UK Storage Presales

Description

The role is hybrid, with an average of 2 days per week in a company office.

The company provides edge-to-cloud technology that helps organisations connect, protect and analyse their data and applications wherever they sit, so they can act on what they learn.

You will join the growing Data Solutions team, which supports the UK Commercial business for the company.

This is a customer-facing position in a quick-moving, high-volume part of the business, where you will work with account teams, specialists and partners to move deals forward and improve customer results.

The team looks for enthusiasm, initiative and a clear sense of ownership, and rewards people who can influence several stakeholders and make a visible difference.

Job category: Sales. Job level: TCP03. Location: United Kingdom. Tags: sales, storage.

Responsibilities

• Use a deep knowledge of the company's portfolio to present proposals that meet both the customer's business and technical needs.
• Spot key risks to those needs and set out the main value points for the rest of the account team.
• Feed in insight on the customer's IT trends, requirements, gaps and unmet needs.
• Turn the functional design of a solution into a technical architecture that can grow with the customer.
• Explain how the solution's value addresses the customer's business goals.
• Follow industry trends, new technologies and competitor activity, and apply what you learn to the customer's environment.
• Show customers how to migrate or integrate technologies into new or existing environments.
• Support conferences, industry events and social media with content, presentations, demos and booth work.
• Design and deliver solutions that fit the customer's business needs and technical setup.
• Take part in deep-dive sessions, explain the value, define differentiators and draft high-level designs.
• Balance cost, scope, scale and benefit to deliver the best value.
• Join the account's business planning.
• Work with HPE and partner account leaders to build value propositions, negotiation positions and overlooked opportunities, and lead complex solution design.
• Match the right partner to each opportunity and pass knowledge on to partners so the customer gets good results.
• Build the pipeline by finding enhancements, unmet needs, upsell and cross-sell chances within the account.
• Track the account pipeline and push live deals through to close.
• Attend sales forecast meetings and give feedback that speeds up the sales cycle.
• Record your work through the sales cycle in the required tools and share good practice with peers and partners.
• Build lasting working relationships with customer technical staff and senior executives, based on their ecosystem, business needs and the outcomes HPE can deliver.
• Share knowledge with colleagues and help develop junior team members.

Requirements

• A first-level technical university degree or equivalent technical qualifications. An advanced degree in technology is preferred.
• 4 to 8 years of IT experience in technical consulting and solution selling.
• Relevant industry certifications, whether knowledge-based or experience-based, are strongly preferred.
• Substantial experience building solution configurations, demos and proofs of concept that meet customer requirements.
• Solid understanding of the company's products, software and services, and how they combine to meet customer needs in particular sectors.
• Strong working knowledge of the as-a-service model, its business value, the wider ecosystem and the outcomes that support aaS goals in your area.
• Strong written and verbal communication, including active listening, storytelling, and the ability to communicate in English and any local languages needed, in person and online.
• Discussion and persuasion skills that support the company's position while respectfully questioning and challenging proposals.
• Sound business and financial judgement across the sales cycle, pipeline growth, reporting, influence and business strategy, with an understanding of the roles customers' business leaders play.
• Knowledge of the KPIs that matter to CxOs and line-of-business executives, plus TCO/ROI concepts, financial models and how customers make money.
• Consultative and value selling skills, including whiteboarding, handling objections and closing, to help customers make business decisions.
• Good command of company business tools, technical tools and CRM systems.
• Skill in managing resources, including knowing when and how to bring in subject matter experts.
• Hands-on experience with one or more products, solutions, tools or services relevant to the role.
• Ability to design a playbook for demonstrations or walkthroughs and to deliver them live to customers, partners and other stakeholders.
• Strong project and time management, analytical and problem-solving skills, and appropriate due diligence.
• Good knowledge of partner offerings and how to engage and work with partners effectively.
• Understanding of how the company's go-to-market strategy applies by region to partners, including which partner offerings to use for deals and when.
• Strong strategic and account planning skills, and expert use of business, technical and CRM tools.

Conditions

The role is hybrid, with an average of 2 days per week in a company office.

Based in the United Kingdom.

The company welcomes applications from qualified people of all backgrounds, including disabled candidates, and decisions are based on qualifications, merit and business need.

The company will comply with all applicable laws on the use of arrest and conviction records in hiring.

The company never asks candidates for fees or sensitive personal details through social media or chat, so verify any recruiter who contacts you through official channels.

Benefits

• Health and wellbeing support covering physical, financial and emotional wellbeing for team members and their families.
• Career development programmes, including routes to become a subject expert or to move into another division.
• A culture that values varied backgrounds and offers flexibility to balance work and personal needs.