance, and constantly evolving career opportunities.