Ingram Micro
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Consultant, Professional Services | HPE/ARUBA

This job posting is no longer active.

Mississauga, ON, Canada
Job ID: 46033

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Description

Ingram Micro helps businesses fully realize the promise of technology.TM  No other company delivers the full spectrum of global technology and supply chain services to businesses around the world.  Ingram Micro’s global infrastructure and deep expertise in technology solutions, supply chain, cloud and mobility enable its business partners to operate efficiently and successfully in the markets they serve.  Combined with distinct market insights and the trust and dependability generated from decades of strong partner relationships, Ingram Micro stands apart as the global technology services provider for the future.

Consultant, Professional Services | HPE/ARUBA

SUMMARY OF RESPONSIBILITIES

The ideal candidate would provide technical advice to the inside sales team and our reseller partners during the pre-sales process will be accountable for delivering technical solutions (Products and services), that address customer needs.   The candidate needs to know how to promote and position key strategic HPE products against competitive solutions.

The candidate must have both the necessary technical knowledge and real-world experience in designing and selling servers, networking and storage solutions.

Preference will be given to those candidates holding existing HPE/Aruba technical certifications.

 

Provide Consultative Engineering Technical support to (Reseller) Partners

  • Serve as primary technical enablement advisor to reseller partners by developing and executing essential technology roadmap guidance.
  • Collaborate with Partners’ executive, sales, and technical teams to satisfy partner technology growth objectives.
  • Provide solution design and architecture services to reseller partners and respective end users.
  • Utilize technical knowledge to augment and supplement Partner sales reps and SE in opportunity identification, system configuration, and pre-sales presentations.
  • Develop technical strategies to disseminate vendor products, capabilities, and functionality that support partner business objectives.
  • Work with reseller clients to grow practice areas by either getting deeper and more skilled within the existing practice, or modelling building new practice areas. Assist with the technical solution's capabilities to grow/build practice.
  • Analyze customers’ business objectives and assess current technical capabilities by asking probing questions.
  • Validate and finalize the most suitable vendor solution that addresses customers’ “pain points”.
  • Consults communicates, presents and advocates technology at all levels of an organization.
  • Drive Partner Technical Proficiency and Readiness
    • Defines and designs solutions with Partner’s sales and technical staff.
    • Develop Partner autonomy through live product training and new product introduction.
    • Provide regularly scheduled technical training on vendor products and solution sets.
    • Ensure Partners are equipped to sell and support vendor products and services through Webinars, tech talks, and Solutions Center demonstrations.
    • Familiarize each partner with Ingram technical resources, #800, solution lab, proof of concept, remote demonstrations.
    • Actively lead technical planning sessions with Partner SE’s.
    • Accompany Partner SE’s on sales calls to ensure proficiency and readiness
  • Educate Partners
    • Proactively educate Partners on vendor rollouts and solution sets.
    • Provide regularly scheduled lab exercises for Partner SE’s.
    • Provide demo training programs to enhance Partner autonomy.
    • Drive Solution Center utilization strategies.
    • Provide accurate monthly reporting on partner engagements, #800, demos provided, partner education, end-user calls, and revenue Associated with engagements.
  • Drive education and awareness of dedicated vendor
    • Maintains certifications and/or authorizations for specified areas of expertise.
    • Share and incorporate vendor Technical best practices.
    • Provide success stories with vendor and Ingram resources

 

JOB QUALIFICATIONS:  KNOWLEDGE/SKILLS/EXPERIENCES:

  • Bachelor’s degree and a minimum of 7 years directly related experience or high school graduate (or equivalent) with a minimum of 9 years directly related experience.
    • Years’ experience to include technical channel development experience required. Reseller training experience Mid-range server, blades and/or storage experience. Solution discipline knowledge a plus (around virtualization, consolidation, business continuance)
  • Knowledge of: IT industry and channel related to technologies such as HPE storage, Nimble, Virtualization & Networking (Aruba)
  • Skill in: Extensive technical product line knowledge. Excellent training skills. Effective communication and interpersonal skills. Public speaking skills.  Competitive industry technical knowledge
  • Ability to: Work cross-functionally, manage time, work toward common goals, and work independently as well as in group/team settings.

 

CRITICAL COMPETENCIES:

  • Partners Effectively With Customers And Vendors: Demonstrates an understanding that there are internal and external customers, knows who those customers are and what they need, and wins customers for life
  • Communicates EffectivelyActively listens to others, presents all of the information needed by an audience, shares information in a timely fashion, answers questions honestly, and is easily understood
  • Demonstrates Critical Thinking: Challenges assumptions, seeks to find the root cause of issues and uses reasoning and logic in decision-making and in drawing conclusions
  • Uses Influence To Execute And To Drive Ideas Forward: Is an effective negotiator, provides practical assistance to resolve conflicts, challenges others, and focuses on the goal rather than on who “wins”
  • Demonstrates Business Acumen: Analyzes industry data to develop strategies, makes cost-effective decisions, and evaluates the implications for other areas of the company
  • Core Selling: Demonstrates fundamental best-practice behaviours that lead to superior, customer-focused sales results and performance; key behaviours include establishing trust with customers, flexing own style, and using an effective sales process
  • Market Knowledge: Demonstrates an understanding of the IT market, including distribution channels, Ingram Micro’s role in the channels, and competitor information (who they are, and what their strengths and weaknesses might be); adept in applying knowledge of the IT market to anticipate trends and proactively meet the needs of resellers and end-users.
  • Territory Management: Develops and effectively applies industry knowledge (e.g., of competitive climate and economic drivers) to produce successful outcomes for assigned territory as well as internal and external partners through territory business plans.
  • Consulting: Shares expertise with stakeholders at various levels within the organization; asks open-ended questions and listens respectfully to clients; analyzes clients’ situations and proposes recommendations to meet their needs.

 

Our office associates are currently returning to the office in a hybrid approach. Keeping in mind the overall health and safety of our associates and candidates, we’ve implemented a virtual hiring process, and continue to interview candidates by phone or video. We are onboarding new hires in a hybrid capacity.

Ingram Micro is an inclusive Equal Employment Opportunity employer, with a focus on Diversity, Equity & Inclusion. We consider applicants without regard to gender, gender identity, sexual orientation, race, ethnicity, disability, or any other characteristic protected by law. If you require accommodations or assistance to complete the online application process, please reach out to the Talent Acquisition Specialist/Job Poster and identify the type of accommodation or assistance you are requesting. We will try our best to make these accommodations. Please do not include any medical or health information in this email.

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