Senior Presales Architect - Compute

Overview

Senior Presales Architect - Compute. This role is designated as Remote / Teleworker, primarily working from home.

Who We Are

Hewlett Packard Enterprise is the global edge-to-cloud company advancing the way people live and work. We help companies connect, protect, analyze, and act on their data and applications wherever they live, from edge to cloud, so they can turn insights into outcomes at the speed required to thrive in today’s complex world. We value varied backgrounds and offer flexibility to manage work and personal needs. We make bold moves, together, and are a force for good. If you are looking to stretch and grow your career our culture will embrace you.

Open up opportunities with HPE.

Job Description

The Sr. Presales Architect Compute is primarily responsible for architecting solutions that will achieve customer business outcomes for Tier 1 cloud solution providers. This role develops and articulates compelling, accurate, and relevant proposals and ensures customer 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 and product / solution demonstrations, aimed at gaining the customer mindshare within their domain. These roles focus on technical selling to customers / partners and may be aligned to specific accounts based on business priority.

Responsibilities

• Demonstrates in-depth knowledge in one or more solution domains, company products, services, and solutions as well as the customer’s technical and business environment.
• Develops compelling customer proposals, reviews them critically, and manages the expectations of internal stakeholders and customers to meet business and technical requirements.
• Quantifies the impact of business problems, positions business value, and identifies strengths and weaknesses of the proposed solution to achieve long-term objectives.
• Provides input to global business units to address IT trends, requirements, gaps, or unmet needs.
• Translates outcome-based solutions into a functional design that aligns with the customer’s business needs, and translates that into a technical design and architecture scalable for growth.
• Communicates how the solution value propositions address customer business needs.
• Tracks leading-edge and emerging technologies.
• Contributes to industry development through conferences, demos, booth support, and industry events, while monitoring social media.
• Incorporates understanding of technology trends within the IT industry and the customer’s industry.
• Gathers and applies competitive intelligence as part of account support.
• Drives the Account Business Planning process with knowledge of industry trends and the customer’s technical environment.
• Participates in deep-dive discussions with the account team to build customer relationships and advocate technical strategies for transformation.
• Produces in-depth comparative analyses of alternative approaches to meet requirements.
• Develops, configures, and right sizes an optimal workload solution balancing cost, scope, scale, and benefits to deliver value and increase win rate.
• Leverages knowledge of partner products and services and adjusts strategies to use the provider / partner relationship effectively with the customer.
• Transfers knowledge to external partners to deliver effective solutions.
• Builds the pipeline by identifying opportunities such as enhancements, unmet needs, up-selling, and cross-selling within the account.
• Monitors the account pipeline and nurtures deals from opportunity to close.
• Uses pipeline insights to prioritize activities to maximize return on time and resources.
• Participates in sales forecast meetings and provides feedback to accelerate the sales lifecycle.
• Documents ongoing work (activities, tasks) throughout the sales cycle and shares best practices with peers and partners to collaborate more effectively.
• Builds strong professional relationships with customer executives across the business and industry.
• Proactively shares knowledge with peers and helps develop junior team members.

Education and Experience

Knowledge and Skills

Additional Skills

Accountability, Active Learning, Active Listening, Assertiveness, 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, Long Term Planning, Managing Ambiguity

What We Can Offer You

Health & Wellbeing : We provide a comprehensive benefits suite to support physical, financial, and emotional wellbeing.

Personal & Professional Development : We invest in your career with programs to help you reach goals, whether becoming a subject-matter expert or applying skills elsewhere in the organization.

Unconditional Inclusion : We are inclusive and value varied backgrounds, with flexibility to manage work and personal needs.

Equal Opportunity and Compliance

Hewlett Packard Enterprise is an Equal Employment Opportunity employer and an equal opportunity employer for veterans and individuals with disabilities. We do not discriminate based on race, gender, or other protected categories, and decisions are based on qualifications and business need. HPE is committed to an inclusive environment and to complying with laws related to candidate screening and hiring. We will never charge candidates recruitment fees, and any claims of recruitment fees should be verified with candidates. HPE will comply with all applicable laws regarding arrest and conviction records.

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