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?
**_
Job Family Definition:_**
HPE GreenLake Cloud Services is driving rapid growth in consumption services and is seeking an Engagement Manager in GL presales to manage the entire deal engagement lifecycle.
It is a critical role that requires effective communication, Project Management principle skills deep knowledge of the business aspects of consumption solutions for a hybrid cloud solutions.
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 evelopment 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.
**_
**Responsibilities**:
- **
- Lead deal teams and represents the company to the customer for outsourcing deals up to $10m TCV.
- Responsible for assembling all required resources/skills to develop proposal, pursue and win large national outsourcing deals.
(PDs more than ELs)
- Coordinates all deal team efforts.
- 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 national medium size deals and assists with large complex 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, technology and process adoption.
**_
Education and Experience Required:
- **
- Typically 5 years in complex IT service business.
- University degree preferable.
- Demonstrate knowledge of corporate policies, processes, products, and markets.
**_
Knowledge and Skills:
- **
**Architecting**:
- Project Management
- Financial acumen
- Understanding of Scope of work and contracts
- Understands consumption models
**Business Acumen**:
- Identifies technical risks and challenges the customer should expect to encounter with the solution.
- Translate a customer RFP into a requirements document and prop