Presales Architect, Digital Sales – Turkish speaker Job at Hewlett Packard Enterprise (Prague)

Job Description

This role has been designed as ‘’Onsite’ with an expectation that you will primarily work from an HPE office. We are Digital Sales, an international Sales organization within HPE and based in Prague, that grows business in predominantly Commercial customer segment in Central, East and South-East Europe, and Turkey. The role of Presales Architect is a critical technical role and consists in 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). This includes developing and articulating compelling, accurate, and relevant proposals and ensuring customer's business and technical requirements are met. Can be aligned to a specific area of technical expertise (e.g., products, solutions, services). Also 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
Contributes to Education of Digital Sales Community by providing Technical sessions as needed

Requirements

First-level university technical degree or equivalent technical qualifications
2-4 years of technical experience in IT with a focus on technical selling
Knowledge-based and experienced-based relevant industry certifications are preferred
Demonstrates good technical skills in computer product technologies including Servers, Storage, Hyper Converged and Composable Infrastructure and knowledge of emerging technologies
Fluent written and verbal communication skills in English, alongside strong proficiency in Turkish are required for this role
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 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

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Presales Architect, Digital Sales – Turkish speaker

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