Role Purpose:
Provide in-depth pre-sales technical support for Sales (Direct and Indirect) and Channel Partners.
Be a pre-sales centre of competence for specific HDS Services and Solutions and have a detailed knowledge of all the others.
Collaborate with other support functions to drive HDS Product and Service revenues whilst maximising customer satisfaction.
Develop relationships with customers to ensure an appreciation of current and potential benefits available from HDS products and services in their environment.
Key Responsibilities
Lead project/virtual solutions bid teams as appropriate.
Advise / educate HDS customers, staff and Partners on the technical advantages of the HDS solution with respect to the business need it satisfies.
Be regarded internally and externally as pre-sales subject matter expert
Understand a customer’s environment and support the account team to develop the customer’s storage strategy.
Design HDS storage solutions to represent the optimum technical solution for a customer’s business applications.
Identify sales opportunities for the HDS Product, Solutions and Services portfolio.
Assist / enable Systems Assurance raising and progressing any necessary Interoperability Support Requests
Deliver formal presentations and coordinate/deliver demonstrations of HDS Storage Solutions and Consultancy Services to Customers and Partners.
Assist in the completion of proposals for HDS Storage Solutions
When authorised, deliver roadmap and NDA presentations to customer / HDS staff
Advise on industry-wide technologies, and directions.
Provide competitive product / solution comparisons.
Ensure that Services personnel are involved at the earliest opportunity within a sales cycle to facilitate a clean hand-over of the engagement to GSS and CS&S.
Technically support GSS in their delivery and where necessary participate in project review meetings.
Ensure HDS solution performs at the customer site to it’s full potential and that customer personnel are aware of the benefits (ROI) provided
Liaise closely with GSS and be the glue that binds the value proposition to the technology.
Develop pre-sales technical product and marketing relationships with EHQ and SC.
Qualifications: Key Skills, Knowledge and Experience
Essential
At least five years experience within an area of like discipline within a similar competitor organisation, end user or IT consultancy services provider
Ability to develop a detailed knowledge of all core HDS Products – Hardware, software, solutions and services
Detailed knowledge of other 3rd party HDS Products – depth and breadth
Complete ability to understand and exploit customer’s technical issues and align solution to business need.
Conversant and comfortable with written and spoken business English
Good personal presence, well-organised, adaptable and clear thinker.
Ability to work in unstructured environments/situations and handle multiple demands with competing and changing priorities
Ensure effective team work and communication in all engagements – with customer staff, HDS account teams and Services colleagues
Take advantage of all types of available education material and methods to broaden skills and develop agreed areas of specialisation
Willingness to accept responsibility and accountability.
Innovative, actively looking for solutions to challenges.
Comply with all published HDS policies and guidelines
“Soft” Skill
Appreciation and knowledge of IT industry challenges and related business issues
Deliver detailed product / solution / strategy / exhibition / event presentations
Deliver product announcement education to the direct / indirect and Partner workforces
Detailed knowledge of application to spindle infrastructures with special regard to performance
Knowledge of industry best practices for specific solution areas
Co-ordinate / generate business solution proposals
Excellent customer handling skills – respect and deliver on commitments
Key Competencies
Business Acumen
Customer Focus
Decision Making
Relationship Management
Managing for Results Primary Location: EMEA-Nigeria
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