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Company

Hewlett Packard Enterprise · 3 days ago

Storage PreSales - Technical Architect

Pennsylvania, United States

Full-time

Remote

Senior Level, Lead/Staff

$156K/yr - $365K/yr

8+ years exp

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Responsibilities

Demonstrates unique 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.

Mitigates risk to the company by managing both customer and company stakeholder expectations.

Critical review proposal, 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.

Communicates HPE’s end solution value propositions in the language of the customer and demonstrates how the proposition aligns to business outcomes and customer needs.

Develops and maintains adjacent technology knowledge, along with in-depth knowledge of current and emerging technologies and trends.

Contributes to the industry for one or more domains with 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, leverage 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.

Drives collaboration among internal account teams, sets direction, provides guidance, and engages the full portfolio of partners to build effective solution strategies aligned 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 and 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 knowledge and expertise within the Presales community.

Qualification

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Solution architectureTechnical consultingSolution sellingAs-a-service modelSales cycle managementCRM systemsVirtualizationPublic cloud knowledgeData lifecycle managementTechnical presentationsFinancial acumenAccount planningComplex salesCustomer experience strategyCoaching

Required

Advanced degree in technology or related field preferred, or equivalent technical qualifications

8+ 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

Unique mastery and experience leading solution configurations and 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, solution domain specialization, and adjacent solution domain(s), showing 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 with 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 applicable local languages as need to perform job requirements

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 responsibility

Ability to design and develop a playbook for demonstrations or walk throughs of products, solutions, tools, or service

Ability to deliver live demonstrations or walk throughs of products, solutions, tools, or service 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 and has expert knowledge of partner offerings, along with how/when to leverage them for deals within area of specialization

Unique mastery of strategic planning and account planning skills and expert at using business and technical tools, and standard customer relationship management (CRM) systems