Tehnični svetovalec za programsko opremo (m/ž) - Presales Software Technical Consultant

Description

The Presales Software Technical Consultant will work with clients as the primary technical advisor and consultant to develop and ensure the customers are getting the maximum benefit from the HPE Software products. He or she will be primarily responsible for contributing to the sales cycles together with the Sales Representative, assisting in account strategy, leveraging excellent business and solution selling skills to engage customer IT leadership. The Presales Technical Consultant will assist with compelling solution-based value propositions, demonstrations, RFI/RFP5, Technical Validation (TV), proof of concepts (POC) and implementation strategies that address the prospect's critical needs and business requirements in a complex environment and will lead the development of an overall solution architecture, will provide hands on technical optimization, use cases that may include system design, technical product presentations, training, and marketing activities.

Responsibilities

Main Responsibilities

• Articulate solution value to CIO's, architects, technical and business users
• Demonstrate the HPE Software solutions
• Lead technical discussions about the architecture and implementation
• Respond to technical portions of RFIs and RFPs
• Manage and/or Participate in technical proof of concepts
• Work with sales team to create solutions for prospects critical business issues
• Deliver standard demonstrations that address the prospects needs
• Create and deliver custom demonstrations
• Make presentations of technical material to technical and non-technical audiences
• Demonstrate software solutions at industry trade shows
• Works with Partners and provides technical consulting services for HPE Software
• Continually grow knowledge of important technology trends as they relate to the HPE Software suite

Other Responsibilities

• Gathers and assesses customer needs, both business and technical;
• Identifies related needs (lead generation, opportunity expansion)
• Identifies site-specific and corporate parameters and constraints that impact the solution
• Identifies required project steps
• Identifies likely problem areas that require attention
• Identifies probable competition and product roll-out data/training needs and evaluates relative company strengths
• Architects an appropriate technical solution to meet the customer's business requirements
• Investigates and optimizes a solution's fit to the requirements of an opportunity, both current and future
• Adapts solution design to new requirements
• 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
• Generates a high level implementation plan with timelines for the solution
• Anticipates some of the potential challenges for the proposed project plan
• Anticipates and plans for competitive threats
• Maintains excellent communications with customer executive and technical management
• Represents company as technical expert with customers; shares knowledge in area of expertise and links to related technology areas
• Advances opportunities through the use of 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
• Actively supports the account team with solution advice, proposals, presentations, and other customer communications
• Analyzes and provides support to deals in the pipeline where needed
• Understands the roles and affectively engages other teams and resources within company and partners
• Identifies overlooked opportunities suggested by technical expertise
• Facilitates smooth transition from sales to implementation by orienting the appropriate teams to the solution design

Knowledge and Skills Required

• Solution selling methodologies
• Strong technical and interpersonal skills
• Understanding of systems architecture and design
• Organizational and time management skills
• Applies productivity-enhancing tools and processes
• Excellent communication and presentation skills

Details:

• Demonstrates a broad knowledge of the target technology & solutions, with deep expertise in area of specialization and related technologies
• Has a high level understanding of the product roadmaps, and deep knowledge in area of specialization
• Demonstrates hands-on level skills with some of the technology
• Links company solutions with data business center needs to create customer business value
• Applies broad understanding of technical innovations & trends to solving customer business problems
• Solid credibility with business units and account teams based on history of solid results and contributions
• Establishes thought leadership in technical specialty area with customers
• Demonstrated ability to work as the lead for large complex projects
• Leverages financial and accounting concepts as well as capital investment concepts in demonstrating business value of proposed solutions to customers
• Creates solutions that creatively address customer value chain and business requirements
• Persuasively communicates the value of the solution in terms of financial return and impact on customer business goals
• Appropriately tailors communications to varying levels of customer management
• Extensive level of industry acumen; keeps current with trends and able to converse with client on issues and challenges
• Demonstrates strong communications skills with executive managers, as well as some C-level executives
• Leverages strong understanding of the competition - both positioning strategy and technology - to create competitive advantage for company

Education and Experience Required

• Technical University or Bachelor’s degree
• Minimum 2 years' experience in technical consultative selling and account management
• Technical and/or solution experience in at least three of the following areas: IT Management, IT Service management (ITSM), Big Data, Information management OM), Enterprise security
• ITIL v3 certification (preferred)

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