[Hiring] Federal Enterprise Architect @Hewlett Packard Enterprise

Role Description

This role has been designated as ‘Remote/Teleworker’, which means you will primarily work from home.

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.

Due to the responsibilities of this role and working closely with Federal Entities, this role requires a US citizen. This role will require travel of 50%+

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 and critically reviews them, manages the expectations of internal stakeholders and customers, ensuring the meeting of customer’s business and technical requirements are met.
• Quantifies the impact of the business problem(s), positions business value, identifies the strengths and weaknesses of the overall proposed solution to achieve long-term business objectives.
• Provides input to all global business units to address IT trends, requirements, gaps, or unmet needs.
• Translates outcome-based solutions into a functional solution design that aligns to the customers business needs, and then translates that functional design into a technical design and architecture that can be scaled to accommodate growth.
• Communicates how the solution value propositions addresses customer business needs.
• Tracks leading-edge and emerging technologies.
• Contributes to industry development for one or more domains through conferences (content support/presentations, demos, booth support) and industry events, while also monitoring social media.
• Incorporates an understanding of technology trends within the IT industry, as well as the customer’s industry.
• Actively gathers and applies competitive intelligence as a critical component of account support.
• Drives the Account Business Planning process, leveraging knowledge of industry trends and the customer’s technical environment.
• Participates in deep-dive discussions and partners with the account team to build customer relationships at all levels by advocating and presenting technical strategies for a customer's transformation.
• Produces in-depth comparative analysis of alternative approaches to meet solution requirements.
• Develops, configures, and right sizes an optimal workload solution, balancing cost, scope, scale, boundaries, and benefits to deliver superior value and increase the win rate.
• Leverages deep knowledge of partner products and services and adjusts strategies to leverage the relationship between the service provider/partner and the customer.
• Successfully transfers knowledge to external partners to deliver effective solutions to customers.
• 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.
• Builds strong professional relationships with customer key executives across the business and industry.
• Proactively shares knowledge with peers and helps develop more junior team members.

Qualifications

• 6+ years working with or supporting the Federal Sector in DOD.
• 6+ years of technical experience in IT with a focus on technical consulting and solution selling.
• Hands-on technical IT experience in system and network administration, data center operations, and enterprise infrastructure management.
• Enterprise architecture frameworks and project management methodologies and certifications are helpful, but not required.
• Demonstrated ability to balance technical rigor with practical implementation.
• Collaborative, detail oriented, and motivated by contributing to organizational success.
• First-level university technical degree or equivalent technical qualifications. Advanced degree in technology preferred.

Knowledge and Skills

• Advanced experience participating in and leading solution configurations and the creation of demos and proofs-of-concept (POC) to meet customer requirements.
• Advanced understanding of the company portfolio of products, software, services, solution domain specialization, adjacent solution domain(s), and how they can be combined to address customer needs.
• Advanced ability to translate aaS and complete ecosystem, differentiated value, solutions, and workloads.
• Advanced understanding of aaS business model variations.
• Advanced ability to collaborate cross-functionally to ensure consistency of output and meet aaS strategic goals.
• Advanced written and verbal communication skills, including active listening and storytelling.
• Demonstrates advanced discussion and persuasion skills used to support company point-of-view.
• Advanced business and financial acumen—sales cycle, pipeline growth, reporting, ability to influence, business strategy linkage.
• Advanced consultative/value selling skills, including whiteboarding, objection handling, and closing skills.
• Advanced company business knowledge, technical tools, and standard customer relationship management (CRM) systems and tools.
• Advanced resource management skills, including how and when to effectively engage SMEs/specialists.
• Hands-on experience with one or more 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.
• Advanced project and time management knowledge or experience with excellent analytical and problem-solving skills.
• Advanced knowledge of partner offerings and how/when to leverage them for deals within an area of specialization.
• Advanced understanding of Geo application of company’s go-to-market strategy as it relates to partners.
• Advanced strategic planning and account planning skills.

Benefits

• Health & Wellbeing: A comprehensive suite of benefits that supports physical, financial, and emotional wellbeing.
• Personal & Professional Development: Programs catered to helping you reach any career goals you have.
• Unconditional Inclusion: A work environment that celebrates individual uniqueness and values varied backgrounds.