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Pre-Sales Consultant - Commercial Accounts job in Dreieich

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Job Ref:  018622
Employer:  Hitachi
Country:  Germany
City:  Dreieich
22/10/2016 00:06
Job Description

Job Title
Presales Consultant

Reporting to
Presales Manager

Direct Reports
Individual Contributor

Job Purpose
The presales consultant is part of the presales organization in Germany and will provide technical sales support to Hitachi Data Systems' customers, prospects or partners. Presales consultants will apply their respective sales- technology- and market-skills, and their knowledge and experience in customer interactions of various formats, like onsite visits, presentations, dialogues, interviews, design workshops, webcasts, road shows and others.

The role is responsible for the following:
• Strong focus on understanding the customers' or prospect's or partners' business needs, their current strategy, their challenges, their technical issues and risks, the economic impacts of these issues and risks, and their environment from a technology and process perspective
• Develop and maintain appropriate technical and managerial level contacts within the customer/prospect.
• Provide architecture, product or solution design during the bid phase
• Support the account manager in sales activity to win existing and identify and qualify new sales opportunities
• Assist and/or own the preparation of Hitachi Data Systems proposals
• Ensure that customer and prospect personnel fully appreciate the current and future benefits provided by Hitachi Data Systems solutions in their environment and for their business
• Take responsibility for certain projects in the accounts
• Take ownership for all technical aspects
• Maintain and continuously enhance solution expertise on their respective focus area
• Maintain and continuously enhance expertise on suitable sales-methodologies and sales-approaches
• Participate in and contribute to the German presales team and help driving the overall growth and knowledge and best practice sharing in the entire sales and presales organization
• Ensure that additional Hitachi Data Systems resources are being introduced where appropriate within the account

This role requires a comprehensive set of influence and accountability - key competencies include:
• Strong, fluent german language skills
- Good english language skills
- Strong leadership, influencing, communication and interpersonal skills
• Strong presentations skills with the ability to present to audiences of variable sizes from a few to hundreds - adapting the messaging from technical details to overall business requirements as needed
• Ability to comprehend complex technical situations
• Ability to collaborate and communicate effectively with customers technical staff, like administrators, architects, application specialists, engineers, developers, product management but also with business owners and executive level stakeholders
• Strong technical knowledge and understanding of information technology, data center operations, infrastructure trends, architecture and virtualization technologies and how they interact with application environments.
• Willingness to accept responsibility and take ownership
• Innovative, actively looking for solutions to problems.
• Strong communication and inter-personal skills; ability to influence and establish credibility and work with sales, peers, users, customers and partners.
• Able to demonstrate technical credibility with customers and partners.
• Confident and self-reliant, but able to work as a team member, demonstrating clear commitment to team objectives.
• Self-motivated, positive, helpful, proactive and enthusiastic individual
• Understanding of the dynamic sales environment and customer needs
• Well-organized and adaptable clear thinker with a tolerance for ambiguity and incompleteness
• Passion for structure as well as process and detail
• Ability to quickly comprehend complex tasks and get familiar with critical tools
• Willingness to work towards challenging deadlines and under pressure
• Proficient with business support tools

Presales consultant sub-categories in FY16
In order to cope with changing market requirements and an ever-increasing product and solutions portfolio, presales consultants specialize in the following five sub-categories:
TAM, SME, GSI, Channel and Architect.
The overall responsibilities are equal in all categories. The difference lies in the level of specialization, which can either be technology or market circumstances.

Particularities TAM (Technical Account Manager)-team:
Presales in the TAM-team will focus on existing large customers. A broad set of technical and customer knowledge will be combined with handling the needs and expectations of customers we have worked with for years. Additional responsibilities are

• Take ownership for Jour Fix meetings
• Understand and define the range and extend products and services that could be provided to HDS Customers.

Particularities GSI (Global System Integrators)-team:
Presales in the GSI-team will focus on service- and cloud-providers. A broad set of technical and outsourcing knowledge will be combined with the delicate speciality of dealing with huge outsourcing projects of local and international system integrators. Typical engagements will happen on IT and Business Process Outsourcing bids within Fortune 1000 companies. Additional responsibilities are

• Understand the specialties of the RFP (Request for Proposal)-driven GSI business
• Be one of the main contacts and therefore be responsible to create a trustful relationship with mainly Indian Global System integrators
• Turn HDS superior technology advantages into true business benefits and improve the System Integrators TCO (Total Cost of Ownership)
• Ensure rapid responses to GSI support requests by create winning solution designs and establishing a building block system where possible

Particularities PARTNER-team:
Presales in the channel-team will focus on resellers. A broad technical and sales knowledge will be combined with the speciality of working on opportunities that are mainly driven by partners but still require the vendors sales support, attention and quality assurance.
Additional responsibilities are

• Engage with sales and partners on customer projects, RFP (Request for Proposal), RFI (Request for Information) etc. - do the portions of your technical expertise yourself, but also involve SME or Architects where appropriate
• Drive a rather large number of projects in parallel, using the partners technical expertise to the maximum, hence adding only the last portion of attention and QA (Quality Assurance) as required from the vendor Hitachi
• Understand partners challenges and priorities to effectively position HDS solution
• Make proactive suggestions to partner management regarding needed partner enablement
• Engage in enablement activities with the partners yourself, but also ensure proper use of SME

Particularities SME (Subject Matter Expert)-team:
Presales in the SME-team will focus on providing deep technical expertise, business approaches and use cases regarding our technology focus areas: block, file, private cloud, content, data protection, SAP, Oracle and measurable gains. All Ninja and Ambassador activities are bundled here. Additional responsibilities are

• Support demo's and proof of concepts
• Maintain and develop technical and service expertise on the focus area
• Study industry papers, media articles, analyst reports and other publications to maintain up to date knowledge on competitive offerings, how they are positioned and how HDS can best compete.
• Work with EMEA Solution Expert and Solutions Lead to provide input to the HDS Academy to develop and improve education
• Provide guidance on appropriate GSS and partners services required to build a full solution.
• Help sales and presales peers to identify architectural and commercial risks
• Participate and contribute to the Central Region subject matter expert community
• Provide input to build guides and develop best practices
• Maintain and develop hands on experience
• Maintain your Ecosystem amongst Partners and ISVs
• Train Presales and Sales

Particularities Architects-team:
Presales in the Architects-team will focus on providing sales support with their broad and general IT knowledge, increasing vertical knowledge combined with skills around topics like big data and analytics, market and IT trends, future projects and social innovation. Additional responsibilities are
• Strong Relationship with CTO, Product Management and SPG
• Provide thought-leadership on the given topics
• Focus on the given topics and newest HDS technology
• Take ownership for follow-up
• Build up awareness and strategies to address current trends and market situation
• Build up industry specific knowledge on key verticals
• Drive customer interaction with "Business Consulting & CTO" like activities
• Run regular architectural design best practices workshops
• Run regular challenger sessions to define new playbooks

• Train Presales and Sales
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