Senior Presales Architect - Storage Solutions
This role has been designated as ‘Remote/Teleworker’, which means you will primarily work from home.
Hewlett Packard Enterprise is the global edge-to-cloud company advancing the way people live and work. We help companies connect, protect, analyze, and act on their data and applications wherever they live, from edge to cloud, so they can turn insights into outcomes at the speed required to thrive in today’s complex world. Our culture thrives on finding new and better ways to accelerate what’s next. We know varied backgrounds are valued and succeed here. We have the flexibility to manage our work and personal needs. We make bold moves, together, and are a force for good. If you are looking to stretch and grow your career our culture will embrace you. Open up opportunities with HPE.
Job Description:
As a Senior Presales Architect, you are responsible for architecting solutions that will achieve customer business outcomes either within a specific technical domain, or across the broader company portfolio (hardware, software, services, and as a service offerings) in combination with all necessary third-party components (e.g. software and integration). Develops and articulates compelling, accurate, and relevant proposals and ensures customer's business and technical requirements are met. This role can be aligned to a specific area of technical expertise (e.g., products, solutions, services). Provides technical expertise to sales teams and customers (through sales presentations, product/solution demonstrations, etc.) aimed at gaining customer mindshare within their domain. These jobs focus on technical selling to customers/partners. This role supports our Federal business.
Responsibilities:
- Demonstrates in-depth knowledge in one or more solution domains, company products, services, and solutions as well as the customer’s technical and business environment.
- 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.
- Provides input to all global business units to address IT trends, requirements, gaps, or unmet needs.
- Translates outcome-based solutions into a functional solution design that aligns to the customers’ business needs, and then translates that functional design into a technical design and architecture that can be scaled to accommodate growth.
- Communicates how the solution value propositions addresses customer business needs.
- Tracks leading-edge and emerging technologies.
- Contributes to industry development for one or more domains through conferences (content support/presentations, demos, booth support) and industry events, while also monitoring social media.
- Incorporates an understanding of technology trends within the IT industry, as well as the customer’s industry.
- Actively gathers and applies competitive intelligence as a critical component of account support.
- Drives the Account Business Planning process, leveraging knowledge of industry trends and the customer’s technical environment.
- 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.
- Produces in-depth comparative analysis of alternative approaches to meet solution requirements.
- Develops, configures, and right sizes an optimal workload solution, balancing cost, scope, scale, boundaries, and benefits to deliver superior value and increase the win rate.
- 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.
- 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.
- 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.
Education and Experience:
- 5+ years of selling experience with a major storage company (Dell/EMC, Pure, NetApp)
- Deep hands-on technical expertise in pitching, demoing and architecting complex solutions
- Demonstratable knowledge in virtualization, and at least 2 application stacks (MSSQL, Oracle, SAP etc.)
- Working knowledge of hands-on with one of major public clouds (Amazon, Azure, Google) – certifications preferred
- Expert in selling complete data lifecycle management portfolio – block, file, backup, ransomware protection & others
- Deep competitive knowledge of at least 1 major storage vendor
- Demonstratable technical knowledge of storage industry and major trends
- Deep expertise in at least one of the major verticals (FSI, manufacturing, Healthcare) and related solutions preferred
- Self-starter and able to ramp quickly
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 translate aaS and complete ecosystem, differentiated value, solutions, and workloads and ability to prioritize aaS offerings and consumption models that will achieve the customer’s outcomes and greatest return.
- Advanced understanding of aaS business model variations.
- 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 applicable local languages as needed to perform job requirements.
- Demonstrates advanced discussion and persuasion skills used to support company point-of-view, while questioning and challenging proposed solutions.
- Advanced business and financial acumen—sales cycle, pipeline growth, reporting, ability to influence, business strategy linkage— with an understanding of functional responsibilities of various customer business roles, including typical KPIs important to, CxOs and line-of-business (LOB) executives; knowledgeable about TCO/ROI concepts and calculations, financial models, and understand how customers generate revenue.
- Advanced consultative/value selling skills, including whiteboarding, objection handling, and closing skills to proactively help customers make business decisions.
Accountability, Accountability, Active Learning (Inactive), Active Listening, Assertiveness, Bias, Building Rapport, Buyer Personas, Coaching, Complex Sales, Creativity, Critical Thinking, Cross-Functional Teamwork, Customer Experience Strategy, Customer Interactions, Design Thinking, Empathy, Financial Acumen, Follow-Through, Growth Mindset, Identifying Sales Opportunities, Industry Knowledge, Intellectual Curiosity (Inactive), Long Term Planning, Managing Ambiguity {+ 6 more}
Health & Wellbeing
We strive to provide our team members and their loved ones with a comprehensive suite of benefits that supports their physical, financial and emotional wellbeing.
Personal & Professional Development
We also invest in your career because the better you are, the better we all are. We have specific programs catered to helping you reach any career goals you have — whether you want to become a knowledge expert in your field or apply your skills to another division.
Unconditional Inclusion
We are unconditionally inclusive in the way we work and celebrate individual uniqueness. We know varied backgrounds are valued and succeed here. We have the flexibility to manage our work and personal needs. We make bold moves, together, and are a force for good.
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Job:
Sales
Job Level:
TCP_04
States with Pay Range Requirement
The expected salary/wage range for a U.S.-based hire filling this position is provided below. Actual offer may vary from this range based upon geographic location, work experience, education/training, and/or skill level. If this is a sales role, then the listed salary range reflects combined base salary and target-level sales compensation pay. If this is a non-sales role, then the listed salary range reflects base salary only. Variable incentives may also be offered. Information about employee benefits offered can be found at https://myhperewards.com/main/new-hire-enrollment.html.
USD Annual Salary: $141,000.00 - $332,000.00
HPE is an Equal Employment Opportunity/ Veterans/Disabled/LGBT employer. We do not discriminate on the basis of race, gender, or any other protected category, and all decisions we make are made on the basis of qualifications, merit, and business need. Our goal is to be one global team that is representative of our customers, in an inclusive environment where we can continue to innovate and grow together. Please click here: Equal Employment Opportunity.
Hewlett Packard Enterprise is EEO Protected Veteran/ Individual with Disabilities.
HPE will comply with all applicable laws related to employer use of arrest and conviction records, including laws requiring employers to consider for employment qualified applicants with criminal histories.
