Presales Architect

• Responsible for architecting solutions that will achieve customer business outcomes either within a specific technical domain, or across the broader company portfolio
• Develops and articulates compelling, accurate, and relevant proposals and ensures customer's business and technical requirements are met
• Provides technical expertise to sales teams and customers through sales presentations, product/solution demonstrations
• Demonstrates unique mastery 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
• Mitigates risk to the company by managing both customer and company stakeholder expectations
• Critical review proposal, applies market intelligence and thought leadership to translate the functional view into a technical view
• Provides input to all global business units to address key end-customer IT trends, requirements, gaps, or unmet needs
• Leads the team to develop and present high-level, unique, and imaginative outcome-based solutions to customer business challenges
• Communicates HPE's end solution value propositions in the language of the customer
• Develops and maintains adjacent technology knowledge, along with in-depth knowledge of current and emerging technologies and trends
• Contributes to the industry for one or more domains with an active presence at conferences
• Monitors changing competitive landscape
• Drives the Account Business Planning process
• Facilitates and leads deep-dive discussions with the client and accounts teams
• Identifies acceptable technical solution trade-offs, risks, and suggests possible remediation
• Drives collaboration among internal account teams
• Successfully transfers knowledge to external partners to deliver an effective solution to the customer
• Proactively builds the pipeline by identifying opportunities
• Monitors the account pipeline and nurtures active deals from the opportunity to close
• Uses pipeline insights to help prioritize activities
• Actively participates in sales forecast meetings
• Documents ongoing work throughout the sales cycle
• Engages with and builds consultative presence and advisory influence with VPs, CxO, and line-of-business management
• Anticipates customer needs and proactively engages partners and resources to design innovative solutions
• Proactively shares knowledge with peers

• Advanced degree in technology or related field preferred, or equivalent technical qualifications
• 8+ years of technical selling 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
• Experience selling virtualization products required
• Unique mastery and experience leading solution configurations and overall architecture design and creating, managing, and positioning demos and proofs-of-concept (POC) to meet customer requirements
• Unique mastery of the company portfolio of products, software, services, solution domain specialization, and adjacent solution domain(s)
• Unique mastery with expertise and deep working knowledge with the as-a-service (aaS) business model, business value, and complete ecosystem
• Mastery of executive-level written, verbal and nonverbal communication skills, including active listening and storytelling, with ability to communicate in English and applicable local languages
• Unique mastery of financial and business acumen- sales cycle, funnel management, reporting, ability to influence, business strategy linkage
• Unique mastery of consultative and value selling skills, advisory influence, and executive gravitas
• Unique mastery of company business knowledge, technical tools, and standard customer relationship management (CRM) systems and tools
• Strong resource management skills
• Hands on experience with multiple products, solutions, tools, or services aligned to respective job responsibility
• Unique mastery of project and time management skills or experience with excellent analytical and problem-solving skills

Enterprise architecture frameworks and project management methodologies and certifications

• Health & Wellbeing benefits
• Personal & Professional Development programs
• Unconditional Inclusion environment
• Comprehensive suite of benefits that supports physical, financial and emotional wellbeing
• Career development programs
• Flexible work arrangements