Director of Pursuit for CSP, MSP & SaaS

Who We Are:

Hewlett Packard Enterprise is the global edge-to-cloud company advancing the way people live and work. We help companies connect, protect, analyze, and act on their data and applications wherever they live, from edge to cloud, so they can turn insights into outcomes at the speed required to thrive in today’s complex world. Our culture thrives on finding new and better ways to accelerate what’s next. We know diverse 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. If you are looking to stretch and grow your career our culture will embrace you. Open up opportunities with HPE.

Job Description:

Hewlett Packard Enterprise is the global edge-to-cloud company advancing the way people live and work. We help companies connect, protect, analyse, and act on their data and applications wherever they live, from edge to cloud, so they can turn insights into outcomes at the speed required to thrive in today’s complex AI Driven world. Our culture thrives on finding new and better ways to accelerate what’s next. We know diverse 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. If you are looking to stretch and grow your career our culture will embrace you. Open up opportunities with HPE.

Your Contribution to the Organization:

The Director of Pursuit for Cloud Service Provider (CSP), Managed Service Provider (MSP) & SaaS is the leader of the Global Compute, HPC & AI BU pursuit team for the rapidly growing HPE CSP, SaaS & MSP segment business, reporting to the VP & GM of the segment.

The Director leads a globally diverse team of pursuit resources, who develops and drive key customer relationships and engagements, in partnership regional sales leaders and teams, across the full customer life cycle. Founded in customer facing technical pursuit, the leader continues to devise and execute strategies to develop new business and identify opportunities to grow revenue of existing business.

The leader is accountable for defining, implementing and meeting both commercial and technical KPI's across the segment, directing global business unit pursuit activities, defining and deploying global business unit LTP plans, driving cross-geo cadence, operational excellence, field enablement and training and serving as the key global escalation point for the segment across all HPE.

While the role is global in scope from both a business, workplace and people management standpoint, the candidate must be based at Hewlett Packard Enterprise HQ in Houston, Texas.

How You’ll Make Your Mark:

Globally accountable for driving business growth through pursuit in new and existing customers within the CSP, SaaS and MSP segments

• Accountable for defining, implementing and achieving global segment commercial plans for revenue, profitability & order targets.
• Accountable for defining, implementing and driving full life-cycle global business unit technical pursuit activities and best practices for new and existing customers across the segment, including field enablement, operational cadence, technical pursuit / design-win activities and customer escalations
• Responsible for driving and implementing courses of action essential in accomplishing objectives in coordination with Field & Account teams
• Responsible, in partnership with sales leaders and field, for developing and expanding deep customer relationships at both the technical and executive levels that results in high-quality funnels
• Drives regional teams in devising and executing local activities and plans that meets and exceeds regional business goals

Drives business outcomes:

• Forges strong working relationship with both customers, sales field and internal stakeholders.
• Builds and leverages deep customer and internal relationships, market insights, and competitive knowledge to drive outcomes
• Proactively and constantly works with customer to determine new opportunities, enhance their experience, helping to shape the future and address threats to existing opportunities
• Leads and proposes business cases / proposals that effectively balances customer outcomes and HPE outcomes for HPE executives and decisions makers for specific solutions and deals.
• Partners with global business units peers and R&D to ensure relevant customer input in the formulation and implementation of novel approaches to solutions, routes-to-markets and partnerships, to ensure successful outcomes both for immediate and future projects and programs

What You’ll Need:

Education and Experience Required:

Master's degree, with significant demonstrated business and technical leadership experience in the CSP, SaaS and MSP space.

10+ years of experience within a major regional or global supplier.

Knowledge and Skills:

• Mastery of customer facing pursuit and relationship building, based on deep industry knowledge and understanding of the CSP, SaaS and MSP Service Provider segments, and their unique challenges
• Mastery of communication and interaction with both internal and external employees, peers and executives.
• Mastery of people management of both direct-, virtual- and x-functional-teams, shaping culture, behaviour and action through led-by-example approach.
• Mastery of consultative selling techniques, including active listening, framing, white boarding, storytelling etc.
• Demonstrated success in defining, implementing and driving global segment commercial planning, operational success, strategic alignment and integration of activities across sales, partners and global organizational functions.
• Demonstrated business and financial acumen with clear understanding of how to devise deal structures, and extract KPI's relevant to various customer roles, including CTO levels, while meeting and exceeding commercial outcomes
• Demonstrated success in meeting or exceeding multiple measurable functional, financial, operational and strategic goals or priorities
• Strong project management expertise with deep analytical and problem-solving skills, including appropriate due diligence.

What We Can Offer You:

• Extensive benefits, a competitive salary and participation in the shared values and purpose that make Hewlett Packard Enterprise one of the world´s most attractive employers! At HPE, our goal is to provide equal opportunities, flexible work-life balance, and constantly evolving career growth.
   
• If you are looking for challenges in an exciting, supportive and international work environment, then we definitely want to hear from you. Continue the conversation by clicking apply now below, or directly via our Careers Portal at www.hpe.com/careers.
   

Find out more about us and follow us on:

• https://www.facebook.com/HPECareers
• https://twitter.com/HPE_Careers
   

At HPE, we’re:

• Ranked 19th on Fortune’s 2022 list of 100 Best Companies to Work For.
• Ranked 7th on Newsweek’s list of America’s Most Responsible Companies 2022
• Named a Best Place to Work for Disability Inclusion for the sixth year in row
• Named one of the 100 Best Large Workplaces for Millennials in 2021
• Recognized as one of the Best Companies for Multicultural Women by Seramount

HPE is an Equal Employment Opportunity/ Veterans/Disabled/LGBT and Affirmative Action employer. We are committed to diversity and building a team that represents a variety of backgrounds, perspectives, and skills. We do not discriminate and all decisions we make are made on the basis of qualifications, merit, and business need. Our goal is to be one global diverse team that is representative of our customers, in an inclusive environment where we can continue to innovate and grow together.

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Additional Skills:

What We Can Offer You:

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.

Diversity, Inclusion & Belonging

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

Let's Stay Connected:

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States with Pay Range Requirement

The expected salary/wage range for a U.S.-based hire filling this position is provided below. Actual offer may vary from this range based upon geographic location, work experience, education/training, and/or skill level. If this is a sales role, then the listed salary range reflects combined base salary and target-level sales compensation pay. If this is a non-sales role, then the listed salary range reflects base salary only. Variable incentives may also be offered. Information about employee benefits offered can be found at https://myhperewards.com/main/new-hire-enrollment.html.

HPE is an Equal Employment Opportunity/ Veterans/Disabled/LGBT and Affirmative Action employer. We are committed to diversity and building a team that represents a variety of backgrounds, perspectives, and skills. We do not discriminate and all decisions we make are made on the basis of qualifications, merit, and business need. Our goal is to be one global diverse team that is representative of our customers, in an inclusive environment where we can continue to innovate and grow together. Please click here: Equal Employment Opportunity.

Hewlett Packard Enterprise is EEO F/M/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. .