Aruba Networking DCN Business Development Manager

Aruba Networking DCN Business Development Manager

  

This role has been designed as ‘Hybrid’ with an expectation that you will work on average 2 days per week from an HPE office.

Job Description:

   

Job Family Definition:

• Responsible for overseeing and managing APJ’s DCN GTM and projects related to Aruba Networking’s Data Center Networking and/or other internal and external partners and stakeholders which will assist in creating strategic and operational related programs.
• The role will identify products training/ go to market initiatives and/or services and manage the operational structure necessary to grow the Data Center Networking pipeline plan in APJ and to ensure the quality of design and development of these programs.
• Develops and maintains client, partner, and stakeholder relationships through partnering, coaching, and facilitating to identify, prioritize, and implement development solutions, operational systems, and processes.

Management Level Definition:

• Recognized authority on relevant subject matter knowledge including Data Center Networking technologies / solutions, theories. Competitive offering.
• Contributes to the development of innovative principles and ideas.
• Successfully operates in the most complex disciplines, in which the company must operate to be successful and demonstrate Quarter on Quarter growth and month / quarter linearity
• Leads cross-division functional teams or projects that affect the organization's long-term goals and objectives. May participate in cross-division, multi-function teams.
• Provides mentoring and guidance to lower-level employees.
• Routinely exercises independent judgment in developing methods, techniques, and criteria for achieving objectives.
• Develops strategy and sets functional policy and direction. Acts as a functional manager within area of expertise but does not manage other employees as a primary job function.

Presales Consulting: 

Manages a group of presales professionals in one or more of the Presales Functions (Technical Consultant, Technical Client Consultant, and Enterprise Architects). Responsible for setting the direction, managing the deliverables of the assigned group, and achieving revenue and expense objectives. Resolves customer problems and contributes to customer satisfaction. Responsible for representing assigned area to all levels of sales and other company management. Where appropriate, seeks to build strategic executive relationships with external clients and internally within company, and partners with internal and external resources to develop best-in-class solutions for customer. Manages the performance of individual contributors and the team overall, and grows and develops talent within the organization.

Responsibilities:

• Managing the Business
  • Directs overall Presales operations in assigned area of responsibilities.
  • 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 the company's offers.
• 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 - 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 company 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.
• Selling as a Presales Manager
  • Focus on strategic direction - articulates the 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 company 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.

Education and Experience Required:

• First level university degree, advanced university degree preferred or equivalent experience.
• Typically, 8+ years’ experience, including managing large complex projects or programs.

Knowledge and Skills:

• Program and project management skills.
• Facilitation and consulting skills.
• Business and financial planning acumen.
• Leadership, communication, change management, and project management skills.
• Excellent relationship management skills, including strong competency in vendor management and cultural awareness.
• Demonstrated mastery in developing and implementing comprehensive development plans.

Accountability, Accountability, Active Learning (Inactive), Active Listening, Assertiveness, Bias, Building Rapport, Buyer Personas, Coaching, Complex Sales, Creativity, Critical Thinking, Cross-Functional Teamwork, Customer Experience Strategy, Customer Interactions, Design Thinking, Empathy, Financial Acumen, Follow-Through, Growth Mindset, Identifying Sales Opportunities, Industry Knowledge, Intellectual Curiosity (Inactive), Long Term Planning, Managing Ambiguity {+ 6 more}

Health & Wellbeing

We strive to provide our team members and their loved ones with a comprehensive suite of benefits that supports their physical, financial and emotional wellbeing.

Personal & Professional Development

We also invest in your career because the better you are, the better we all are. We have specific programs catered to helping you reach any career goals you have — whether you want to become a knowledge expert in your field or apply your skills to another division.

Unconditional Inclusion

We are unconditionally inclusive in the way we work and celebrate individual uniqueness. 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.

#singapore#aruba

Job:

Sales

Job Level:

Manager_2

    

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

   

HPE will comply with all applicable laws related to employer use of arrest and conviction records, including laws requiring employers to consider for employment qualified applicants with criminal histories.