HPE Data Centre Solutions (SEA) Business Development Lead

Job Description:

HPE Data Centre Solutions (SEA) Business Development Lead is recognized as a world-class trusted advisor providing comprehensive solutions for IT sustainability and data center transformation.  We guide our customers in their end-to-end data center modernization journey, from IT to facilities infrastructure, providing best-in-class services and solutions to assess current state, define strategy, design and build future data center, and reach operational intelligence supporting sustainability objectives.  

This role will be responsible for driving the growth of DCS portfolio in Southeast Asia, focusing on pipeline generation, deal pursuit and delivery advisory. 

Responsibilities: 

• Demonstrates in-depth knowledge of Data Center Solutions, HPE and partner products and solutions as well as customers' technical and business environment. Applies knowledge to translate the functional view into a technical view and architect complex solutions and deliver joint business success. 

• Partners with the account team to build the customer relationship at all levels by advocating and presenting technical strategies for customer's Data Center transformation. Supports with review of account pipeline to prioritize pursuit activities, and moves opportunities to closure, ensuring proper utilization of time and resources. 

• Participates in deep-dive discussions and articulate the value proposition, define key differentiators, and draft high level solution designs by mapping HPE data center solutions to customers' technical and business challenges. Demonstrates this knowledge by effectively countering competitive point-product claims with the benefits of HPE's DCS broad suite of solutions and technical innovations. 

• Leverages a deep knowledge of partner products by mapping the right partner to the right solution opportunity-based partner on competencies and go-to-market strengths in relevant areas. 

• Conducts detailed site surveys and assessments to verify current state conditions in order to architect solutions and proposals. 

• Develop technical and commercial proposals utilising HPE standard processes and tools, statement of works, customer presentations and third-party / partner scope of works as required, together with detailed roles, responsibilities and demarcation of the solutions. 

• Coordinate with the Global Competency Center (GCC) and DCS subject matter experts and technical consultants to develop technical proposals and resource requirements for DCS solutions. 

• Support the HPE delivery team during the delivery of the solutions, with particular attention to project initiation, customer meetings and oversight of the solution to ensure compliance to HPE’s agreed contractual deliverables. 

• Mentor’s presales peers, account managers, and other partners on account, solution, and technological knowledge through best practice sharing. 

Education and Experience: 

• Bachelor’s degree in engineering / architecture or from technical university. 

• 8-10 years of experience in technology industry with focus on technical consulting 

• Demonstrated experience in data center facilities from business development, presales solution to project management. 

• Experience with the actual delivery of data center facilities projects is required. 

• Experience working in a large corporation and understanding of governance protocols. (preferred)  

• Data Center Facilities certification desirable – The Uptime Institute certification is an advantage. 

Knowledge and Skills: 

• Demonstrates deep technical understanding of data center solutions, and knowledge of leading edge and emerging technologies in data center facility. 

• Good knowledge of current trends, partner and competitor products and strategies within the data center domain. 

• Experience participating in solution configurations/ overall architecture design for data centre power & cooling.

• Expert knowledge of different types of partners and products, relevant to assigned solution set, understanding of company's regional 'Go to Market' strategy. 

• Strong business and financial acumen, with an understanding of functional responsibilities of various customer business roles. 

• Solid project management skills or experience with excellent analytical and problem-solving skills, including appropriate due diligence. 

• Industry certifications in data center domain strongly preferred. 

• Demonstrates excellent consultative selling techniques, including active listening, framing, white boarding, storytelling etc. 

• Excellent written and verbal communication skills and mastery over English and local languages. 

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