Enterprise Architect

Hewlett Packard Enterprise is seeking a seasoned Enterprise Architect to join our team as a critical, highly technical resource focused on strategic accounts.

The successful candidate will own architecture and solution design, develop compelling customer value propositions, and drive engagement across opportunities in network virtualization, hybrid cloud, Networking, compute, Storage, AI, and managed services.

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 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 at all levels.
• 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 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 throughout the sales cycle.
• 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.

Education and Experience:

• First-level university technical degree or equivalent technical qualifications.
• 7+ 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.
• Previous experience solution selling within the Cloud or AI space is highly preferred.
• Enterprise architecture frameworks and project management methodologies and certifications are helpful, but not required.
• Ability to travel up to 35% of the time.

Knowledge and Skills:

• Advanced experience participating in and leading solution configurations and the creation of demos and proofs-of-concept.
• 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.
• Advanced written and verbal communication skills.
• 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 systems and tools.
• 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.
• Ability to deliver live demonstrations.
• Advanced project and time management knowledge or experience.
• Advanced knowledge of partner offerings and how/when to leverage them for deals.

Benefits:

• Comprehensive suite of benefits that supports physical, financial, and emotional wellbeing.
• Investment in career development.
• Unconditional inclusion and flexibility to manage work and personal needs.