Director, Advisory and Professional Services Sovereign AI Leader

Director, Advisory and Professional Services Sovereign AI Leader

  

This role has been designated as ‘Remote/Teleworker’, which means you will primarily work from home.

Job Description:

We are seeking a dynamic, strategic, and technically fluent Sales Leader for Sovereign AI solutions to drive our go-to-market strategy across the target markets. This leader will own order growth for Sovereign AI offerings, orchestrate sales and pursuit teams, and collaborate across business units, geographies, and delivery organizations to bring differentiated, compliant AI solutions to market.

This individual will lead a team of technologists and solution consultants and build strong internal and external followership. Success requires deep understanding of AI technologies, regulatory landscapes, IT services delivery, and complex enterprise sales motions.

The Director Advisory & Professional Services Soverign AI leader 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

  • Establishes and drives the presales component of the company's business vision, strategy and direction.

  • Collaborates closely with Regional and WW peers along with BU and RBU leadership to assess business plans from a regional presales support perspective.

  • Defines the long term direction of regional presales, based on a solid understanding of the company's business direction and market objectives.

  • Drives and troubleshoots regional presales execution to ensure alignment of activities to priorities.

  • Collaborates effectively across organizational boundaries to ensure a positive "voice-from-the- field" presence in business decision making and product design.

• Global Resource Alignment

  • Actively collaborates with peers to address cross-regional presales coverage gaps and leverage technical expertise where warranted to win opportunities for the company.

  • Consults with RBU marketing, worldwide presales management and regional peers to ensure effective deployment of presales expertise. Critically reviews cross-regional or cross- area support requests and proposes coverage strategies that balance cost-efficiency with responsiveness to business needs.

  • Actively drives industry-leading practices for presales and the development of an efficient, responsive, highly motivated presales workforce; Defines and drives Regional presales strategies and standards to optimize performance

  • Tracks & manages rolling forecasts and budgets to ensure timely and accurate roll-ups.

  • Continuously assesses sales pipelines in area of control to ensure appropriate and timely utilization of presales support.

  • Leverages profound understanding of resource utilization costs to define and drive cost-optimized deployment models.

  • Actively supports the building of a strong account presence and executive relationships to advance the business partnering and account penetration goals of company sales.

  • Collaborates closely with BU marketing and product engineering to ensure the successful support of new products and technology launches.

• Leading and Managing Presales People

  • Actively monitors, identifies and addresses presales capability gaps within area-of-control; anticipates new skill requirements from changing industry or market indicators.

  • Personally develops employee performance to ensure individual and group excellence.

  • Nurtures and advances the talent required to maintain the company's sales force excellence within area-of control through salary planning, career planning, and succession planning.

• 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.

  • Demonstrates client-sensitive practices within the account(s) and internal gate-keeping within the company to support building strategic trusted advisor status.

  • Ensures alignment between the company's business strategies/capabilities and the customer's objectives.

  • Demonstrates comfort with IT and/or industry, solution, product, service knowledge -- easily integrates/applies these perspectives to solving business needs.

  • Actively builds executive relationships in key accounts to establish the company's technical credibility, understand the customer's business challenges, and advance the company's account presence or penetration.

Education and Experience Required:

• University or Bachelor's degree; advanced or Master's degree preferred.

• Achieved planned financial results within a business at a country level.

• Typically 12-15+ years experience in supporting and/or driving progressively complex business plans, including P&L management, at the country/Region level.

• Experience in managing managers may be required for certain roles.

Knowledge and Skills:

In addition to core technical skills:

• Business Management

  • Strategic Planning/ Execution.

  • Forecast/Budget Control.

  • Operations Building/ Improvement.

  • Resource Brokering/ Allocation.

  • Management of complex processes.

• Business Development

  • Strategic Account Support.

  • Negotiation skills within the company and with C-level clients.

• Customer Support.

  • Presentation and communication skills.

  • Consultative, solution selling and business development skills.

  • Workforce Planning & Development.

    • Regional Workforce Planning

    • Career Planning & Development

• Workforce Management

  • Coaching & Supervision; timely management of low performers.

  • Strategic Skill Development/ Enhancement.

  • Performance Management

• Change Management

  • Develops methods for supporting innovation and change across the Region.

  • Drives global standards for resources, practices, and infrastructure down through organization.

Accountability, Accountability, Active Learning, 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.

#unitedkingdom, #unitedstates

#compute, #executive

Job:

Sales

Job Level:

Director

    

The expected salary/wage range for this position is provided below. Actual offer may vary from this range based upon geographic location, work experience, education/training, and/or skill level.
– United States of America: Annual Salary USD 236,500 - 573,000 in Texas
This range reflects the minimum to maximum combined base and target-level sales compensation that would be paid if the hire performs at 100% of their sales plan. Of that on-target pay amount, the mix of base salary and target-level sales compensation is 80%/20%.

Information about employee benefits offered in the US can be found at https://myhperewards.com/main/new-hire-enrollment.html

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.

   

No Fees Notice & Recruitment Fraud Disclaimer

 

It has come to HPE’s attention that there has been an increase in recruitment fraud whereby scammer impersonate HPE or HPE-authorized recruiting agencies and offer fake employment opportunities to candidates.  These scammers often seek to obtain personal information or money from candidates.

 

Please note that Hewlett Packard Enterprise (HPE), its direct and indirect subsidiaries and affiliated companies, and its authorized recruitment agencies/vendors will never charge any candidate a registration fee, hiring fee, or any other fee in connection with its recruitment and hiring process.  The credentials of any hiring agency that claims to be working with HPE for recruitment of talent should be verified by candidates and candidates shall be solely responsible to conduct such verification. Any candidate/individual who relies on the erroneous representations made by fraudulent employment agencies does so at their own risk, and HPE disclaims liability for any damages or claims that may result from any such communication.