NA Security Presales Consultant

About Us:

Innovation is in HP's DNA. From our origins in a Palo Alto garage in 1939, to our current position as one of the world's leading technology companies, HP has grown to become a leader in technology and corporate culture, inspiring innovators and entrepreneurs around the globe.
HP brings together a portfolio that spans printing, personal computing, software and services to serve more than 1 billion customers in over 170 countries. We are committed to fostering a diverse and inclusive workplace that attracts exceptional talent and to supporting our employees to succeed at all levels. We dream in over 35 languages and share one mission: to engineer experiences that amaze.

What Service Presales Do:

The HP Services Presales role works directly with customers to demonstrate the value of HP solutions. By understanding customer requirements, the Presales role helps position HP Services solutions to meet customer's business challenges. Presales leads workshops with the customers, provides technical presentations on a wide array of HP solutions and builds trust as a technical adviser. Presales partners with the sales team to develop new service opportunities, to advise our customers on digital transformation and shapes HP's services value proposition in order to influence upcoming RFPs and create unsolicited services opportunities. Presales also provides consulting advice to customer's senior IT leadership and sets strategic direction for customers based on HP's solutions and products.

Responsibilities:

Opportunity analysis:

• Gathers and assesses customer needs, both business and technical.
• Identifies related needs (lead generation, opportunity expansion).
• Identifies site-specific parameters and constraints that impact the solution.
• Identifies required project steps.
• Identifies likely problem areas that require attention.
• Identifies competition strengths and weaknesses.

• Leads technical and discovery workshops with prospective customers.

Solution Planning and Design:

• Develops a technical solution strategy to meet the customer's requirements.
• Facilitates solution strategy workshops with the customer stakeholders and HP internal teams.
• Investigates and optimizes a solution's fit to the requirements of an opportunity.
• Conduct and prepare POCs for upsell / cross-sell solutions
• Perform industry scanning to find and review solutions to meet customer's requirements.
• Create technical contents for internal training and support for the Client's Management team.
• Supports on technical content for Customer Events.
• Investigates technology partnership opportunities with service providers and software companies.
• Establishes the validity of a solution and its components.
• Identifies the growth path and scalability options of a solution and includes these in design activities.
• Assesses likely competitive threats.

• Provides expertise to HP peers as needed within focus area.

Client/customer relationship:

• Maintains excellent communications with customer management.
• Represents HP as technical expert with customers; shares knowledge in area of expertise.
• Advances opportunities using effective consultative selling techniques.
• Builds customer loyalty through being a trusted advisor.
• Partners effectively with others in the account to ensure problem resolution and customer satisfaction.
• Communicates and articulates the details of their component roles in a proposed customer solution.

• Drives industry thought leadership ability to showcase expertise via certification credentials / whitepapers etc.

Team collaboration:

• Actively supports the account team with solution advice, proposals, presentations, and other customer communications.
• Transfers knowledge to Presales peers via contributing participation in education programs.
• Identifies overlooked opportunities within the account.
• Analyzes and provides support to deals in the pipeline where needed.
• Facilitates smooth transition from sales to implementation by orienting the appropriate teams to the solution design.
• Understands the roles and affectively engages other teams and resources within HP and partners.

Education and Experience Required:

• Technical University or bachelor's degree preferred.
• 8+ years of experience in professional consulting for IT infrastructure or end user computing.
• Experience in industry desired.
• Technical and/or solution experience in vertical industry preferred.

Knowledge and Skills:

Technical/Solution acumen:

• Demonstrates a solid knowledge of HP's breadth of solutions.
• Demonstrates deep technical capabilities in workplace services and technologies.
• Established knowledge in competitive solutions.
• Understands how IT is used to address business needs.
• Unique mastery and recognized authority on workplace technologies, service management processes and techniques.
• Provides highly innovative solutions.
• Demonstrates current understanding of technical innovations & trends and their impact on solving customer business problems.
• Demonstrated ability to work as the lead for components of large complex projects.
• Has demonstrated hands-on level skills with workplace technology and service management processes
• Below technical knowledge as a plus:
  • Application Packaging and Distribution
  • Networking
  • Microsoft 365
  • iOS, Android, MacOS, Chrome
  • Virtual Desktop Infrastructure VDI
  • Security Concepts & Solutions
  • End User Computing Insights and Analytics

• Certifications as a plus:

  • ITIL
  • TOGAF
  • Microsoft
  • Security

Business acumen:

• Understands and applies basic financial and accounting concepts as well as capital investment concepts and applies them appropriately in positioning proposed solutions.
• Applies understanding of the customer's value chain and business requirements when designing and proposing solutions.
• Communicates the value of the solution in terms of financial return and impact on customer business goals Industry acumen.

• Solid level of industry acumen; keeps current with trends and able to converse with client on issues and challenges.

Solution selling:

• Demonstrates solid questioning techniques and related communications skills with customer managers.
• Demonstrates effective presentation skills.
• Demonstrates understanding of the competition as well as offer positioning & strategy.

Primary locations considered would be within a local geography of major metro locations in the US, Chicago area, greater Philadelphia, northern corridor, for example. CA and more remote states like ND/SD are not within scope at this time.

HP offers a comprehensive benefits package, including:

• Dental insurance
• Disability insurance
• Employee assistance program
• Flexible schedule
• Flexible spending account
• Health insurance
• Life insurance

The estimated range of compensation for this job at the time of this posting is $157,000 - $192,500. This position may be eligible for incentive pay, for openings where this is applicable.