Description
As the Channel Storage Presales Architect, you will configure and design customer-focused solutions based on HPE storage portfolio products of block, object, file and data protection across hardware, software, services, and third-party technologies.
You will develop proposals, align solutions to business and technical requirements, and provide technical expertise to support sales, customer engagement, and successful outcomes.
Responsibilities:
- Demonstrates in-depth knowledge in one or more solution domains: block, file, object storage and backup / data protection technologies.
- 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.
- Tracks leading-edge and emerging technologies.
- Incorporates an understanding of technology trends within the IT industry, as well as the customer’s industry.
- Participates in deep-dive discussions and partners with the account team to build customer relationships at all levels by advocating and presenting technical strategies for a customer's transformation.
- 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.
- 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.
- 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.
Your profile:
- First-level university technical degree or equivalent technical qualifications. Advanced degree in technology preferred.
- 5-8 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.
- Enterprise architecture frameworks and project management methodologies and certifications are helpful, but not required.
Knowledge and Skills:
- Advanced experience participating in and leading solution configurations and the creation of demos and proofs-of-concept (POC) to meet customer requirements.
- 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 collaborate cross-functionally to ensure consistency of output and meet aaS strategic goals.
- Advanced written and verbal communication skills, including active listening and storytelling, and the ability to communicate in English and Swedish as needed to perform job requirements.
- Advanced consultative/value selling skills, including, whiteboarding, objection handling, and closing skills to proactively help customers make business decisions.
- Advanced resource management skills, including how and when to effectively engage SMEs/specialists.
- 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 or walk throughs of products, solutions, tools, or service.
- Ability to deliver live demonstrations or walk throughs of products, solutions, tools, or service to customers, partners, and other stakeholders.
- Knowledge of partner offerings and how/when to leverage them for deals within an area of specialization, understanding of the company's go-to-market strategy.
Benefits:
- Comprehensive suite of benefits that supports physical, financial and emotional wellbeing.
- Investment in career development and growth.
- Unconditional inclusion and flexible work arrangements.