Presales Architect

Presales Architect

  

This role has been designated as ‘Remote/Teleworker’, which means you will primarily work 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. Our culture thrives on finding new and better ways to accelerate what’s next. We know diverse 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. If you are looking to stretch and grow your career our culture will embrace you. Open up opportunities with HPE.

Job Description:

   

​The Presales Architect will be responsible for:

• Develops and articulates compelling customer proposals, ensuring the customer’s business and technical requirements are met.
• Identifies and articulates key risks related to the respective scope.
• Provides work estimations as well as recommendations on sourcing models.
• Review customer proposals for accuracy, relevance, and competitiveness, ensuring customer enthusiasm and collaborating with senior colleagues in review processes as necessary.
• Offers input to address key end-customer IT trends, requirements, gaps, or unmet needs.
• Performs due diligence by ensuring technical design solutions work, meet customer workload needs, service level expectations, and are within budget.
• Develops and maintains awareness of leading-edge and emerging technologies, understanding these resources to find, both inside and outside of HPE, information regarding trends and standards, while also actively monitoring competitor offerings and activities.
• Creates and develops the implementation design of technical products, services, and solutions that address specific customer needs by participating in deep-dive discussions and leveraging a solid knowledge of customers' technical environment and a thorough knowledge of company's portfolio.
• Addresses customer questions and concerns regarding technical products, services, and solutions within a specific scope.
• Collaborates with internal and external partners to successfully transfer knowledge and deliver effective solutions to customers.
• Connect with key partners and stakeholders within an area of specialization and understand their capabilities, and limitations, supporting all partner enablement and initiatives as needed.
• Proactively build the pipeline by identifying opportunities (e.g., enhancements, unmet or unrecognized needs, up-selling, and cross-selling opportunities) within the account.
• Supports the opportunity pipeline and help drive through the sales process to closure.
• 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 effectively.
• Develops a working relationship with the customer technical teams by understanding the customer’s ecosystem and how HPE's solutions can align to the ecosystem and deliver value.
• Proactively share knowledge with peers.

Education and Experience Required:

• University or Bachelor's degree preferred.
• Deep hands-on technical expertise in pitching, demoing and architecting complex solutions
• 5+ years of selling experience with a major storage company
• Understands relationship/value partner management requirements - solution focus, alliance building and resourcing.
• Good understanding of end user needs with regards to the BU.

Additional Skills:

Accountability, Accountability, Active Learning (Inactive), 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}

What We Can Offer You:

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,