Enterprise Architect Job at Hewlett Packard Enterprise (Pennsylvania)

Job Description

We are seeking a seasoned Enterprise Architect to join our team as a critical, highly technical resource focused on strategic accounts. This role will own architecture and solution design, develop compelling customer value propositions, and drive engagement across opportunities in network virtualization, hybrid cloud, Edge/Edge AI, and managed services. The successful candidate will rapidly integrate with account teams, shape technical and business approaches to meet customer needs, build and nurture relationships at all levels, and help expand the account.

Job Responsibility

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

Requirements

First-level university technical degree or equivalent technical qualifications
Advanced degree in technology preferred
7+ 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
Previous experience solution selling within the Cloud or AI space is highly preferred
Enterprise architecture frameworks and project management methodologies and certifications are helpful, but not required
Ability to travel up to 35% of the time
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 respectfully 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
Advanced company business knowledge, technical tools, and standard customer relationship management (CRM) systems and tools
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
Advanced project and time management knowledge or experience with excellent analytical and problem-solving skills, including appropriate due diligence
Advanced 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
Advanced understanding of Geo application of company's go-to-market strategy as it relates to partners
has broad knowledge of partner offerings, along with how/when to leverage them for deals
Advanced strategic planning and account planning skills, as well as being an expert at using business and technical tools, and standard customer relationship management (CRM) systems

Nice to have

Advanced degree in technology preferred
Knowledge-based as well as 1+ experienced-based relevant industry certifications very strongly preferred
Previous experience solution selling within the Cloud or AI space is highly preferred
Enterprise architecture frameworks and project management methodologies and certifications are helpful, but not required

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