Principal Presales Architect

• 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, enhancing proposed workload-optimized solutions
• 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, translating the business needs of the customer into a functional solution design aligned to those 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
• Contributes to the industry for one or more domains with an active presence at conferences (content support/presentations, demos, booth support), social media, business events, etc
• Monitors changing competitive landscape (emerging competitors, start-ups etc)
• 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
• Identifies acceptable technical solution trade-offs, risks, and suggests possible remediation
• Drives collaboration among internal account teams, sets direction, provides guidance, and engages the full portfolio of partners to build effective solution strategies aligned to customer's technical and business challenges
• Successfully transfers knowledge to external partners to deliver an effective solution to the customer
• 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
• 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

• TS/SCI with FSP (Full Scope Poly) clearance required
• Must possess extensive knowledge of customer's mission and requirements and understand competitive landscape
• Advanced degree in technology or related field preferred, or equivalent technical qualifications
• 2+ years of experience supporting sales, and end users to build or develop technical enterprise solutions
• 12+ 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

Enterprise architecture frameworks and project management methodologies and certifications

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