System Engineer, Major Accounts

Teleworker, California

Hewlett Packard Enterprise is an industry leading Technology Company that enables customers to go further, faster. With the industry’s most comprehensive portfolio, spanning the cloud to the data center to workplace applications, our technology and services help customers around the world make IT more efficient, more productive and more secure.

HPE Aruba offers a comprehensive open and standards-based portfolio designed to address a broad range of customer segments, from small & medium businesses, to the largest enterprises with advanced requirements for leading branch and campus LAN solutions. HPE’s innovative technology and open, standards-based approach to networking is resonating with customers around the world, and HPE Aruba revenue exceeds the sum of its next five competitors.

What you need to know about the job

Job ID: 1036831
Date Posted: 11/21/2018
Primary Location: Teleworker, California
Job Category: Sales
Schedule: Full time
Shift: No shift premium (United States of America)

Summary

Aruba, a Hewlett Packard Enterprise Company, is a leading provider of next-generation networking solutions for the mobile enterprise: http://www.arubanetworks.com/company/about-us. We have an exciting opportunity for a Major Accounts Systems Engineer (SE) to join our team.

The SE primarily provides pre-sales technical support for the development and implementation of complex products/applications/solutions. As a Pre-Sales/Systems Engineer, the SE will be responsible for managing pre-sales technical / functional support to prospective clients and customers while ensuring customer satisfaction. With a proven track record of successful sales support activity, the Systems Engineer will present and articulate the capabilities and values of an Aruba Solution versus that of our competitors. The preferred candidate will have career level experience with networking infrastructure technologies in all arenas.

The SE will work with Aruba’s Major Account Managers to qualify opportunities and convert leads into successful engagements. The Systems Engineer must combine excellent sales support, and consultative skills with an expert understanding of advanced and emerging technologies with an emphasis on campus and distributed branch networks. The Systems Engineer will consult with their assigned Major Account Manager to provide a comprehensive pitch to prospective clients.

This Systems Engineer will proactively support an opportunity pipeline and drive through the sales process to closure. This career level position requires the ability to lead in a team environment and to collaborate on the development of innovative, tailored solutions for both clients and prospects. Incumbents must know how to gather the client data required to effectively tailor a solution. Solution selling is a must, and incumbents need to understand the various ways a solution may be delivered and have the ability to anticipate what will work best for a given client. By combining technical expertise with business acumen this role provides vital, detailed information about how Aruba’s solutions deliver business value to our clients.

Reporting Line:

Responsibilities:

  • Manage account and partner responsibilities for selected accounts in assigned territory.
  • Provide the optimum combination of hardware, software, and services to meet complex customer needs.
  • Play a role in the development of the bid, proposal, and presentation of the solution to the prospect.
  • Provide specific solutions/technology/product/technical and sales support for accounts in assigned territory.
  • Perform a career level of technical presentations for customers, partners, and potential prospects.
  • Manage vendor partners to help drive business and deliver demand generation events.
  • Drive account relationships over time to continue to deliver advice to the customer and identify additional opportunities; maintain and manage a sales pipeline and forecasts against regional goals.
  • Possess career competitive knowledge including solution, technology, and product offerings.
  • Provide consultative support to key internal/external stakeholders in assigned territory.
  • Use in-depth product knowledge to provide technical expertise to sales staff and the customer through sales presentations and product demonstrations.
  • Assists the sales staff in assessing potential application of company products to meet customer needs.
  • May prepare detailed product specifications for the development and implementation of customer products/applications/solutions.
  • May create detailed design and implementation specifications for complex products/applications/solutions.
  • May build a mini-application based on customer requirements to demonstrate feasibility of the application, often requiring rapid prototyping and/or product demo for client.
  • May provide consultation to prospective users and/or product capability assessment and validation.

Required Qualifications:

  • Minimum of 5 (5 years of related experience with a Bachelor’s degree; or 3 years and a Master’s degree; or a PhD without experience; or equivalent work experience.
  • Minimum 5 years of infrastructure engineering and some experience with successful pre-sales support is preferred.
  • Career level oral & written communication, organizational, presentation, prioritization, and interpersonal skills.
  • Must be customer focused and have the ability to design and manage solutions to complex technical issues.
  • Ability to interface with senior levels of internal / external organizations is required.
  • Ability to mentor more junior Systems Engineers in the assigned territory is required.

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1036831

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