Job Description:

Engagement Manager

  

Job Description:

   

At Hewlett Packard Enterprise (HPE), we bring together the brightest minds to create breakthrough technology solutions that advance the way people live and work. Our legacy inspires us as we forge ahead, focused and dedicated to helping our customers make their mark on the world.  What sets us apart? Our people. Our people’s relentless commitment to partner, innovate, and act.  If solving the world’s biggest technology challenges sounds like the right career path for you, read on. 

HPE GreenLake Cloud Services is driving rapid growth in consumption services and is seeking an Engagement Manager in GL presales to manage the entire deal engagement lifecycle. It is a critical role that requires effective
communication, Project Management principle skills deep knowledge of the business aspects of consumption solutions for a hybrid cloud solutions.

As a presales engagement manager depending on the size of the deal or account, the Engagement Manager will play a variety of leadership roles in the Pursuit lifecycle. On smaller deals the Engagement Manager will lead the
solution development effort, manage negotiations with the customer & the customer’s advisors, define contract terms & conditions and manage the internal company deal governance process to secure final approval for the
deal.

On larger deals the Engagement Manager takes over from the Business Developer (or Client Manager in the case of new business from existing account) to lead a team of Presales experts who assess client needs, fashion a solution, price a contract, secure internal company approvals and finally client agreement. The role normally ends when the deal is won and can be seamlessly turned over to Delivery Transition and Client Management.

The Engagement job family ranges from being accountable for specific components of the Pursuit lifecycle to full accountability for the complete Life cycle. Its scope ranges from small deals /contract re-negotiations in a single
country with a local company to large, complex, global deals with Fortune 100 clients. The foundation competency is program/project management coupled with contract negotiation & client relationship skills. The role assists Business Development in the qualification, risk assessment of potential opportunities. The Engagement Manager is accountable for assembling a team of expert resources to pursue the opportunity to successful win. The role conducts negotiations at high level of the customer organization, on such complex
outsourcing issues like business case development, asset acquisition, human resource transfer and financial topics. It manages the engagement plan development & proposal-writing process and relationships with client 3rd party consultants who influence the industry and the client. The Individual Contributor part of the Engagement Family provides specialized support services to the overall Engagement. Those services can impact one or several of the typical Engagement lifecycle components such as Proposal development/response,
solution and pricing coordination, general project mgmt. of the various Deal Project Plan elements, bid assurance/risk assessment, contract statement of work, and Transition plan initiation.

Responsibilities:

• Lead deal teams and represents the company to the customer for outsourcing deals up to $500m TCV.


• Responsible for assembling all required resources/skills to develop proposal, pursue and win large international outsourcing deals.


• Coordinates all deal team efforts with sponsorship of MS Engagement Director.


• Assists in opportunity qualification and risk assessment.


• Responsible for validating/endorsing the technical solution for the deal. Works with delivery to assure that solution design can be property delivered.


• Develops deal timeline and ensures that pursuit team meets deal milestones and deadlines.


• Leads pursuit team in developing and substantiating a winning value proposition that meets the needs of the customer, including analyzing critical business drivers and risks.


• Leads negotiations for medium size, international deals and assists with large complex global deals.


• Proactively manages all resource requirements throughout deal pursuit.


• Helps in the transition of deal leadership to permanently assigned management to ensure seamless asset transfer, personnel transfer, and technology and process adoption.

Education and Experience Required:

• Typically 7-10 years in complex IT service business environment.


• Advanced University degree preferable.


• Demonstrate business, technical, or functional knowledge at the mastery level, as well as administration or operations knowledge.


• Demonstrate knowledge of at least one solution type (desktop, client/server, data center, Internet, etc.).

Knowledge and Skills:

• Some cross Business Unit expertise, but does not have all Business Unit credibility and knowledge.


• Significant industry knowledge.

Business Acumen:

• Identifies technical and business risks and challenges the customer should expect to encounter with the solution.


• Translate a customer RFP into a requirements document and proposal.


• Ability to apply business management and financial concepts and general aspects of business contracts. Use this knowledge to analyze business needs and develop meaningful technical recommendations.


• Translate verbal requirements gathered in customer meetings into requirements documents, statements of work, and proposals.

Technical:

• Basic IT industry knowledge in specific areas.


• Is aware of future technology or operational trends as they relate to and support customer technical requirements.


• Demonstrates a basic knowledge across multiple technical or operational disciplines.


• Is a master of at least one technical or operational discipline.


• Able to design planning for accessibility, scalability, and availability.

Engagement Delivery:

• Ability to write Statements of Work for small to medium size solutions for single technologies or operational areas.


• Ability to apply program/project management methods and processes to define, plan, cost, resource, track and ensure the accomplishment of targeted goals for small to medium size projects.


• Able to assist the project manager to develop detailed project plans and work breakdown structures.


• Successfully works on project teams (individual success is defined by impact to the project).

Opportunity Pursuit:

• Able to play a leadership role in business development activities for small to medium opportunities.


• Lead in identifying, qualifying, and closing small to medium opportunities.


• Develop and deliver sales presentations at CIO and IT management levels for small to medium opportunities (R).


• Position the company offering against the competition.


• Play key role in preparing proposals and bids for small to medium opportunities.


• Participate in internal review and Solution Opportunity Approval and Review (SOAR) process.


• Demonstrates good consultative, solution selling skills.

Consulting:

• Build and manage relationship at CIO and CIO Staff level.


• Has the ability to influence customers.


• Ability to technically or operationally consider all sides of an issue within the contexts of time, breadth, and range of options.


• Ability to systematically gather, assess and apply technical or operational and sales/marketing information for business decisions.


• Ability to prepare clear, concise, and persuasive communications for multiple audiences, including demonstrating effective writing and presentation skills, listening actively, and projecting a trustable image.


• Ability to articulate technical or operational problems or issues into understandable business terms.

Communication:

• Able to design and present high-impact messages to customer.


• Able to use a wide variety of presentation tools to persuasively communicate complex messages to multiple audience levels.


• Ability to use prepared and original materials to communicate with the customer. Communicates mostly tactical information and some strategic information.


• Excellent speaking and writing skills.

What we can offer you:

Extensive benefits, a competitive salary and shared values/ purpose, make Hewlett Packard Enterprise one of the world´s most attractive employers. At HPE our goal is to provide equal opportunities, flexibility/ work-life balance, and constantly evolving career growth.

If you are looking for challenges in an exciting, supportive and international work environment, then we definitely want to hear from you. Continue the conversation by clicking apply now below, or directly via our Careers Portal at www.hpe.com/careers.

                                                              

Join us and make your mark!

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HPE is an Equal Employment Opportunity/ Veterans/Disabled/LGBT and Affirmative Action employer. We are committed to diversity and building a team that represents a variety of backgrounds, perspectives, and skills. We do not discriminate and all decisions we make are made on the basis of qualifications, merit, and business need. Our goal is to be one global diverse team that is representative of our customers, in an inclusive environment where we can continue to innovate and grow together.

#diversity #opportunity

Job:

Services

Job Level:

Master

    

COLORADO ONLY:

We are legally required to provide the following information for candidates seeking to staff this role in Colorado. The Colorado expected salary/wage range for this position is listed immediately below, although we reserve the right to offer above this range for exceptional candidates. Actual offer may vary from this range based upon geographic location, work experience, education, and/or skill level. Bonus, commission, and/or equity may also be offered. Information about employee benefits offered can be found at http:explorebenefits.hpe.com (userid: benefits / password: preview).

Annual Salary: $107,600.00 - $156,000.00

Hewlett Packard Enterprise is EEO F/M/Protected Veteran/ Individual with Disabilities.

   

HPE will comply with all applicable laws related to the use of arrest and conviction records, including the San Francisco Fair Chance Ordinance and similar laws and will consider for employment qualified applicants with criminal histories.

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