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.
Software-defined and Cloud Group (SDCG) has the mission of defining and developing the next generation of software-enabled Hybrid IT solutions to provide the simplest experience for our customers to consume and operate their business workloads and applications. Our team provides support to our portfolio which includes:
Integrated software-defined systems
Automation and orchestration management software to seamlessly align applications with the underlying infrastructure
HPE cloud capabilities that enable developers and data center operators to effortlessly build cloud applications in their Hybrid IT environments
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 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.
Lead deal teams and represents the company to the customer for consumption deals up to $10m
Responsible for assembling all required resources/skills to develop proposal, pursue and win
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 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.
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:
Understanding of Scope of work and contracts
Understands consumption models
Identifies technical 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.
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).
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.
Assists the project manager as necessary. For architectures of project scope may include the technical management of staff assigned to implementation team.
Participates in the Architect profession at the local level.
Collaborates effectively with the engagement manager, functional teams as needed to develop the proposal
Coaches and mentors aspiring architects.
Participates in defining the company unit's processes, standards, and policies.
Serves as a lead architect of small to medium projects.
Build and manage relationship at CIO and CIO Staff levels.
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.
• A competitive salary and extensive social benefits
• Diverse and dynamic work environment
• Work-life balance and support for career development
• An amazing life inside the element! Want to know more about it?