Compute Presales Architect Job at Hewlett Packard Enterprise (Jakarta)

Job Description

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. Develops and articulates compelling, accurate, and relevant proposals and ensures customer's business and technical requirements are met. Can be aligned to a specific area of technical expertise. Provides technical expertise to sales teams and customers aimed at gaining the customer mindshare within their domain. These jobs focus on technical selling to customers/partners.

Job Responsibility

Applies advanced knowledge of the company's portfolio, articulating proposals, and ensuring customer's business and technical needs are being met
Identifies key risks to ensure the customer's business and technical requirements are met, detailing key value points for the rest of the account team
Provides input to address key end-customer IT trends, requirements, gaps, or unmet needs
Translates the functional design of a solution into a technical design and architecture that can be scaled to accommodate growth
Communicates how the solution value proposition addresses customer business needs
Tracks industry trends and emerging technologies (as well as competitor offerings and activities) leveraging this knowledge with the customer’s technical environment
Shows customers how to migrate and/or integrate technologies in new or existing environments
Contributes to industry developments through contributions (content support, presentations, demos, booth support) at conferences, industry events, and utilizing social media
Designs and delivers solutions aligned to customer's business requirements, leveraging knowledge of the industry and the customer's technical environment
Participates in deep-dive discussions and ability to articulate the value proposition, define key differentiators, and draft high-level solution designs
Delivers optimal results, balancing costs, scope, scale, and benefits to deliver superior value
Participates in the account's business planning processes
Collaborates proactively with account team leadership (HPE and Partners) to develop and communicate key value propositions, negotiation points, and identify overlooked opportunities within assigned accounts
uses expertise to lead the creation of complex solutions
Successfully maps the right partner to an opportunity and transfers knowledge to external partners, delivering effective results to the customer
Proactively build 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
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
Develops and nurtures professional working relationships with the customer technical teams and with key executives, based on an understanding of the customer's ecosystem, business needs, and how HPE can deliver value and business outcomes
Proactively shares knowledge with peers and helps develop more junior team members

Requirements

First-level university technical degree or equivalent technical qualifications
4–8 years of technical experience in IT with a focus on technical consulting and solution selling predominantly in FSI or public sectors
Knowledge-based and experienced-based relevant industry certifications are strongly preferred
Well-developed experience participating in solution configurations and the creation of demos and proofs-of-concept (POC) to meet customer requirements
Well-developed understanding of company solution offerings and portfolio of products, software, services
Well-developed, strong working knowledge with the as-a-service (aaS) business model
Well-developed written and verbal communication skills, including active listening and storytelling, and ability to communicate in English and applicable local languages
Well-developed business and financial acumen
Well-developed consultative and value selling skills
Well-developed company business knowledge, technical tools, standard customer relationship management (CRM) systems and tools
Well-developed resource management skills
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 services
Well-developed project and time management skills or experience, with excellent analytical and problem-solving skills
Well-developed knowledge of partners' offerings
Well-developed understanding of Geo application of company’s go-to-market strategy as it relates to partners
Demonstrates well developed strategic planning and account planning skills

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Compute Presales Architect

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