Location: Canberra
Function: HV Presales
Requisition ID: 1026853
Our Company
We’re Hitachi Vantara, the data foundation trusted by the world’s innovators. Our resilient, high-performance data infrastructure means that customers – from banks to theme parks – can focus on achieving the incredible with data.
If you’ve seen the Las Vegas Sphere, you’ve seen just one example of how we empower businesses to automate, optimize, innovate – and wow their customers. Right now, we’re laying the foundation for our next wave of growth. We’re looking for people who love being part of a diverse, global team – and who get excited about making a real-world impact with data.
The role
The Presales System Engineer is a customer and partner-focused technical sales professional who leads the Hitachi Vantara presales effort in accounts by partnering with Hitachi Vantara Account Managers, professional services, customer support as well as Channel Partners to build customer-centric and business outcome value propositions. The SE provides technical engagement on key deals and owns the technical layers. The SE builds and nurtures relationships with key partners by helping them optimize, compliment and integrate their solutions with the wider Hitachi Vantara portfolio.
The presales system engineer is such a critical and instrumental role. The SE is ultimately responsible for the successful delivery of the technical and business outcomes. Working with all resources, the Presales System Engineer provides leadership to the account managers, internal key stakeholders and channel partners in the solution design process.
What you bring to the table
1. Passion, balance and will to succeed no matter what!
2. Customer biased and customer first attitude
3. Bold and results drives attitude continually thinking outside the box
4. Assess, Discover, Design, Size, Propose, Present application and data solutions based on leading enterprise storage, compute and hyperconverged platforms
5. Technical ownership and expertise on Server, Storage, Hyperconverged, Datacenter, Networking, Virtualisation and Security technical opportunities, supporting enterprise sales
6. Technical ownership and expertise on application and cloud platforms
7. Knowledge of market trends and technologies
8. Hands on experience implementing Server, Storage, Hyperconverged, Datacenter, Networking, Virtualisation and Security solutions
9. Exhibit ability to collaborate and establish and thrive as a long-term trusted adviser to customers, continual engagement with customers
10. Collaborate with internal and external stakeholders and businesses that drive an outcome for our customers
11. Proficient in tender writing, response and proposal creation, SOW and other technical documentation
12. Proficient in tools to discover, assess and derive technical outcomes
13. Design, document, articulate and present technical solutions to solve business challenges
14. Participate and contribute in weekly team calls (pipeline, cadence, touchpoints, etc.)
Job Responsibilities
Opportunity Qualification
15. Conduct and/or evaluate an assessment of customer business requirements as provided by the customer and/or sales colleagues (Hitachi Vantara or Partner).
16. Apply knowledge of customer business requirements to lead the creation of a technical opportunity strategy
17. Understand the ecosystem of solution providers and ISVs
Solutions Development - Presentation
18. Assist the Account Managers (and Channel Partners) in moving deals through the sales process
19. Complete accountability and ownership across all technical activities and resources; Hitachi Vantara and/or partner
20. Where a RFx has been issued by a customer, the SE shall own and drive the technical responses, assist in development the entire response
21. Coordinate solution development by leveraging pre-tested solutions and designs; and by researching customized solutions
22. Develop and lead Proof of Concepts and other technical assessments
23. Lead/assist in the presentation of Hitachi Vantara solutions to partners/customers, including white-boarding and presentation of technical material, while leveraging, in extreme cases, additional resources as needed
24. Communicate with Post-Sales teams and provide adequate documentation for clear handoff to the Post-Sales organizations (partners and customers) where appropriate
Personal and Organizational Development
25. Increase foundational/advanced knowledge of products and solutions over time that are typically positioned through specialty groups (e.g., Data Management/Protection, Data Intelligence, Virtualization and Applications)
26. Actively develop technical, professional and sales skills
27. Pursue internal and external certifications that increases their value and impact to the SE role
Relationships Building with key clients - internal resources
28. Network effectively and build trust and confidence among partners, customers and peers
29. Act in an increasingly consultative fashion and enhance their role as a trusted technical advisor to the customer and to our partners
What you’ll bring
30. 5 years+ related experience in a Presales and/or Professional Services organization with focus on IT solution offerings
31. Strong knowledge of the Hitachi Vantara portfolio or a comparable portfolio of other companies/competitors
32. Strong relationship skills
33. Strong communication and technical skills
34. Persuasive presentation and public speaking skills
35. Self-motivated, self-starter and results oriented
36. Able to work in unstructured environments and situations, and prioritize effectively with minimal supervision
37. Independent judgment within broadly defined policies and practices to determine best method for achieving objectives
38. Bachelor's Degree or appropriate equivalent, post graduate course work is desired
About us
We’re a global team of innovators. Together, we harness engineering excellence and passion for insight to co-create meaningful solutions to complex challenges. We turn organizations into datadriven leaders that can a make positive impact on their industries and society. If you believe that innovation can inspire the future, this is the place to fulfil your purpose and achieve your potential
#LI-GL1
Championing diversity, equity, and inclusion
Diversity, equity, and inclusion (DEI) are integral to our culture and identity. Diverse thinking, a commitment to allyship, and a culture of empowerment help us achieve powerful results. We want you to be you, with all the ideas, lived experience, and fresh perspective that brings. We support your uniqueness and encourage people from all backgrounds to apply and realize their full potential as part of our team.
How we look after you
We help take care of your today and tomorrow with industry-leading benefits, support, and services that look after your holistic health and wellbeing. We’re also champions of life balance and offer flexible arrangements that work for you (role and location dependent). We’re always looking for new ways of working that bring out our best, which leads to unexpected ideas. So here, you’ll experience a sense of belonging, and discover autonomy, freedom, and ownership as you work alongside talented people you enjoy sharing knowledge with.
We’re proud to say we’re an equal opportunity employer and welcome all applicants for employment without attention to race, colour, religion, sex, sexual orientation, gender identity, national origin, veteran, age, disability status or any other protected characteristic. Should you need reasonable accommodations during the recruitment process, please let us know so that we can do our best to set you up for success.