Hitachi Data Systems Specialist Systems Engineer - 021453 in North Ryde, Australia
Title: Specialist Systems Engineer Location: AUS-North Ryde
The role of the Presales Solution Specialist is to provide technical sales support to the Sales teams, customers and prospects to support business growth for Hitachi Data Systems. Presales Solution Specialists work with vendors, partners, and sales to ensure HDS provide optimum systems solutions to new and existing customers. The Presales Solution Specialist develops and maintains an understanding of the customer’s requirements and designs solutions to meet that need. This includes engaging in technical conversations with the customer at multiple levels to understand their business strategy and requirements, and then translating these needs into real solutions.
Supports the Account Manager in proactively identifying, qualifying and closing new sales opportunities with the right solutions and mapping key value propositions to customer business.
In conjunction with Presales Management and the Account Manager identifies a competitive solution vision for the Customer / Prospect based on the Customer / Prospect’s applications, infrastructure, technical issues, strategy and the competition.
In conjunction with the Account Manager, implement impactful sales and account planning strategies to accelerate sales growth and build the best possible solution for the customer. This includes:
Developing an in-depth understanding of the Customer / Prospect’s applications, infrastructure, technical issues, and technical strategy as it pertains to their business objectives.
Sell the solution vision to the Customer / Prospect via various sales aids including solution (product and services) presentations, solutions centre demonstrations, proof of concepts and services consulting. Enhances the solution vision as circumstances dictate and resells the vision to the Customer / Prospect.
Develop ‘trusted advisor’ technical relationships at all levels within the customer/prospect, including executive level relationships.
In conjunction with Presales Management develops solutions that are fully qualified and:
Defines the logical solution and write the solution description which includes the solutions diagram.
Define configurations using the product configurator or through HDS services such as the Deal Operation Centre (DOC).
Define services scope, cost the services scope (involving architects and services if required) and write the Statement Of Work (SOW) and effectively handover the solution to services for implementation.
In the conjunction with the Account Manager identifies customer training, mentoring and services consulting opportunities and engages the appropriate resources to fulfil the requirement.
Creates strong internal and external partner and alliance/reseller relationships with technical contacts.
Responsible for channel enablement activities for key partners.
Provides product updates to Customers / Prospects as appropriate. Provide regular updates to the Presales Manager on Customer / Prospect activities and Presales Specialist activities.
Provides relevant customer context information to the support organisation in relation to break / fix issues. Provides handover to the Technical Account Manager for break / fix issues that are critical or long running.
Actively participates in the presales specialisation program and acts as an expert source for peer systems engineers within the region. Maintains currency of knowledge in relation to presales specialisation including updates and coaching to systems engineer peers and maintenance of sales proposal collateral.
Proactively acquires and maintains a high level of knowledge and experience of HDS products and services including the latest technical advances within all areas covered by HDS. This includes completing required and assigned training and development within assigned timeframes. Proactively maintains competitive industry knowledge and trends to effectively support customer’s requirements.
Supports the Account Manager in accurately and regularly forecasting opportunities in the relevant sales planning tool. Updates account information and activity as required in CRM tool. Contributes to territory, account and opportunity plans and participates in regular territory, account and opportunity reviews as required.
Supports the broader HDS and Hitachi team where required, including providing relevant information for customer success stories and supporting channel and marketing activities as required.
Business or similar degree qualification preferred
A minimum of 10 years in IT in a technical capacity
A minimum of 5 years in an equivalent post supporting IT Solutions presales/selling
Proven track record in writing RFP / Proposal Responses and presenting Technology
Demonstrated experience in providing valuable perspective or insights to customers by staying relevant and current with micro and macro-economic and industry trends
Experience in working with a partner ecosystem.
Strong knowledge and experience required:
Operating Systems, Networking, IT Infrastructure Management
Converged Compute systems or High performance compute systems, Server Virtualisation technologies, Enterprise applications (Exchange, Share point, SQL, Oracle, SAP)
In depth knowledge of the Storage Solutions stack including block, file and object technologies
- Knowledge of data analytics with relevant uses and applications
Ability to communicate effectively at all levels within the customer and HDS environment
Outstanding presentation skills
Strong business and technical acumen to understand the customer’s business objectives
Must be a team player with a demonstrated ability to positively collaborate and engage with a broader team to achieve successful results
Flexibility and willingness to go above and beyond
Excellent written and verbal communication skills
Strong relationship building and interpersonal communication skills
Good personal presence, well-organised, effective time manager, adaptable and clear thinker
Able to work in a fast paced, cross functional and matrixed environment with limited supervision
Willingness to accept responsibility and accountability
Innovative, actively looking for solutions to challenges
Demonstrated ability to evolve and desire to learn new areas of technology
Operates with the highest of integrity and effectively role models and upholds our Company Values, the Hitachi Spirit