Description
We are seeking a Presales Architect to join our team. As a Presales Architect, you will work on average 2 days per week from an HPE office.
Job Description:
The Presales Architect is responsible for demonstrating unique mastery within the company in one or more solution domains as well as the customer's technical and business environment. You will orchestrate the design of complex proposals to deliver and communicate tangible business value to customers.
Responsibilities:
- Demonstrates unique mastery within the company in one or more solution domains as well as the customer's technical and business environment.
- Orchestrates the design of complex proposals to deliver and communicate tangible business value to customers.
- Mitigates risk to the company by managing both customer and company stakeholder expectations.
- Critical review proposal, applies market intelligence and thought leadership to translate the functional view into a technical view, enhancing proposed workload-optimized solutions.
- Provides input to all global business units to address key end-customer IT trends, requirements, gaps, or unmet needs.
- Leads the team to develop and present high-level, unique, and imaginative outcome-based solutions to customer business challenges, translating the business needs of the customer into a functional solution design aligned to those needs.
- Communicates HPE’s end solution value propositions in the language of the customer and demonstrates how the proposition aligns to business outcomes and customer needs.
- Develops and maintains adjacent technology knowledge, along with in-depth knowledge of current and emerging technologies and trends.
- Contributes to the industry for one or more domains with an active presence at conferences, social media, business events, etc.
- Monitors changing competitive landscape.
- Drives the Account Business Planning process, leveraging knowledge of industry trends and the customer’s technical environment.
- Facilitates and leads 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.
- Identifies acceptable technical solution trade-offs, risks, and suggests possible remediation.
- Drives collaboration among internal account teams, sets direction, provides guidance, and engages the full portfolio of partners to build effective solution strategies aligned to customer's technical and business challenges.
- Successfully transfers knowledge to external partners to deliver an effective solution to the customer.
- 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 using specific tools and resources and sharing best practices with peers and partners to collaborate more effectively.
- Engages with and builds consultative presence and advisory influence with VPs, CxO, and line-of-business management and customer thought leaders.
- Anticipates customer needs and proactively engages partners and resources to design innovative solutions and generate customer demand.
- Proactively shares knowledge with peers and actively helps develop knowledge and expertise within the Presales community.
What you need to bring:
- 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 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.
- 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 systems and tools.