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Sr. Pre-Sales System Engineer - Eastern PA

Hewlett Packard Enterprise

All, PA, USonsite

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About this role

Sr. Pre-Sales System Engineer - Eastern PA   

This role has been designated as ‘Remote/Teleworker’, which means you will primarily work from home.

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 varied 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:

An SE is the primary customer facing engineer for any given account and have final technical responsibility for that customer or prospect’s wellbeing and satisfaction.  SEs are members of the sales team and have their own management structure separate from Territory Managers (TMs).  SEs are typically paired 1:1 with a TM. Territory is focused on Eastern PA, should be willing to travel up to 5 days a week to Customer sites within the territory

Management Level Definition : Contributions impact technical components of HPE products, solutions, or services regularly and sustainable. Applies advanced subject matter knowledge to solve complex business issues and is regarded as a subject matter expert. Provides expertise and partnership to functional and technical project teams and may participate in cross-functional initiatives. Exercises significant independent judgment to determine best method for achieving objectives. May provide team leadership and mentoring to others.   Responsibilities: • Be a subject matter expert (SME) on all HPE Networking solutions and be able to articulate to customers and prospects both verbally and in writing. • Understand the application for which customer will use HPE Networking products and ensure we properly position working and successful solutions.  This includes mapping what the HPE Networking (HPEN) product portfolio to the customer’s environment and requirements.  The degree to which customer leverage this is dependent on an account by account basis.  Some customers are more autonomous and familiar with the HPEN solutions and will rely less on the SE as well as the opposite.  Also some customer’s own security concerns will limit what they are able to share and accordingly reduce the SE’s ability to advise. • Stay up to date with their respective TM so the SE and TM are aware of each other’s activities and perform a proper division of labor • Weekly cadence calls are encouraged and daily informal communications should be the norm between an SE and TM team • Present HPE Networking solutions to customers and prospects to help educate them what HPEN can do for their organizations • Take technical notes in meetings and follow up on technical items • While SEs do not perform installations they should advise customers to follow best practices and ensure any delivery teams plan and test deployments to ensure success. • Keep existing customers up to date on changes in the HPEN portfolio • If customer’s are looking into education on HPEN solutions SEs should help guide them to the proper training programs • Maintain an up-to date home lab to stay up to date on the portfolio as it evolves over time. • Demonstrate potential solutions via the SEEL lab or their own how lab environment. • Pull in Product Line Mangers (PLM) or Systems Engineer Managers (SEMs) as needed for technical and business escalations respectively.  If PLM or Technical Marketing Engineers (TME) are needed SEs may seek their guidance directly or via the SEM or CSE. • Perform proof of concept (POC) testing for new solutions as needed.  This includes: • Developing a test plan and success criteria • Performing configuration or the hardware and/or software in the POC • Ensuring any eval hardware is returned at the end of the POC • Develop Bills of Material (BOMs) as needed and ensure their accuracy • SEs do not set nor should they communicate discount levels as this is a TM function; beware customers and partners playing divide and conquer.  List price only discussions should be the limit of an SE’s discussion. • Manage the Technical Assistance Center (TAC) for critical cases and ensure TAC remain properly focused.  Escalations on cases should be raised when needed.  Pulling in the SEM or PLM resources as needed to ensure customers are made whole as quickly as possible. • SEs do not have direct troubleshooting responsibilities although they may at their discretion engage in such activities. • SE’s may for critical cases be used on-site by TAC as “smart-hands” on-site to speed trouble resolution. • When a customer is in trouble this can often be looked at as an opportunity to more closely align with the customer.  We can use these moments to build a relationship and be seen as “running towards the fire.”  • Work with HPEN resellers to ensure they are in synch with customer activities and projects as needed.

Be a professional in all things including: • Be punctual; traffic happens plan for it.  It is not unusual for punctual people to be very early due to the variance in traffic.  Of course, life happens.  If an SE is going to be late contact who they are meeting with prior to meeting kick-off to provide status. • Calendar management – SEs are tech workers and our calendars are visible and should be a key productivity tool.  If a time slot will be busy make certain the calendar reflects this.  Also be conscious of how PTO and other reminders you send to others appears.  Sending an invite that blocks out other’s schedules for the SE’s individual task is not optimal. • E-mail signatures are mandatory on ALL devices used for e-mails from the @hpe.com

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