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Digital Presales Architect

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Hewlett Packard Enterprise

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Location:
India , Bangalore

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Category:
Sales

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Contract Type:
Not provided

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Salary:

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Job Description:

Digital Presales Architect. This role has been designed as ‘Hybrid’ with an expectation that you will work on average 2 days per week from an HPE office. 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. 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 the customer mindshare within their domain. These jobs focus on technical selling to customers/partners. May be aligned to specific accounts based on business priority.

Job Responsibility:

  • Develops and articulates compelling customer proposals, ensuring the customer’s business and technical requirements are met
  • Identifies and articulates key risks related to the respective scope
  • Provides work estimations as well as recommendations on sourcing models
  • Review customer proposals for accuracy, relevance, and competitiveness, ensuring customer enthusiasm and collaborating with senior colleagues in review processes as necessary
  • Offers input to address key end-customer IT trends, requirements, gaps, or unmet needs
  • Performs due diligence by ensuring technical design solutions work, meet customer workload needs, service level expectations, and are within budget
  • Develops and maintains awareness of leading-edge and emerging technologies, understanding these resources to find, both inside and outside of HPE, information regarding trends and standards, while also actively monitoring competitor offerings and activities
  • Creates and develops the implementation design of technical products, services, and solutions that address specific customer needs by participating in deep-dive discussions and leveraging a solid knowledge of customers' technical environment and a thorough knowledge of company's portfolio
  • Addresses customer questions and concerns regarding technical products, services, and solutions within a specific scope
  • Collaborates with internal and external partners to successfully transfer knowledge and deliver effective solutions to customers
  • Connect with key partners and stakeholders within an area of specialization and understand their capabilities, and limitations, supporting all partner enablement and initiatives as needed
  • Proactively build the pipeline by identifying opportunities (e.g., enhancements, unmet or unrecognized needs, up-selling, and cross-selling opportunities) within the account
  • Supports the opportunity pipeline and help drive through the sales process to closure
  • 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, sharing best practices with peers and partners to collaborate effectively
  • Develops a working relationship with the customer technical teams by understanding the customer’s ecosystem and how HPE's solutions can align to the ecosystem and deliver value
  • Proactively share knowledge with peers

Requirements:

  • First-level university technical degree or equivalent technical qualifications
  • 4+ years of technical experience in IT with a focus on technical selling
  • Knowledge-based and experienced-based relevant industry certifications are preferred
  • Intermediate level experience participating in solution configurations and overall architecture design along with assisting in creating demos and proofs-of-concept (POC) to meet customer requirements
  • Intermediate level understanding of the company portfolio of products, software, and services and how these fit into solution domain specialization
  • Intermediate level understanding of aaS business models, differentiated value, solutions, and workloads, along with the ability to prioritize aaS offerings and consumption models that will achieve the customer’s outcomes
  • Intermediate-level written and verbal communication skills, including emphasizing, collaborating, active listening and storytelling, and ability to communicate in English and applicable local languages (both in-person and virtual) as needed to perform job requirements
  • Demonstrates intermediate-level discussion and persuasion skills, as well as respectfully questioning and challenging proposed solutions
  • Intermediate-level business and financial acumen—sales cycle, pipeline growth, reporting, ability to influence, business strategy linkage—with an awareness of functional responsibilities of various customer business roles
  • Intermediate consultative and value selling skills, including presenting, whiteboarding, objection handling, and closing skills to proactively help customers make business decisions
  • Intermediate-level company business knowledge, technical tools, and standard customer relationship management (CRM) systems and tools
  • Hands on experience with one or more products, solutions, tools, or services aligned to respective job responsibility
  • Ability to deliver live demonstrations or walk throughs of products, solutions, tools or services to customers, partners, and other stakeholders
  • Intermediate-level project and time management skills or experience with excellent analytical and problem-solving skills, including appropriate due diligence
  • Intermediate-level knowledge of partner offerings and how/when to leverage them for deals within an area of specialization
  • Intermediate level knowledge of different types of partners and products, relevant to assigned solution domain and understanding of the company's go-to-market strategy
What we offer:
  • Health & Wellbeing
  • Personal & Professional Development
  • Unconditional Inclusion

Additional Information:

Job Posted:
April 05, 2026

Employment Type:
Fulltime
Work Type:
Hybrid work
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