Senior Storage and Software Presales Architect

As a Senior Storage and Software Presales Architect at Hewlett Packard Enterprise, you will work on average 2 days per week from an HPE office. You will be responsible for architecting solutions that achieve customer business outcomes within a specific technical domain or across the broader company portfolio. You will develop and articulate compelling proposals, ensure customer's business and technical requirements are met, and provide technical expertise to sales teams and customers.

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 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 to collaborate more effectively.
• 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.

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.
• Expert ability to collaborate cross-functionally and across HPE.
• Mastery of executive-level written, verbal and nonverbal communication skills.
• Demonstrates unique mastery of discussion and persuasion skills.
• Unique mastery of financial and business acumen.
• Unique mastery of consultative and value selling skills.
• Unique mastery of company business knowledge, technical tools, and standard customer relationship management (CRM) systems and tools.

What We Can Offer You:

• Comprehensive suite of benefits that supports physical, financial, and emotional wellbeing.
• Investment in your career through specific programs catered to helping you reach your career goals.
• Unconditional inclusion and celebration of individual uniqueness.