Sr. Pre-Sales System Engineer - Eastern PA

Sr. Pre-Sales System Engineer - Eastern PA This role has been designated as ‘Remote/Teleworker’, which means you will primarily work from home. Who We Are: Hewlett Packard Enterprise is the global edge-to-cloud company advancing the way people live and work. We help companies connect, protect, analyze, and act on their data and applications wherever they live, from edge to cloud, so they can turn insights into outcomes at the speed required to thrive in today’s complex world. Our culture thrives on finding new and better ways to accelerate what’s next. We know varied 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. If you are looking to stretch and grow your career our culture will embrace you. Open up opportunities with HPE. Job Description: An SE is the primary customer facing engineer for any given account and have final technical responsibility for that customer or prospect’s wellbeing and satisfaction. SEs are members of the sales team and have their own management structure separate from Territory Managers (TMs). SEs are typically paired 1:1 with a TM. Territory is focused on Eastern PA, should be willing to travel up to 5 days a week to Customer sites within the territory Management Level Definition : Contributions impact technical components of HPE products, solutions, or services regularly and sustainable. Applies advanced subject matter knowledge to solve complex business issues and is regarded as a subject matter expert. Provides expertise and partnership to functional and technical project teams and may participate in cross-functional initiatives. Exercises significant independent judgment to determine best method for achieving objectives. May provide team leadership and mentoring to others. Responsibilities: Be a subject matter expert (SME) on all HPE Networking solutions and be able to articulate to customers and prospects both verbally and in writing. Understand the application for which customer will use HPE Networking products and ensure we properly position working and successful solutions. This includes mapping what the HPE Networking (HPEN) product portfolio to the customer’s environment and requirements. The degree to which customer leverage this is dependent on an account by account basis. Some customers are more autonomous and familiar with the HPEN solutions and will rely less on the SE as well as the opposite. Also some customer’s own security concerns will limit what they are able to share and accordingly reduce the SE’s ability to advise. Stay up to date with their respective TM so the SE and TM are aware of each other’s activities and perform a proper division of labor Weekly cadence calls are encouraged and daily informal communications should be the norm between an SE and TM team Present HPE Networking solutions to customers and prospects to help educate them what HPEN can do for their organizations Take technical notes in meetings and follow up on technical items While SEs do not perform installations they should advise customers to follow best practices and ensure any delivery teams plan and test deployments to ensure success. Keep existing customers up to date on changes in the HPEN portfolio If customer’s are looking into education on HPEN solutions SEs should help guide them to the proper training programs Maintain an up-to date home lab to stay up to date on the portfolio as it evolves over time. Demonstrate potential solutions via the SEEL lab or their own how lab environment. Pull in Product Line Mangers (PLM) or Systems Engineer Managers (SEMs) as needed for technical and business escalations respectively. If PLM or Technical Marketing Engineers (TME) are needed SEs may seek their guidance directly or via the SEM or CSE. Perform proof of concept (POC) testing for new solutions as needed. This includes: Developing a test plan and success criteria Performing configuration or the hardware and/or software in the POC Ensuring any eval hardware is returned at the end of the POC Develop Bills of Material (BOMs) as needed and ensure their accuracy SEs do not set nor should they communicate discount levels as this is a TM function; beware customers and partners playing divide and conquer. List price only discussions should be the limit of an SE’s discussion. Manage the Technical Assistance Center (TAC) for critical cases and ensure TAC remain properly focused. Escalations on cases should be raised when needed. Pulling in the SEM or PLM resources as needed to ensure customers are made whole as quickly as possible. SEs do not have direct troubleshooting responsibilities although they may at their discretion engage in such activities. SE’s may for critical cases be used on-site by TAC as “smart-hands” on-site to speed trouble resolution. When a customer is in trouble this can often be looked at as an opportunity to more closely align with the customer. We can use these moments to build a relationship and be seen as “running towards the fire.” Work with HPEN resellers to ensure they are in synch with customer activities and projects as needed. Be a professional in all things including: Be punctual; traffic happens plan for it. It is not unusual for punctual people to be very early due to the variance in traffic. Of course, life happens. If an SE is going to be late contact who they are meeting with prior to meeting kick-off to provide status. Calendar management – SEs are tech workers and our calendars are visible and should be a key productivity tool. If a time slot will be busy make certain the calendar reflects this. Also be conscious of how PTO and other reminders you send to others appears. Sending an invite that blocks out other’s schedules for the SE’s individual task is not optimal. E-mail signatures are mandatory on ALL devices used for e-mails from the @hpe.com addresses. Follow the standard formats to the extent possible. The SE’s name and cell numbers are a minimum. Be courteous in all dealings with customers and colleagues. Never engage with customers in political discourse, even there seems to be agreement. Being drawn into emotional discussions with customers has no benefit. An SE keeps their political views away from customers. Education and Experience Requirements: Territory is focused on Eastern PA, should be willing and able to travel up to 5 days a week to Customer sites within the territory 8+ years of technical experience in Enterprise IT with a focus on technical consulting and solution selling. 8+ years of work with networking Degree in Information Technology, Computer Science, Data Science, Cybersecurity, Science/Analytics, Engineering (or equivalent practical experience). Industry certifications such as those awarded by Aruba, Juniper, Cisco, etc. are helpful but not required What We Can Offer You: 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. Unconditional Inclusion We are unconditionally inclusive in the way we work and celebrate individual uniqueness. We know varied 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. Let's Stay Connected: Follow @HPECareers on Instagram to see the latest on people, culture and tech at HPE. #unitedstates #sales Job: Sales Job Level: TCP_04 "The expected salary/wage range for this position is provided below. Actual offer may vary from this range based upon geographic location, work experience, education/training, and/or skill level. – United States of America: Annual Salary USD 146,000 - 343,000 in New Jersey & Pennsylvania This range reflects the minimum to maximum combined base and target-level sales compensation that would be paid if the hire performs at 100% of their sales plan. Of that on-target pay amount, the mix of base salary and target-level sales compensation is 75%/25%." Information about employee benefits offered in the US can be found at HPE is an Equal Employment Opportunity/ Veterans/Disabled/LGBT employer. We do not discriminate on the basis of race, gender, or any other protected category, and all decisions we make are made on the basis of qualifications, merit, and business need. Our goal is to be one global team that is representative of our customers, in an inclusive environment where we can continue to innovate and grow together. Please click here: Equal Employment Opportunity . Hewlett Packard Enterprise is EEO 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. Recruitment Fraud Alert We have become aware of an increase in fraudulent recruitment activities in which individuals impersonate our company or authorized recruitment agencies to offer fake employment opportunities. These scams may occur through false websites, emails, social media, or chat-based applications and often aim to obtain personal information or money. 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