Senior Compute & AI Presales Architect

We are seeking a Senior Compute & AI Presales Architect to join our team. As a Senior Compute & AI Presales Architect, you will be responsible for architecting solutions that achieve customer business outcomes within a specific technical domain or across the broader company portfolio.

Responsibilities:

• Demonstrate unique mastery within the company in one or more solution domains as well as the customer's technical and business environment.
• Orchestrate the design of complex proposals to deliver and communicate tangible business value to customers.
• Mitigate risk to the company by managing both customer and company stakeholder expectations.
• Provide critical review of proposals, apply market intelligence and thought leadership to translate the functional view into a technical view, enhancing proposed workload-optimized solutions.
• Provide input to all global business units to address key end-customer IT trends, requirements, gaps, or unmet needs.
• Lead the team to develop and present high-level, unique, and imaginative outcome-based solutions to customer business challenges.
• Communicate HPE's end solution value propositions in the language of the customer and demonstrate how the proposition aligns to business outcomes and customer needs.
• Develop and maintain adjacent technology knowledge, along with in-depth knowledge of current and emerging technologies and trends.
• Contribute to the industry for one or more domains with an active presence at conferences, social media, business events, etc.
• Monitor changing competitive landscape.
• Drive the Account Business Planning process, leveraging knowledge of industry trends and the customer's technical environment.
• Facilitate and lead 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.
• Identify acceptable technical solution trade-offs, risks, and suggest possible remediation.
• Drive collaboration among internal account teams, set direction, provide guidance, and engage the full portfolio of partners to build effective solution strategies aligned to customer's technical and business challenges.
• Successfully transfer knowledge to external partners to deliver an effective solution to the customer.
• Proactively build the pipeline by identifying opportunities within the account.
• Monitor the account pipeline and nurture active deals from the opportunity to close.
• Use 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 participate in sales forecast meetings and provide feedback to accelerate the sales lifecycle.
• Document ongoing work throughout the sales cycle using specific tools and resources and sharing best practices with peers and partners.
• Engage with and build consultative presence and advisory influence with VPs, CxO, and line-of-business management and customer thought leaders.
• Anticipate customer needs and proactively engage partners and resources to design innovative solutions and generate customer demand.
• Proactively share knowledge with peers and actively help develop knowledge and expertise within the Presales community.

Education and Experience:

• Advanced degree in technology or related field preferred, or equivalent technical qualifications.
• 12+ 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.

Knowledge and Skills:

• Unique mastery and experience leading solution configurations and overall architecture design.
• Unique mastery of the company portfolio of products, software, services, solution domain specialization, and adjacent solution domain(s).
• Unique mastery with expertise and deep working knowledge with the as-a-service (aaS) business model, business value, and complete ecosystem.
• 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.
• Demonstrates unique mastery of discussion and persuasion skills used to support company point-of-view.
• Unique mastery of financial and business acumen- sales cycle, funnel management, reporting, ability to influence, business strategy linkage.
• Unique mastery of consultative and value selling skills, advisory influence, and executive gravitas.
• 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 services.
• Ability to deliver live demonstrations or walk-throughs of products, solutions, tools, or services to customers, partners, and other stakeholders.