Systems Engineering Manager - Mid Atlantic at Aruba in Santa Clara, California

Job Description:

Systems Engineering Manager - Mid Atlantic

Job Description:

Aruba:

Aruba, a Hewlett Packard Enterprise Company, is a leading provider of next-generation network access solutions for the mobile enterprise: http://www.arubanetworks.com/company/about-us.

Hewlett Packard Enterprise (HPE) advances the way people live and work. We bring together curious minds to create breakthrough technology solutions, helping our customers make their mark on the world.

Aruba is redefining the "Intelligent Edge" Aruba is creating new customer experiences by building intelligent spaces and digital workspaces - leading next-generation network access solutions for the mobile enterprise. We are focused on campus, branch, mobility, and the IoT to transform businesses with the combined power of computing, context, control, and secure connectivity. We help some of the largest and most exciting companies globally to modernize their networks to meet the demands of a digital future. 

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.


• Typically 7+ years experience in sales.


• 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.
  
  
  
  


• Workforce Management
  
  
  • Coaching & Supervision.
  
  
  • Timely management of low performers.
  
  
  • Skill Development/ Enhancement.
  
  
  • Performance Management.
  
  
  
  

#Aruba

#ArubaUS

Job:

Job Level:

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

HPE will comply with all applicable laws related to the use of arrest and conviction records, including the San Francisco Fair Chance Ordinance and similar laws and will consider for employment qualified applicants with criminal histories.