Storage Essentials Pre-Sales Consultant

HP is a leading global provider of products, technologies, solutions and services to consumers and business. The company's offerings span IT infrastructure, personal computing and access devices, global services, and imaging and printing. Our $4 billion annual R&D investment fuels the invention of products, solutions and new technologies so we can better serve customers and enter new markets. We invent, engineer and deliver technology solutions that drive business value, create social value and improve the lives of our customers.



Position Summary
 Storage Essentials Presales Consultant

o Storage Essentials Presales Consultant applies Storage Mgmt Solutions expertise to sales campaigns through experience, collaboration, & depth/breadth

—  Partners closely with Storage Essentials Sales Reps on identifying, qualifying, and selling Storage Essentials SRM

—Provides SWD Sales Specialist and Storage Consultant teams with leadership & coaching

— Provides multi-level expertise for strategic storage products & solutions by ensuring the appropriate level of resources are applied to complex sales campaigns

—  Targeted SWD solutions/products for focus include:

o HP Storage Essentials and System Insight Manager

o Other Strategic HP Solutions TBD consistent with the goals of the position

o Metrics

—  Quota Performance in Omega Software (or as granular as possible)

—  Win Rate reported by PITS or other reporting

—  SWD & HPS cross-sell measurements

—  # of Knowledge Transfer/Collaboration sessions delivered

—  Portal contributions

—  Customer/Field/Division Feedback

o Proof of Concepts, Evaluations, Try & Buys

—  Co-lead teaming with C&I/relevant HPS team

o Assists in qualified POC implementation projects

o Oversees and installs ( if required ) POC installations in a testbed /sandbox environment

o Intent of position is to fully leverage HPS for revenue or cost recovery engagement

—  Acts as extension of Division resources when isolating issues in POC installs/operations

—  Helps drive Management Software for the HP StorageWorks portfolio through sales cycle

o Delivers High level / ‘C’ level presentations

—  Deliver effective presentations focused on the creating business value case with ‘C’ level executives

o Delivers Mid level presentations

—  Deliver effective presentations with a good mix of high level and tech content focused on the VP/Director level staff

o Delivers Technical deep dive presentations

—  Deliver effective tech deep dive presentations for the technical IT staff. These is more engineer-to-engineer and requires a thorough knowledge of the tech / products being discussed

o Competitive Positioning

—  Highlight key competitive differentiators

—  Highlight key competitor solution disadvantages

—  Maintain competitive repository on Presales Portal

o Integration with other HP offerings

—  Ability and knowledge to highlight integration and a better together story with other HP products like OpenView

o Integration with non-HP solutions

—  Ability to demonstrate integration with other non-HP solutions is an absolute must

o EMC, IBM and 3rd party Storage and Management Frameworks (

Tivoli, CA, etc)

o Helpful tools

—  Effectively uses IT consolidation and Creating business value tools to demonstrate better Operational efficiencies with HP solutions

o Focus, for example, could be on driving greater ROI & overall lower TCO

—  Effectively utilize the following to establish HP’s SWD solutions dominance

o High level arch white papers

o Case studies

o POC / try-and-buy - only when necessary

o IT consolidation and Business value tools to drive the correct msg home with the ‘C’ level staff

o Live/Remote demos

o White-boarding / flip-charting

—  Project mgmt

— Success story walkthroughs

—  Knowledge transfer



your profile

 

? Bachelor's (undergraduate) degree or equivalent experience preferably in a technical field

? Sound technical knowledge and experience including storage, networked storage solutions, SANs and SAN infrastructure, SAN management, data protection software and concepts, operating systems (UNIX, Microsoft Windows), networking, hardware, mission critical environments and high availability concepts

? Excellent customer, communication, and presentation skills

? Strong sales & negotiation skills

? Customer facing skills

? Ability and willingness to motivate and support other consultants

?   Resilience and resourcefulness when solving complex problems

? Ability to present proposals persuasively

? Excellent team skills

? Intellectually flexible