Presales Consultant - Ip Networking, Routing And Automation

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 Enterprise, Service Provider and Cloud verticals in order to develop and define a set of Routing solutions applicable to the APJ market Develop close peer relationship with the Routing 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 Routing 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 Routing 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) Routing 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 Routing technologies and solutions Interface constructively with 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 Routing technologies, uses professional concepts in developing resolution to critical issues and broad design matters Knowledge of Routing networking and other related industry markets and emerging technologies (systems that are new to the organization as well as those that are new to the industry) Plays a leading role internally, and in Routing networking and other related industry markets by influencing and defining specific technical or business issues Senior customer focused technical sales professional with intimate knowledge of Service Provider and large Enterprise 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 Routing 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-edg…