Duties and Responsibility:
Support of the sales force in determining the appropriate Server & Storage solution for customers. This position involves assessing customer needs through email and phone / live meeting conversations and some customer facing engagements. Duties include but are not limited to, providing pre-sales technical assessment, server & storage design and development of a proposal and or bill of materials for a solution
Brief Summary of Essential Work Responsibilities:
- Develop Server and Storage solutions for customers and prospects.
- Assist sales reps in preparation of proposals.
- Maintain an advanced business and technical understanding of HP and Dell enterprise products.
- Answer detailed questions from sales people and potential customers.
- Attend training and acquire, on an on-going basis, manufacturer certifications as needed.
- Provide enablement training as needed to the sales reps.
- Create configurations through the use of HP provided tools (Sales Builder)
- Actively participate and contribute to account mining / cross-sell activities and follow them up by pitching relevant capabilities to help create new opportunities.
- Translate a strong understanding of the customer context into defining and building a strong, winning proposition that address the pain-points.
- Create collaterals and case studies based on offerings and work delivered by Organization, demonstrating the ability to address customers specific business needs. Strategic Engagements with the OEM/Partner’s.
Some Desired Skills and Experience:
- Minimum 6-10 Years of presales and / or Solutioning experience in IT Industry.
- Good understanding of IT Infra (Server / Storage / Networking) and IT Infrastructure services
- Solutions/Service Design dealing with all components of an IT Infrastructure, Transition & Transformation (Technology & Services)
- Analyze IT Infrastructure product & Services requirements for customers and design appropriate cost-effective solutions.
- Build solution documents, effort estimates & pricing.
- Participate and team up with sales, delivery and Partner Managers to provide complete solutions to customers.
- Experience of engaging with business and IT functions in customer organizations.
- Responsible to build and propose transformational solutions to customers, identify triggers, Identify key IT Infrastructure issues which impact the business and make recommendations to customers.
- Build and develop business case, provide relevant and sound business & technical advice to the customer and present the same to various stakeholders within the company.
- Map competition and develop appropriate winning sales strategies, often in conjunction with Partners.
- Assist the sales group with requests for quotes, information, bids, proposals and statements of work
- Create, maintain and publish a set of written procedures and best practices for the delivery of pre and post sales services to customers.
- Present technical briefings to executives.
- Work with Business Managers/Account Managers and other individuals within the sales group to maximize revenue potential by equipping them with the relevant material (RFP/RFI/RFQ responses, Solutions, Pricing, etc.)
- Support customer acquisition, conversion and retention targets.
- Understanding of opportunity management lifecycle, IT development lifecycle and various methodologies
- Interfacing with multiple internal teams to cover each facet of the solution beyond just the technical component.
- Ability to work in dynamic situations, short timelines and with strict deadlines.
- Strong written and oral communication skills.
- A strong financial acumen would be preferred.
- Good Knowledge of Infrastructure Solutioning, Due-diligence and Assessment Exercises, IT Infrastructure Roadmap creation.
- Pre-sales or consulting Server & Storage experience
- Server & Storage Design & Planning
- Technical background with experience in Virtualization, Disaster Recovery, Active Directory.
