Presales Director US Public Sector

Hewlett Packard has been in the innovation business for more than 75 years. Our vast intellectual property portfolio and global research and development capabilities are part of an innovation roadmap designed to help organizations of all sizes – from global enterprises to local startups – transition from traditional technology platforms to the IT systems of the future.

• Resource management & Intra-Region support - Translates business goals into actionable presales utilization plans that reflect the requirements and opportunities within area of control. Proactively addresses regional presales coverage gaps and leverages presales technical expertise where warranted to win opportunities for the company • Partnering with Sales & acct. planning - actively engages in driving sales strategy; collaborates within the company and with the field to prioritize, facilitate and direct the use of resources; proactively assesses sales pipelines in area of control to ensure appropriate and timely utilization of presales support • Collaborates effectively across organizational boundaries to ensure a positive "voice-from-the-field" presence in business decision making and product design. • 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. Exhibits authoritative business, financial and legal acumen to develop meaningful business recommendations. Understands what it takes to manage a business and uses these insights to gain better understanding of a client's/customer's needs and to position the value of company's offers • 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 - Applies understanding of team dynamics to work effectively in teams, achieve goals and successfully plan & execute activities; Effectively facilitates remote team collaboration; develops methods for supporting innovation and change across the organization • People development - Nurtures and advances the talent required to maintain the company's sales force excellence within area of control; anticipates new skill requirements from changing industry or market indicators; 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 • Focus on strategic direction - articulates company's technology vision and direction directly to customers in support of key account sales or complex deals • Consultative selling - strategizes with and coaches their team on how to apply consultative-selling techniques to advance opportunities that result in ongoing profitable revenue growth for the company; Compellingly positions the company as the vendor of choice for strategic partnering for enterprise-wide IT solutions; Identifies the measurable value or impact of the company's offerings and clarifies for customers the key differentiators that distinguish the company's solutions from those offered by its competitors • 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; Develops an accurate business need profile and demonstrates an understanding of related issues • Owns the Presales contribution to business results of assigned Sales organization(s) • Assists in the recruiting, training and development of Presales resources • Manages group readiness to support assigned Sales organization(s) • Typically manages 10-15 senior individual contributors

**Education and Experience Required:** • University or Bachelor's degree; advanced or Master's degree preferred • Typically 10-12+ years experience in sales • Directly related management experience and work results including success in managing the achievement of progressively higher quota or other sales related goals • Demonstrated results in managing resources to support complex, strategic sales and/or business objectives **Knowledge and Skills Required:** • Strategic Planning/ Execution • Forecast/Budget Control • Operations Building/ Improvement • Resource Brokering/ Allocation • Management of complex processes • Strategic Account Support • Negotiation skills within and with C-level clients • Presentation and communication skills • Ability to develop strong executive level relationships • Consultative, solution selling and business development skills • Business case development skills • Workforce Planning • Career Planning & Development • Coaching & Supervision; timely management of low performers • Skill Development/ Enhancement • Performance Management • Develops methods for supporting innovation and change across the organization