Senior Manager, Presales Consulting – Enterprise
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Job Description
Leading presales for the Enterprise sector at Hewlett Packard Enterprise and managing a presales team. Engaging with senior executives and providing technical leadership in hybrid cloud architectures.
Responsibilities:
- Own end-to-end presales for the Enterprise business: Set the presales strategy, priorities and metrics required to win with enterprise customers
- Ensure consistent, high-quality technical engagement across all industry segments and geographies.
- Lead and grow the presales organization: Directly manage a team of presales team members who comprise of enterprise architects, and technical client consultants.
- Be a player-coach: balance hands-on delivery on complex, high‑value pursuits with management and development of your leaders.
- Recruit, mentor and develop presales talent; drive career pathways and bench-building for critical skill areas.
- Executive customer engagement: Own and personally drive engagements with CIOs, CTOs, CISOs and senior decision-makers to influence strategy and solution adoption.
- Build and sustain strategic executive relationships that differentiate HPE in enterprise accounts.
- Technical leadership and delivery: Serve as the enterprise leader SME for hybrid cloud (on-prem, private, gov-cloud, multi-cloud integration), converged infrastructure, edge compute, security, data platforms and software-defined solutions.
- Provide architecture leadership, review/approve solution designs, and contribute to technical win strategies for large, complex pursuits.
- Ensure solutions comply with applicable regulatory, security and procurement requirements
- Cross‑functional and partner collaboration: Coordinate across sales, product management, engineering, services, and alliances/partner ecosystem to assemble best-in-class solutions.
- Influence HPE product roadmaps and partner integrations with market feedback and requirements.
- Business management and reporting: Translate enterprise business goals into presales resource plans, utilization targets and forecasted capacity.
- Drive pipeline reviews, deal prioritization, and presales staffing decisions aligned with revenue objectives.
- Own presales KPIs (win rate on strategic deals, utilization, customer satisfaction, time-to-response on pursuits) and report results to VP Enterprise Architecture and other stakeholders.
- Compliance and risk management: Ensure presales solutions align with any contracting, security clearance requirements and compliance standards.
- Maintain appropriate handling of classified/protected information within the presales function.
Requirements:
- Bachelor’s degree in Computer Science, Engineering, Business or equivalent; Master’s preferred.
- 15+ years of progressive presales/solutions leadership, with direct responsibility for enterprise accounts.
- Proven experience leading quota carrying presales teams across various industry/enterprise sectors
- Hands‑on technical SME in hybrid cloud architectures, cloud migration, private/gov-cloud, edge computing and related HPE technologies and partner ecosystems.
- Demonstrated success as a player-coach: strong individual contributor skills on complex technical deals while leading high performing team
- Track record of coaching and building and managing high-performing presales teams
- Experience engaging with senior executives (CIO/CTO/CISO) and influencing
- Strong business acumen: ability to build financial business cases, quantify ROI, and link technical solutions to mission outcomes.
- Ability to work cross-functionally and influence product, engineering and partners without direct authority.
Benefits:
- Health & Wellbeing
- Personal & Professional Development
- Unconditional Inclusion
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