Hybrid Cloud Presales Solution Architect

• Demonstrates in-depth knowledge within the company in one or more solution domains as well as the customer's technical and business environment
• Orchestrates the design of complex proposals to deliver and communicate tangible business value to customers
• Critical review proposal, applies market intelligence and thought leadership to translate the functional view into a technical view, enhancing proposed workload-optimized solutions
• Provides input to all global business units to address key end-customer IT trends, requirements, gaps, or unmet needs
• Communicates HPE’s end solution value propositions in the language of the customer and demonstrates how the proposition aligns to business outcomes and customer needs
• Develops and maintains adjacent technology knowledge, along with in-depth knowledge of current and emerging technologies and trends
• Drives the Account Business Planning process, leverage knowledge of industry trends and the customer’s technical environment
• Facilitates and leads deep-dive discussions with the client and accounts teams to build customer relationships, understand business needs, evaluate the customer's ecosystem and advocate and present technical strategies for a customer's transformation
• Proactively builds the pipeline by identifying opportunities (e.g., enhancements, unmet or unrecognized needs, up-selling, and cross-selling opportunities) within the account
• 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
• Engages with and builds consultative presence and advisory influence with VPs, CxO, and line-of-business (LOB) management and customer thought leaders
• Anticipates customer needs and proactively engages partners and resources to design innovative solutions and generate customer demand
• Proactively shares knowledge with peers and actively helps develop knowledge and expertise within the Presales community

• Advanced degree in technology or related field preferred, or equivalent technical qualifications
• 8+ years of technical experience in IT with a focus on technical consulting and solution selling
• 2+ Industry standard relevant technology certifications or equivalent experience expected
• Enterprise architecture frameworks and project management methodologies and certifications are helpful, but not required
• Fluency in Swedish language and in English
• Advanced experience leading solution configurations and overall architecture design and creating, managing, and positioning demos and proofs-of-concept (POC) to meet customer requirements
• Advanced understanding of the company portfolio of products, software, services, solution domain specialization, and adjacent solution domain(s)
• Expertise and deep working knowledge with the as-a-service (aaS) business model, business value, and complete ecosystem
• Mastery of written, verbal and nonverbal communication skills, including active listening and storytelling, with ability to communicate in English and applicable local languages
• Demonstrates advanced discussion and persuasion skills used to support company point-of-view
• Unique mastery of consultative and value selling skills, advisory influence, and executive gravitas, including presenting, white boarding, storytelling, objection-handling, and closing skills
• 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
• Understanding of company’s preferred go-to-market strategy, global context, coverage options relative to partners and has expert knowledge of partner offerings

Enterprise architecture frameworks and project management methodologies and certifications are helpful, but not required

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