[Hiring] NA A&PS Presales Solution 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.

• 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, managing the expectations of internal stakeholders and customers.
• Quantifies the impact of the business problem(s), positions business value, identifies the strengths and weaknesses of the overall proposed solution.
• 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.
• Communicates how the solution value propositions address customer business needs.
• Tracks leading-edge and emerging technologies.
• Contributes to industry development for one or more domains through conferences and industry events.
• 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.
• Produces in-depth comparative analysis of alternative approaches to meet solution requirements.
• Develops, configures, and right sizes an optimal workload solution.
• Leverages deep knowledge of partner products and services.
• Successfully transfers knowledge to external partners to deliver effective solutions to customers.
• Proactively builds the pipeline by identifying opportunities within the account.
• Monitors the account pipeline and nurtures active deals from the opportunity to close.
• Uses pipeline insights to help prioritize activities.
• Actively participates in sales forecast meetings.
• Documents ongoing work throughout the sales cycle.
• Builds strong professional relationships with customer key executives.
• Proactively shares knowledge with peers and helps develop more junior team members.

Qualifications

• First-level university technical degree or equivalent technical qualifications. Advanced degree in technology preferred.
• 8–12 years of technical experience in IT with a focus on technical consulting and solution selling.
• Knowledge-based as well as 1+ experienced-based relevant industry certifications very strongly preferred.
• Enterprise architecture frameworks and project management methodologies and certifications are helpful, but not required.

Requirements

• Advanced experience participating in and leading solution configurations and the creation of demos and proofs-of-concept (POC).
• Advanced understanding of the company portfolio of products, software, services, and solution domain specialization.
• 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.
• Advanced written and verbal communication skills, including active listening and storytelling.
• Demonstrates advanced discussion and persuasion skills.
• Advanced business and financial acumen.
• Advanced consultative/value selling skills.
• Advanced company business knowledge, technical tools, and standard customer relationship management (CRM) systems.
• Advanced resource management skills.
• 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.
• Ability to deliver live demonstrations or walk-throughs of products, solutions, tools, or services.
• Advanced project and time management knowledge or experience.
• Advanced knowledge of partner offerings and how/when to leverage them.
• Advanced understanding of Geo application of company’s go-to-market strategy.
• Advanced strategic planning and account planning skills.

Benefits

• Health & Wellbeing: Comprehensive suite of benefits that supports physical, financial, and emotional wellbeing.
• Personal & Professional Development: Programs catered to helping you reach career goals.
• Unconditional Inclusion: Celebrating individual uniqueness and valuing varied backgrounds.