Head of Presales Hybrid Cloud Solutions Germany (f/m/d)

Head of Presales Hybrid Cloud Solutions Germany (f/m/d)

This role has been designed as ‘Hybrid’ with an expectation that you will work on average 2-3 days per week from an HPE office.

Job Description:

Manages a group of presales professionals in the Hybrid Cloud Solutions organization: Solution Architects (GreenLake and Managed Services), Deal Managers (Bid management, X-BU Deal Management and A&PS Engagement Management) and Pricing Management.

Responsible for setting the direction, managing the deliverables of the assigned group, and achieving order, revenue and margin objectives. Drives operational results of Hybrid Cloud Solutions Presales with focus on enhancing the e2e-bid experience. Resolves customer problems and contributes to customer satisfaction. Responsible for representing assigned area to all levels of sales and other company management. Where appropriate, seeks to build strategic executive relationships with external clients and internally within the company, and partners with internal and external resources to develop best-in-class solutions for customer. Manages the performance of individual contributors and the team overall and develops talent within the organization.

Priorities:

• Leadership
• Focus on orders and margins (balance)
• Ensure quality of complex and cross-BU offers. Quality means: Compelling, competitive, differentiating, complete, deliverable, predictable and stable revenue/margins
• Shift Left initiative: Increase quoting/SA efficiency to support presales aided pipeline development and transform the presales org accordingly
• Qualification of opportunities, prioritization of engagements according to company strategic KPIs
• Owns BOOST program for engagement decisions
• Manages Presales resources for complex opportunities across all BUs
• Interface with Post Sales organizations for clarity on handover of accountability after customer signature
• "Easy to work with" perception within the German HPE organization
• Creates impact engaging customers and partners at senior level
• Increases visibility of Hybrid Cloud offerings within the German market

Responsibilities:

• Managing the Business.
  • Establishes and drives the presales component of the company's business vision, strategy and direction.
  • Collaborates closely with Regional and WW peers along with BU and RBU leadership to assess business plans from a regional presales support perspective.
  • Defines the long term direction of regional presales, based on a solid understanding of the company's business direction and market objectives.
  • Drives and troubleshoots regional presales execution to ensure alignment of activities to priorities.
  • Collaborates effectively across organizational boundaries to ensure a positive "voice-from-the- field" presence in business decision making and product design.
• Global Resource Alignment
  • Actively collaborates with peers to address cross-regional presales coverage gaps and leverage technical expertise where warranted to win opportunities for the company.
  • Consults with RBU marketing, worldwide presales management and regional peers to ensure effective deployment of presales expertise. Critically reviews cross-regional or cross- area support requests and proposes coverage strategies that balance cost-efficiency with responsiveness to business needs.
  • Actively drives industry-leading practices for presales and the development of an efficient, responsive, highly motivated presales workforce; Defines and drives Regional presales strategies and standards to optimize performance
  • Tracks & manages rolling forecasts and budgets to ensure timely and accurate roll-ups.
  • Continuously assesses sales pipelines in area of control to ensure appropriate and timely utilization of presales support.
  • Leverages profound understanding of resource utilization costs to define and drive cost-optimized deployment models.
  • Actively supports the building of a strong account presence and executive relationships to advance the business partnering and account penetration goals of company sales.
  • Collaborates closely with BU marketing and product engineering to ensure the successful support of new products and technology launches.
• Leading and Managing Presales People
  • Actively monitors, identifies and addresses presales capability gaps within area-of-control; anticipates new skill requirements from changing industry or market indicators.
  • Personally develops employee performance to ensure individual and group excellence.
  • Nurtures and advances the talent required to maintain the company's sales force excellence within area-of control through salary planning, career planning, and succession planning.
• Selling as a Presales Manager
  • Focus on strategic direction - articulates the company's technology vision and direction directly to customers in support of key account sales or complex deals.
  • Demonstrates client-sensitive practices within the account(s) and internal gate-keeping within the company to support building strategic trusted advisor status.
  • Ensures alignment between the company's business strategies/capabilities and the customer's objectives.
  • Demonstrates comfort with IT and/or industry, solution, product, service knowledge -- easily integrates/applies these perspectives to solving business needs.
  • Actively builds executive relationships in key accounts to establish the company's technical credibility, understand the customer's business challenges, and advance the company's account presence or penetration.

Education and Experience Required:

• University or Bachelor's degree; advanced or Master's degree preferred.
• Achieved planned financial results within a business at a country level.
• Typically 12-15+ years experience in supporting and/or driving progressively complex business plans, including P&L management, at the country/Region level.
• Leadership track record

Knowledge and Skills:
In addition to core technical skills:

• Business Management
  • Strategic Planning/ Execution.
  • Forecast/Budget Control.
  • Operations Building/ Improvement.
  • Resource Brokering/ Allocation.
  • Management of complex processes.
• Business Development
  • Strategic Account Support.
  • Negotiation skills within the company and with C-level clients.
• Customer Support.
  • Presentation and communication skills.
  • Consultative, solution selling and business development skills.
  • Workforce Planning & Development.
    • Regional Workforce Planning
    • Career Planning & Development
• Workforce Management
  • Coaching & Supervision; timely management of low performers.
  • Strategic Skill Development/ Enhancement.
  • Performance Management
• Change Management
  • Develops methods for supporting innovation and change across the Region.
  • Drives global standards for resources, practices, and infrastructure down through organization.

We offer:

• Competitive salary and extensive benefits package (pension scheme, insurances, company car, bike and car leasing, and other fringe benefits)
• Work-life balance (flexible working time and hybrid workplace model, 30 vacation days, four HPE Wellness-Fridays, up to six months paid parental leave)
• Support for education, training, and career development
• Diverse and dynamic work environment

Part-time work or job-sharing is also applicable to this position.

HPE is:

• Ranked in the Top 3 in the Women's Career Index Germany in 2024 for the eleventh time
• Named Gold Champion in Pride Index Germany in 2023
• Ranked 9th on Fortune’s 2023 list of Best Workplaces in Technology
• Ranked 5th on Newsweek’s list of America’s Most Responsible Companies 2024
• Named a Best Place to Work for Disability Inclusion for the eighth year in row
• Recognized as one of the Best Companies for Multicultural Women by Seramount in 2023

Want to know more about it? Then let’s stay connected!

https://www.facebook.com/HPECareers

https://twitter.com/HPE_Careers

Accountability, Accountability, Active Learning (Inactive), Active Listening, Assertiveness, Bias, Building Rapport, Buyer Personas, Coaching, Complex Sales, Creativity, Critical Thinking, Cross-Functional Teamwork, Customer Experience Strategy, Customer Interactions, Design Thinking, Empathy, Financial Acumen, Follow-Through, Growth Mindset, Identifying Sales Opportunities, Industry Knowledge, Intellectual Curiosity (Inactive), Long Term Planning, Managing Ambiguity {+ 6 more}

Health & Wellbeing

We strive to provide our team members and their loved ones with a comprehensive suite of benefits that supports their physical, financial and emotional wellbeing.

Personal & Professional Development

We also invest in your career because the better you are, the better we all are. We have specific programs catered to helping you reach any career goals you have — whether you want to become a knowledge expert in your field or apply your skills to another division.

Diversity, Inclusion & Belonging

We are unconditionally inclusive in the way we work and celebrate individual uniqueness. We know diverse backgrounds are valued and succeed here. We have the flexibility to manage our work and personal needs. We make bold moves, together, and are a force for good.

#germany#sales

Job:

Sales

Job Level:

Manager_2

Hewlett Packard Enterprise is EEO F/M/Protected Veteran/ Individual with Disabilities.

HPE will comply with all applicable laws related to employer use of arrest and conviction records, including laws requiring employers to consider for employment qualified applicants with criminal histories.