Sales Engineer

Sales Engineer

This role has been designed as ‘Hybrid’ with an expectation that you will work on average 2-3 days per week from an HPE office.

Who We Are:

Hewlett Packard Enterprise is the global edge-to-cloud company advancing the way people live and work. We help companies connect, protect, analyze, and act on their data and applications wherever they live, from edge to cloud, so they can turn insights into outcomes at the speed required to thrive in today’s complex world. Our culture thrives on finding new and better ways to accelerate what’s next. We know diverse backgrounds are valued and succeed here. We have the flexibility to manage our work and personal needs. We make bold moves, together, and are a force for good. If you are looking to stretch and grow your career our culture will embrace you. Open up opportunities with HPE.

Job Description:

Job Family Definition:

Responsible for architecting solutions that will achieve customer business outcomes either within a specific technical domain, or across the broader company portfolio (hardware, software, services, and as a service offerings) in combination with all necessary third-party components (e.g. software and integration). Develops and articulates compelling, accurate, and relevant proposals and ensures customer's business and technical requirements are met. Can be aligned to a specific area of technical expertise (e.g., products, solutions, services). Provides technical expertise to sales teams and customers (through sales presentations, product/solution demonstrations, etc.) aimed at gaining the customer mindshare within their domain. These jobs focus on technical selling to customers/partners. May be aligned to specific accounts based on business priority.

Management Level Definition:

Contributions have visible technical impact on a product or major subcomponent. Applies in-depth professional knowledge and innovative ideas to solve complex problems. Visible contributions improve time-to-market, achieve cost reductions, or satisfy current and future unmet customer needs. Recognized internal authority on key technology area applying innovative principles and ideas. Provides technical leadership for significant project/program work. Leads or participates in cross-functional initiatives and contributes to mentorship and knowledge sharing across the organization.

Morpheus Data is the multi-cloud management solution recently purchased by HPE. The product is core to many of HPE's ongoing multi-cloud sales initiatives and the platform used as part of the Private Cloud solutions. As part of the expansion in the EMEA team to support the sales of the Morpheus product, a role has opened for a Senior Sales engineer for the region.

Working as part of a team focused on the region, the role requires a combination of presales skills, practical technical skills and technical leadership skills. In this role you will work closely with the Regional Sales Manager to grow the region, through engaging with the HPE local sales teams and direct customer contact, achieve sales and revenue goals, evaluate technical requirements of new sales opportunities, and develop technical solutions that successfully meet the needs of prospective customers.

In this role, you will work closely with the HPE account and specialist sales representatives. You’ll guide the technical sales processes, including Initial Demonstrations, and if required deep-dive demonstrations of our offerings, deliver proofs of concept, managing and responding to RFP/RFI's and assist defining customer requirements for successful professional services delivery.

You will also work with our ecosystem of 75+ integrations and applications including OpenStack, VMware, Pivotal, SaltStack, ServiceNow, and more. You must have a practical understanding of cloud computing architecture with experience designing, deploying, and operating self-service provisioning and software automation. Experience both as a vendor and end-user customer are a plus to gain credibility when working alongside others undertaking digital transformation projects. A working knowledge of Morpheus would be preferable, but not a necessity for a candidate with the correct technical experience.

Responsibilities:

• Collaborate with the Regional Account Executive to manage complex sales cycles and secure the “technical close.”
• Partner with the HPE Sales Team to build and implement strategies to grow our customer base and revenue in the region.
• Convince customers, prospects, and partners of the technical validity and value of the Morpheus solution.
• Develop and implement cloud sales strategies to help Morpheus meet its objectives.
• Demonstrate the Morpheus solution to customers through initial demos and in-depth targeted use cases.
• Present technical proposals to existing and prospective customers.
• Perform direct architecture gathering, design, and presentation of solutions to meet customer needs.
• Research and respond to technical sections of RFIs and RFPs.
• Run presales proofs of concepts, evaluations, and benchmarks.
• Work as part of wider Morpheus SE team, share knowledge, document customer success stories, and help maintain the team lab environment.
• Provide product feedback to internal teams.
• Conduct workshops and facilitate engineering and presales contacts with the partner ecosystem.
• Own and meet a revenue quota, and perform regular reviews and reports on partner opportunities.
• Facilitate communication between partners, Morpheus product teams, customers, and field sales teams.

Education and Experience:

• 5+ years of experience in cloud architecture, sales engineering, or solutions architect roles with a top-tier systems vendor or customer.
• 8+ years of experience in sales or systems engineering, including building and implementing virtualization and cloud computing solutions.
• Understanding of core compute, storage, and networking topology and devices.
• Advanced knowledge of at least one virtualization platform such as VMware, Hyper-V, Openstack, or Nutanix.
• Passion for learning new technologies and trends, with the ability to rapidly absorb and apply new information.
• Strong analytical skills and a natural ability to solve complex technical and business problems.
• Excellent presentation skills and storytelling techniques.
• Superior time and task management skills.
• Exceptional written and verbal communication skills.
• Willingness to travel 25% to 50%, mainly within the EMEA region, with occasional travel to other regions.

Knowledge and Skills:

• Practical experience with Morpheus, either as a consultant or an Admin user.
• Experience with Kubernetes and containerization.
• Advanced knowledge of public clouds, including AWS, Azure, and GCP.
• Familiarity with ITSM, CI/CD, configuration management, and other automation technologies.
• Basic automation and programming skills in languages such as Ruby, Python, Java, PHP, Git, Groovy, Ansible, Bash, or Powershell.
• Knowledge of other technologies like backup, advanced networking, load balancers, and IPAM tools.
• UAE market understanding is highly desirable.

Additional Skills:

• Accountability
• Active Learning
• Active Listening
• Assertiveness
• Building Rapport
• Coaching
• Complex Sales
• Creativity
• Critical Thinking
• Cross-Functional Teamwork
• Customer Experience Strategy
• Customer Interactions
• Design Thinking
• Empathy
• Financial Acumen
• Follow-Through
• Growth Mindset
• Identifying Sales Opportunities
• Industry Knowledge

What We Can Offer You:

Health & Wellbeing: We strive to provide our team members and their loved ones with a comprehensive suite of benefits that supports their physical, financial and emotional wellbeing.

Personal & Professional Development: We also invest in your career because the better you are, the better we all are. We have specific programs catered to helping you reach any career goals you have — whether you want to become a knowledge expert in your field or apply your skills to another division.

Diversity, Inclusion & Belonging: We are unconditionally inclusive in the way we work and celebrate individual uniqueness. We know diverse backgrounds are valued and succeed here. We have the flexibility to manage our work and personal needs. We make bold moves, together, and are a force for good.

Let's Stay Connected:

Follow @HPECareers on Instagram to see the latest on people, culture and tech at HPE.

Job: Sales

Job Level: TCP_05

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.

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

HPE will comply with all applicable laws related to employer use of arrest and conviction records, including laws requiring employers to consider for employment qualified applicants with criminal histories.