Technical Sales

7 days ago

Kuala Lumpur, Malaysia Korn Ferry for HPE Full time

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 compute, 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.

A Systems Engineer will be responsible for managing pre-sales technical / functional support to prospective clients and customers while ensuring customer satisfaction. With a proven track record of successful sales support activity, the Systems Engineer will present and articulate the capabilities and values of an Aruba Solution versus that of our competitors.

The incumbent will work with Aruba’s Account Managers to qualify opportunities and convert leads into successful engagements. The Systems Engineer must combine excellent sales support, and consultative skills with an deep understanding of advanced and emerging technologies with an emphasis on campus and distributed branch networks.

The Systems Engineer will consult with their assigned Account Manager to provide a comprehensive pitch to prospective clients. This Systems Engineer will proactively support an opportunity pipeline and drive through the sales process to closure. This position requires the ability to lead in a team environment and to collaborate on the development of innovative, tailored solutions for both clients and prospects. Incumbents must know how to gather the client data required to effectively tailor a solution. Solution selling is a must, and incumbents need to understand the various ways a solution may be delivered and have the ability to anticipate what will work best for a given client. By combining technical expertise with business acumen this role provides vital, detailed information about how Aruba’s solutions deliver business value to our clients.
- **Responsibilities**:_
- Serves as a trusted advisor and expert to the Partners (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.
- Support Pre-Sales activity of Aruba Networks’ Partners.
- Work with Aruba Networks’ Partners to discuss on business strategy to penetrate customers account, propose suitable solution to match customer requirement.
- Provide Partners with technical advice/enablement/training to equip Partners' Network Engineers with Aruba solution skillset.
- Perform product update to Partners and Customers.
- Perform demonstrations/POCs on Aruba solution to Partners and participate in Aruba events/public webinars
- May assist in recruitment/development business relationships with new Partners, working to increase partner commitment to HPE.
- Assisting Partner Business Manager on the mapping process with the Partners 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.
- Assisting Partner Business Manager in coordinating and executing HPE activities with the Partners, 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.
- 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.
- **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 understa

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