Job Opportunities at Hewlett Packard Enterprise

Key Responsibilities:

• Understand and solve customers’ pain points through Aruba’s unique value proposition.
• Embrace selling a disruptive technology to educate key decision-makers in organizations in your territory. 
• Be the GM of your business and create a plan for success, coverage, target prospects, customer footprint, partner coverage, marketing campaigns, etc. 
• Manage the success of your business through Salesforce and Aviso.
• Learn and implement our world-class sales methodology to consistently overachieve on quarterly/annual revenue goals. 
• Successful reps are consistently running 10 customer meetings and one new business meeting per week.
• Work closely with partners to create joint plans, generate pipeline and drive opportunities to closure. 
• Work closely with your SE to deliver on both business and technical value. 
• Ramp quickly through world-class onboarding and ongoing learning at your own pace.
• Be in control of your own career trajectory either, enterprise sales or leadership. We promote from within and on merit. 
• Maintain Salesforce accuracy to secure the required resources and assistance to help on opportunities.  

The technology:

• SSE (ZTNA, SWG, and CASB) and SD-WAN in a complete cloud offering with unmatched security and networking integration.

About you:

• Minimum 5 years selling experience with a revenue quota and expertise in AAR subscription models.
• Experience selling security, SaaS, SD-WAN, or software preferred. 
• You have a history of over-achievement in your career and are in the top 10% in your current organization. 
• You are hungry to learn and develop making you highly coachable.  
• A self-starter who looks to solve problems, drive pipeline, and execute.  
• A learner who invests in self-development to continually become better each day.
• Experience working with partners, Global Sis, and Global Service Providers and selling directly to end customers.  
• Experience selling to multiple levels within an organization with a thorough understanding of Value Selling, and use of sales methodologies like MEDDIC.
• Bachelor’s degree in business or related area preferred.

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The Role:

The purpose of the Cloud Ops Engineer is to work with the Cloud Ops team and Consultants in other practices to build, support and improve customer environments. This role is highly technical and involves "hands on" technical delivery as well as some day to day team tasks and provide technical guidance to the rest of the team. Strong understanding of all services offered and a high level of confidence working with various technologies are expected. Take ownership of problems and incidents within the team. Keeping Management and Team members informed of progress. Manage the deployment, monitoring, maintenance, development, upgrade, and support of IT systems. Work with stakeholders to define systems requirements for new technology implementations. Make recommendations on hardware and software assessments and upgrades. Contribute to the drive of automation and continuous improvement of services and support. Establishing processes and procedures to improve and support global service delivery. Ensure operational documentation is up to date, tested and distributed where needed. Day to day activities include monitoring and reviewing service delivery, responding to escalations, and maintaining the stability of the services. Ensure the global infrastructure and core technologies are operating optimally at all times (meeting all agreed SLA/OLA). Undertake change submission role including submitting new change requests and attending the weekly CAB meeting as required. Feed into Major Incident Management and Problem Management processes and ensure adherence within the Infrastructure team as a whole. Keep up to date on the latest technologies and solutions and conduct research into their potential application in the firm. Work within HPEs project methodology for all projects. Fulfil responsibilities in the event of an emergency or disaster in adherence with BC/DR policies. Maintain and regularly test the firm's Business Continuity Plans to mitigate key IT business risks in line with the firm's policies. Regular interaction with the global Service Desks to ensure effective handling of incidents and requests

Required Skills:

• In-depth experience with Azure or a similar cloud platform
• Specific technical knowledge of:
• DevOps tools and methodologies (Azure DevOps, Terraform, PowerShell, JSON or similar)
• Software defined networking
• Cloud storage solutions
• Active Directory
• Excellent problem-solving skills
• Familiarity with cloud automation and PowerShell and/or C#
• Experience in writing design documentation
• Ability to work independently or part of a team
• Degree in Computer Science, Information Systems or related field (or the equivalent work experience)
• Understand and experience of Linux operating systems
• MS Cloud (Azure, Exchange Online, VNETS, VPN, & PowerShell)
• Windows Server 2012, 2014, 2016 and 2019
• Server Backup Products, Microsoft's Active Site Recovery (ASR) and Azure backup
• Proven experience in IT infrastructure planning and development
• Designing virtualization and storage solutions with hands on SAN experience
• Exposure over many years to a wide variety of applications and technologies
• In-depth knowledge of applicable data privacy practices and laws
• Deep understanding of project management principles and application

Additional Beneficial Skills:

• Azure Stack HCI knowledge and experience
• Technical mentoring and training of other team members
• Experience working within diverse industry sectors e.g., financial, retail, commercial, etc.
• Additional Hyperscaler experience i.e., AWS. GCP, Alibaba skills would be a clear benefit.
• Microsoft Office 365
• Windows 7, 8.1, 10 Enterprise Edition
• Microsoft Exchange and Exchange online exposure
• Microsoft SQL (Iaas and Paas)
• An appreciation of Azure networking/security

Soft skills:

• Great team player
• Comfortable white boarding to peers and articulating thoughts around technical designs
• Strong attention to detail
• Thirst for learning new technologies

Experience:

• At least 3+ years working with cloud technologies
• And
• At least 5+ years’ experience in an engineering / operations role in a large Windows network environment (AD, DNS, DHCP, Windows servers, storage platforms, etc.)

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Job Description:

Job Family Definition:

Analyzes, designs, programs, debugs, and modifies software enhancements and/or new products used in local, networked, or Internet- related computer programs, primarily for end users. Using current programming language and technologies, writes code, completes programming, and performs testing and debugging of applications. Completes documentation and procedures for installation and maintenance. May interact with users to define system requirements and/or necessary modifications.

Management Level Definition:

• Applies developed subject matter knowledge to solve common and complex business issues and recommends appropriate alternatives. Works on problems of diverse complexity and scope. May act as a team or project leader providing direction to team activities and facilitates information validation and team decision making process. Exercises independent judgment to identify and select a solution. Ability to handle most unique situations. May seek advice in order to make decisions on complex business issues.

Responsibilities:

• Designs enhancements, updates, and programming changes for portions and subsystems of end-user applications software running on local, networked, and Internet- based platforms.
• Analyzes design and determines coding, programming, and integration activities required based on general objectives and knowledge of overall architecture of product or solution.
• Writes and executes complete testing plans, protocols, and documentation for assigned portion of application; identifies and debugs, and creates solutions for issues with code and integration into application architecture.
• Leads a project team of other software applications engineers and internal and outsourced development partners to develop reliable, cost effective and high quality solutions for assigned applications portion or subsystem.
• Collaborates and communicates with management, internal, and outsourced development partners regarding software applications design status, project progress, and issue resolution.
• Represents the software applications engineering team for all phases of larger and more-complex development projects.
• Provides guidance and mentoring to less- experienced staff members.

Education and Experience Required:

• Bachelor's or Master's degree in Computer Science, Information Systems, or equivalent.
• Typically 4-6 years experience.

Knowledge and Skills:

• Using software applications design tools and languages.
• Strong analytical and problem solving skills.
• Designing software applications running on multiple platform types.
• Software applications testing methodology, including writing and execution of test plans, debugging, and testing scripts and tools.
• Excellent written and verbal communication skills; mastery in English and local language. Ability to effectively communicate product architectures, design proposals and negotiate options at management levels.

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How you will make your mark:

• Design, build, train, evaluate, deploy, and monitor statistical and machine learning models for the Aruba UXI product
• Work with developers, engineers, product managers and cross-enterprise data science teams to build machine learning and AI-Ops capabilities that our customers need
• Identify and communicate opportunities to product and engineering stakeholders and drive selected opportunities to production
• Provide data curation, visualization, analysis and modelling support for business
• Designs enhancements, updates, and develops changes for subsystems and systems.
• Writes and executes complete testing plans, protocols, and documentation for architecture.
• Provides guidance and mentoring to less- experienced staff members.

About you;

• Preferred Masters degree in a scientific, technical or numerical discipline
• 5+ years of experience
• 2+ years using Python        
• Proficient in Python and the Python numerical stack (Numpy, Pandas, Sklearn, Matplotlib, etc)
• Ability to work with multiple data sources to retrieve, combine, clean and preprocess data for modeling
• Experience in building statistical or machine learning models
• Ability to explain models and highlight their advantages and limitations
• Ability to work with developers to deploy models in production
• Experience in developing, deploying and supporting SOA/microservices.
• Excellent written and verbal communication skills.
• Strong analytical and problem-solving skills.
• Our systems use the following technologies, so experience with the following is beneficial but not essential:
• AWS (EC2, S3, Kinesis, RDS, Route53, DynamoDB)
• Google cloud platform
• Clickhouse
• Python frameworks (Django, Flask, FastAPI, SQLAlchemy)
• Design and optimization of relational databases
• Design and implementation of RESTful APIs and microservices
• Terraform
• Kubernetes

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Job Family Definition:

Analyzes, designs, programs, debugs, and modifies software enhancements and/or new products used in local, networked, or Internet- related computer programs, primarily for end users. Using current programming language and technologies, writes code, completes programming, and performs testing and debugging of applications. Completes documentation and procedures for installation and maintenance. May interact with users to define system requirements and/or necessary modifications.

Management Level Definition:

• Applies developed subject matter knowledge to solve common and complex business issues and recommends appropriate alternatives. Works on problems of diverse complexity and scope. May act as a team or project leader providing direction to team activities and facilitates information validation and team decision making process. Exercises independent judgment to identify and select a solution. Ability to handle most unique situations. May seek advice in order to make decisions on complex business issues.

A day in the life:

• Designs enhancements, updates, and programming changes for portions and subsystems of end-user applications software running on local, networked, and Internet- based platforms.
• Analyzes design and determines coding, programming, and integration activities required based on general objectives and knowledge of overall architecture of product or solution.
• Writes and executes complete testing plans, protocols, and documentation for assigned portion of application; identifies and debugs, and creates solutions for issues with code and integration into application architecture.
• Leads a project team of other software applications engineers and internal and outsourced development partners to develop reliable, cost effective and high quality solutions for assigned applications portion or subsystem.
• Collaborates and communicates with management, internal, and outsourced development partners regarding software applications design status, project progress, and issue resolution.
• Represents the software applications engineering team for all phases of larger and more-complex development projects.
• Provides guidance and mentoring to less- experienced staff members.

Education and Experience Required:

• Bachelor's or Master's degree in Computer Science, Information Systems, or equivalent.
• Typically 4-6 years experience.
• Experience working with Windows & Mac OS
• Experience with Rust & Python

Preferred experience:

• Android/iOS experience

Knowledge and Skills:

• Using software applications design tools and languages.
• Strong analytical and problem solving skills.
• Designing software applications running on multiple platform types.
• Software applications testing methodology, including writing and execution of test plans, debugging, and testing scripts and tools.
• Excellent written and verbal communication skills; mastery in English and local language. Ability to effectively communicate product architectures, design proposals and negotiate options at management levels.

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Job Family Definition:

Serves as a trusted adviser to the Partner and develops a mutually beneficial relationship in alignment with HPE business priorities. Drives end-to-end revenue, HPE profitability, and pipeline through joint business plans and data-driven sales efforts. Articulates both HPE global and local business strategies to effectively “sell with”, “sell to”, and “sell through” the Partner, creating a scalable selling ecosystem. Develops knowledge of Partner priorities, industry trends, IT landscape, IT investment strategy, HPE priorities, and HPE Technology to differentiate HPE from competitors. Coordinates and executes HPE activities with the Partner, leveraging HPE specialists when needed. Aligns field sales to drive increased value to HPE for pipeline and revenue/profit growth while leveraging the collective strength of the partner ecosystem. Leads HPE strategy, programs, and systems with and on behalf of the Partner to assure accelerated financial outcomes and build partner loyalty to HPE. These jobs focus on selling to customers through the Partner as an extension of HPE's salesforce, typically through work that occurs outside HPE offices.

Management Level Definition:

• Applies advanced subject matter knowledge to solve complex business issues and is regarded as a subject matter expert. Frequently contributes to the development of new ideas and methods. Works on complex problems where analysis of situations or data requires an in-depth evaluation of multiple factors. Leads and/or provides expertise to functional project teams and may participate in cross-functional initiatives. Acts as an expert providing direction and guidance to process improvements and establishing policies. Frequently represents the organization to external customers/clients. Exercises significant independent judgment to determine best method for accomplishing work and achieving objectives. May provide mentoring and guidance to lower level employees.

Responsibilities:

• Serves as a trusted advisor and expert to the Partner (e.g. Value Added Reseller (VAR), Distributor, SI, ISV, Managed Service Provider) on where to play within emerging trends in Partner's ecosystem in alignment with HPE business priorities. Works with the Partner to create a mutually beneficial plan for the future.
• Drives end-to end HPE revenue, profitability, and pipeline by creating joint business plans and leading data-driven sales efforts with the Partner.
• Articulates both HPE global and local business strategies to effectively "sell with," "sell to," and "sell through" the Partner, creating a scalable selling ecosystem. Tailors solutions to influence the broader Partner ecosystem.
• Develops thorough knowledge of partner priorities, industry trends, IT landscape, IT investment strategy, HPE priorities, and HPE Technology and communicates value of the portfolios and solutions to better differentiate HPE from competitors.
• Demonstrates business and sales leadership by building mutually beneficial, executive-level relationships with one or many Partners to grow HPE market share.
• Coordinates and executes HPE activities with the Partner, leveraging HPE specialists when needed, including sales cadence, education, marketing, executive briefings, proactive forecasting, business planning, and client engagements. Drives HPE marketing strategy through the customer.
• Drives account mapping process with the Partner and HPE Sales teams to align field sales. Promotes increased value to HPE for pipeline and revenue/profit growth while leveraging the collective strength of the partner ecosystem.
• Leads and implements HPE strategy, programs, and systems with and on behalf of the Partner to assure accelerated financial outcomes and build partner loyalty to HPE. Influences Partner to drive increased number of sellers, Solution Architects, and other Partner resources to HPE portfolio.
• Tailors selling solutions to fit the needs of the partner's customer profile including HPE products, services and technology alliances to achieve assigned quota.
• May recruit and develop business relationships with new partners, working to increase partner commitment to HPE.
• May spend time monitoring Partner sales floor to help develop pipeline.
• Works to ensure that partners are aware of, and compliant with, HPE's SBC requirements for Partners, including applicable legal obligations.

Education and Experience:

• University or Bachelor's degree preferred, or equivalent experience.
• Typically 6-10+ years of selling experience at end-user account or partner level.
• Experience selling to partners in a complex environment.

Knowledge and Skills:

• Technology Acumen: Thorough awareness of current technology trends and related HPE strategy and ability to articulate same to Partner.
• Sales Acumen: Able to influence the partner to take actions that create increased value to HPE. Effectively exercises selling skills such as identifying potential opportunities, utilizing appropriate sales platforms and resources, and formulating and proposing solutions with the goal of expanding HPE's business. Acts with a sense of urgency to build strong customer relationships and drive solutions for the partner.
• Account Management: Thorough understanding of business and financial fundamentals to develop strategic plans with the partner that are aligned to customer and HPE strategies, creating increased business opportunities and value for HPE.
• Portfolio Knowledge: Thorough understanding of HPE products and how they can deliver value to customers in contrast to HPE's competitors. Ability to select the best product for the customer's needs, maximizing value for both the customer and HPE. Trend-setter for new HPE products and initiatives, focusing on driving sales of newer, high-margin products and solutions to the customer.
• Partner Industry Acumen: Thorough understanding of Partner industry, trends, competitors, and the channel. Considered a subject matter expert for the Partner industry.

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Job Description:

Country Sales Lead: 

Leads the sales community to success. Communicates direction to the team in line with the company’s vision and strategy. Inspires the team to meet and exceed goals. Manages the HPE sales motion towards growth and increased profitability. Creates a high performing team through recruiting, developing, and retaining talent. Organizes the team and adapts the resource mix to maximize the team’s and HPE’s achievement, market coverage and financial performance. Coaches to assure best in class individual and team sales performance. Orchestrates major Enterprise-level customer engagements to deliver results and create the best customer experience in the industry. Manages escalations to solution, and solution to opportunity. Drives a hunting mentality. Engages customer executives to understand the customers’ business context, build trust, and deliver HPE’s value proposition in line with that. Creates early stage opportunities by managing top customers’ executive level relationships. Coaches and enables teams to craft the right technical, IT investment and pricing strategies to win. Partners with stakeholders to maximize cross-HPE team efficiency and customer success. Helps teams to bust barriers and overcome obstacles. Establishes sales methodology for end-to-end sales process management. Manages sales planning, and follows up to ensure consistent execution. Provides timely and accurate sales forecasts. Provides customer feedback and won/loss deal analysis into the broader HPE team. 

A day in the life:

Strategic Leadership:

• Leads the sales community to success.
• Communicates effectively to set direction for the team in line with the company’s vision and strategy.
• Inspires the team to meet and exceed goals.
• Manages the HPE sales motion strategy and deployment towards growth and increased profitability.
• Creates a high performing team through recruiting, developing and retaining talent. Organizes the team and adapts the resource mix to maximize the collective team’s and HPE’s achievement, market coverage and financial performance.
• Actively and regularly coaches to assure best in class individual and team sales performance.
• Displays uncompromised integrity.
• Propagates our culture and values and the importance of winning the right way.

Customer Intimacy:

• Orchestrates major Enterprise-level customer engagements for HPE to make sure we deliver results through the best customer experience in the industry.
• Acts as role model for the sales community by displaying will to win and action oriented leadership, and by holding customers in the center.
• Manages escalations to solution, and solution to opportunity. Drives a hunting mentality. Engages with key customer executives (CEO, CFO, COO) to understand the customers’ business context and build trust.
• Coaches and guides team members to develop and deliver HPE’s value proposition in line with the customer's business priorities.
• Creates early stage opportunities by managing top customers’ executive level relationships.
• Coaches and enables teams to craft the right technical, IT investment, pricing and sales strategies to win.
• Partners with stakeholders (channel, categories, HR, legal, other sales teams) across business units to maximize customer success and team efficiency across HPE.
• Helps teams to bust barriers and overcome obstacles.

Managing the Business:

• Establishes sales methodology for end-to-end sales process management, with clear roles and responsibilities in each stage of the sales process.
• Manages strategic and tactical sales planning at both segment and account levels. Follows up to ensure consistent execution.
• Provides timely and accurate sales forecasts and outlooks for customer and market dynamics.
• Provides structured customer feedback, competitive assessments and won/lost deal analysis into category, R&D, strategy & planning and sales teams to promote learning.

Education and Experience:

• University or Bachelor’s degree preferred, or equivalent experience.
• Typically 8-10+ years’ experience in sales, including success in achieving progressively higher quota and other sales goals.
• Experience mentoring other sales professional and other employees.
• Prefer experience leading, indirectly managing, or influencing high performing sales teams (through stretch assignments, sales engagements, virtual team projects, etc.)

Demonstrated project management skills.

Knowledge and Skills:

Strategic Leadership:

• Deploys Purpose and Vision: Understands HPE's vision and strategy. Aligns and translates them into the team’s vision, purpose, and clear goals.
• Strategic Thinking: Understands how to best deploy the business model, individual and team strengths to the most impactful opportunities or challenges. Coaches and guides the direct and indirect team to consider each deal's impact to HPE's long term success. Leads the team to determine how HPE adds value to our customer and our customer's customers.
• Leads through Change: Embraces business changes; directs and enables shifts within the team.
• Inspires the Team: Engages and energizes team members to achieve team goals and realize their individual potential.
• Builds Teams: Creates and supports a high performing team through attracting, hiring, developing, promoting, and retaining best in class talent. Plans resource allocation and aligns talent to opportunities, to maximize the effectiveness of the coverage model.
• Develops Talent: Coaches, mentors, and develops talent to maximize individual and team performance. Acts as an advisor helping teams navigate unusual deal situations while encouraging learning.
• Integrity: Wins the right way and displays high ethical standards in every action.

Customer Intimacy:

• Builds Long-Term Customer/Partner Relationships: Understands the customer's or partner's strategy and business needs and positions HPE as a partner invested in the customer's/channel partner's long term business outcomes, leveraging HPE’s portfolio.
• HPE Portfolio Knowledge: Builds and continually updates an understanding of the full portfolio of HPE products, solutions, and service offerings - their value propositions, competitive differentiators, and benefits to our customers. Guides the team to define the solutions roadmap for the customer and articulate targeted solutions to add value to the client.
• IT Industry Acumen: Builds and maintains up-to-date knowledge of IT industry developments and technology trends with potential impacts to our customers.
• Vertical/Industry Knowledge preferred: Understands industry drivers, trends, best practices, and customer needs; able to define how HPE adds value in a customer's business and in an industry. Able to articulate value propositions and messaging tailored to the customer's industry and practices.

Managing the Business:

• Business Analysis: Demonstrates mastery at understanding and analyzing customer, competitor, market, country-specific, and financial information. Leverages analytics, sound judgment, and an ability to "see beyond the data" to decide on winning tactics.
• Sales Methodology: Deploys sales methodology to maximize coverage and customer engagement.
• Drives Results: Drives results (pipeline, forecast, revenue, profit) in alignment with the company strategy. Drives sales execution. Maximizes outcome of resources.
• Business and Financial Acumen: Understands how different parts of a business interoperate to produce business outcomes, including financial outcomes. Understands how actions and decisions impact customer, partner, and HPE achievement and KPI's. Understands general business concepts and the economy. Able to interpret financial reports and make relevant conclusions for planning.

Scope and Impact:

• Typically manages employees, resources, or projects within an assigned territory or country.
• Responsible for quota achievement for the team
• Participates in investment and resource allocation decisions.
• Typically manages approximately 10 sales representatives. Can manage other sales roles (in addition to sales representatives).

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Responsibilities:

Managing the Business

• Manages a group of Presales resources to provide account support or shared resource support.
• Resource management & Intra-Region support - Creates presales utilization plans that reflect the requirements and opportunities within area of control.
• Actively collaborates with peers to address regional presales coverage gaps and leverage technical expertise where warranted to win opportunities for the company.
• Partnering with Sales & acct. planning - Assists in planning sales strategy; collaborates within the company and with the field to prioritize, facilitate and direct the use of resources; works with Sales managers to assess sales pipelines in area of control to ensure appropriate and timely utilization of presales support.

Business acumen

• Continuously monitors, troubleshoots, and improves area-of-control operations to ensure alignment with the company's business direction, the quality of business practices, optimum organizational performance and a highly motivated presales force.
• Understands business, financial and legal concepts to develop meaningful business recommendations.
• Leading & Managing Presales People
• Coaching - Assesses and manages employee performance to ensure individual and group excellence; counsels and supports individuals through selling challenges; manages performance and results of high and low performers.
• Leadership - Models effective selling skills; motivates and supports presales teams; demonstrates a high level of support in the pursuit and closing of deals.
• People development - Nurtures and advances the talent required to maintain company presales force excellence within area of control; sponsors and directs skill building activities to increase the productivity and accomplishments of the presales force; ensures strong technical acumen across the group needed to support sales.
• Selling as a Presales Manager
• Focuses on strategic direction- understands the overall company/BU strategic direction and portfolio, and can assist sales teams in customizing solutions based on client needs.
• Consultative selling - strategizes with and coaches their team on how to apply consultative-selling techniques to advance sales opportunities; demonstrates client-sensitive practices within the account(s) and internal gate-keeping within the company to support building strategic trusted advisor status.
• Financial selling - employs a financial selling approach to meet customer needs; works with team to build business cases that link proposals to customer's goals, strategies and relevant business metrics, and that demonstrate industry and competitive proficiency.

Education and Experience Required:

• University or Bachelor's degree in Science or Engineering.
• Typically 8+ years experience in technology leadership & sales, 15+ years of total experience.
• Directly related management experience and work results including success in supporting the achievement of progressively higher quota or other sales related goals.
• Demonstrated level of project management skills.
• Additional specialized knowledge in breadth and/or depth

Knowledge and Skills:

In addition to core technical skills:

• Business Management
• Forecast/Budget Control Operations.
• Building/ Improvement.
• Resource Brokering/ Allocation.
• Management of business processes.
• Business Development
• Strategic Account Support.
• Negotiation skills within the company.
• Consultative Selling
• Presentation and communication skills.
• Ability to develop strong customer relationships.
• Consultative, solution selling and business development skills.
• Workforce Planning & Development
• Workforce Planning.
• Career Planning & Development.