Description
The Federal Solution Architect- Cleared will be supporting a federal agency in Maryland. The role will expect the candidate to be able to travel to on-site meetings at the customer location 2-3X a week, customer is located in the Washington DC area. It will also require a TS/SCI with FSP clearance.
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 (content support/presentations, demos, booth support), social media, business events, etc.
- Monitors changing competitive landscape (emerging competitors, start-ups etc.).
- Drives the Account Business Planning process, leverage 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 (e.g., enhancements, unmet or unrecognized needs, up-selling, and cross-selling 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 (activities, tasks) 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 (LOB) 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.
Education and Experience:
- TS/SCI with FSP (Full Scope Poly) clearance required
- Must possess extensive knowledge of customer's mission and requirements and understand competitive landscape.
- Advanced degree in technology or related field preferred, or equivalent technical qualifications
- 2+ years of experience supporting sales, and end users to build or develop technical enterprise solutions.
- 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.
What We Can Offer You:
- Health & Wellbeing: comprehensive suite of benefits that supports physical, financial and emotional wellbeing.
- Personal & Professional Development: programs catered to helping you reach any career goals you have.
- Unconditional Inclusion: celebrating individual uniqueness, valuing varied backgrounds, and succeeding here.