Senior Presales Architect

Senior Presales Architect

  

This role has been designed as ‘Hybrid’ with an expectation that you will work on average 2 days per week from an HPE office.

Job Description:

   

Job Family Definition:

Responsible for architecting solutions that will achieve customer business outcomes either within a specific technical domain, or across the broader company portfolio (hardware, software, services, and as a service offerings) in combination with all necessary third-party components (e.g. software and integration). Develops and articulates compelling, accurate, and relevant proposals and ensures customer's business and technical requirements are met. Can be aligned to a specific area of technical expertise (e.g., products, solutions, services). Provides technical expertise to sales teams and customers (through sales presentations, product/solution demonstrations, etc.) aimed at gaining the customer mindshare within their domain. These jobs focus on technical selling to customers/partners. May be aligned to specific accounts based on business priority.

Management Level Definition:

Contributions have substantial technical impact on a significant HPE product/project, or a strategic/architectural direction. Go-to creator and innovator for critical business challenges and opportunities. Substantial, unique contributions provide long-lasting, recurring benefits like time-to-market improvements, cost reductions, or satisfying future and current unmet customer needs. Recognized internal authority on key technology areas. Provides technical leadership to the business for significant project/program work. Leads and connects others across functions to unite around a common goal. Actively mentors others and contributes to the HPE technical community.

Responsibilities:

• Demonstrates unique, continued, and innovative mastery within the company in one or more solution domains as well as the customer's technical and business environment.
• Orchestrates the design of complex proposals to deliver and communicate tangible business value to customers, usually in multi-national/market impact deals.
• Mitigates risk to the company by managing both customer and company stakeholder expectations.
• Critically review proposals; applies market intelligence and thought leadership to translate the functional view into a technical view, enhancing proposed workload-optimized solutions.
• Provides input to all global business units to address key end-customer IT trends, requirements, gaps, or unmet needs.
• Leads the team to develop and present high-level, unique, and imaginative outcome-based solutions to customer business challenges, translating the business needs of the customer into a functional solution design aligned to those needs.
• Helps shape strategies and solutions that align with customer needs.
• Communicates HPE’s and solution value propositions to the customer and shows how they align to business outcomes and customer needs.
• Develops and maintains expert adjacent technology knowledge, along with in-depth knowledge of current and emerging technologies and trends.
• Contributes to the industry for one or more domains by maintaining an active presence at conferences (content support/presentations, demos, booth support), social media, business events, etc.
• Monitors changing competitive landscape (emerging competitors, start-ups etc.).
• Drives the Account Business Planning process, leveraging knowledge of industry trends and the customer’s technical environment.
• Facilitates and leads deep-dive discussions with the client and accounts teams to build customer relationships, understand business needs, evaluate the customer's ecosystem and advocate and present technical strategies for a customer's transformation.
• Identifies acceptable technical solution trade-offs, risks, and suggests possible remediation.
• Leads collaboration among internal account teams; sets direction, provides guidance, and engages the full portfolio of partners to build effective solution strategies that align to customer's technical and business challenges.
• Successfully transfers knowledge to external partners to deliver an effective solution to the customer.
• Proactively builds the pipeline by identifying opportunities (e.g., enhancements, unmet or unrecognized needs, up-selling, and cross-selling opportunities) within the account.
• Monitors the account pipeline and nurtures active deals from the opportunity to close.
• Uses pipeline insights to help prioritize activities in a way that ensures time, and resources are invested wisely in pursuit of deals with the highest potential.
• Actively participates in sales forecast meetings and provides feedback to accelerate the sales lifecycle.
• Documents ongoing work (activities, tasks) throughout the sales cycle using specific tools and resources, sharing best practices with peers and partners to collaborate more effectively.
• Engages with and builds consultative presence and advisory influence with VPs, CxO, and line-of-business (LOB) management and customer thought leaders.
• Anticipates customer needs and proactively engages partners and resources to design innovative solutions and generate customer demand.
• Proactively shares knowledge with peers and actively helps develop their knowledge and expertise within the Presales community.

Education and Experience:

• Advanced degree in technology or related field preferred, or equivalent technical qualifications.
• 12+ years of technical experience in IT with a focus on technical consulting and solution selling.
• 2+ Industry standard relevant technology certifications or equivalent experience expected.
• Enterprise architecture frameworks and project management methodologies and certifications are helpful, but not required.

Knowledge and Skills:

• Unique mastery and experience leading solution configurations, overall architecture design, and creating, managing, and positioning demos and proofs-of-concept (POC) to meet customer requirements.
• Unique mastery of the company portfolio of products, software, services, and solution domain specialization with strong networking products knowledge
• Lead the design, deployment, and optimization of complex DC with focus on large-scale HPC/AI clusters and hybrid infrastructures
• Lead the design, deployment, and optimization of complex architecture by taking into considerations not only technical building blocks but also price/performance ratio
• Lead multi-disciplinary teams of solution architects and system engineers
• Unique mastery of adjacent solution domain(s), how they can be combined to address customer needs, and how the workload solution can be adapted for strategic customer and industry solutions.
• Unique mastery with expertise and deep working knowledge of the as-a-service (aaS) business model, business value, and complete ecosystem, and how that drives aaS strategic goals within one or more domains.
• Expert ability to collaborate cross-functionally and across HPE to generate new revenue through increased subscription consumption and other aaS models.
• Mastery of executive-level written, verbal, and nonverbal communication skills, including active listening and storytelling, with ability to communicate in English and local languages.
• Demonstrates unique mastery of discussion and persuasion skills used to support company point-of-view, while respectfully questioning and challenging proposed solutions.
• Unique mastery of financial and business acumen-sales cycle, funnel management, reporting, ability to influence, business strategy linkage, including typical KPIs important to CxOs; knowledgeable about TCO/ROI concepts and calculations, financial models, and understand how customers generate revenue.
• Unique mastery of consultative and value selling skills, advisory influence, and executive gravitas, including presenting, white boarding, storytelling, objection-handling, and closing skills.
• Unique mastery of company business knowledge, technical tools, and standard customer relationship management (CRM) systems and tools.
• Strong resource management skills, including how and when to effectively engage SMEs/specialists.
• Hands on experience with multiple products, solutions, tools, or services aligned to respective job responsibilities.
• Ability to design and develop a playbook for demonstrations or walk throughs of products, solutions, tools, or services.
• Ability to deliver live demonstrations or walk throughs of products, solutions, tools, or services to customers, partners and other stakeholders.
• Unique mastery of project and time management skills, or experience with excellent analytical and problem-solving skills, including appropriate due diligence.
• Unique mastery of partner offerings and how/when to leverage them for deals within an area of specialization.
• Unique mastery of and understanding of company’s preferred go-to-market strategy, global context, coverage options relative to partners, as well as having expert knowledge of partner offerings and how/when to leverage them for deals within area of specialization.
• Unique mastery of strategic planning and account planning skills, as well as having expertise in using business and technical tools, and customer relationship management (CRM) systems.

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.

Job:

Sales

Job Level:

TCP_06

    

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.