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
• 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
• 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.
• 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
• Actively participates in sales forecast meetings and provides feedback to accelerate the sales lifecycle
• Engages with and builds consultative presence and advisory influence with VPs, CxO, and line-of-business (LOB) management and customer thought leaders.

• Advanced degree in technology or related field preferred, or equivalent technical qualifications
• 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
• 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), showing how they can be combined to address customer needs, and how the workload solution can be adapted for strategic customer and industry solutions
• Unique mastery with expertise and deep working knowledge with the as-a-service (aaS) business model, business value, and complete ecosystem and how that drives aaS strategic goals within one or more domains
• Expert ability to collaborate cross-functionally and across HPE to generate new revenue through increased subscription consumption and other aaS models
• 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 as need to perform job requirements
• Demonstrates unique mastery of discussion and persuasion skills used to support company point-of-view, while respectfully questioning and challenging proposed solutions
• Unique mastery of financial and business acumen - sales cycle, funnel management, reporting, ability to influence, business strategy linkage - including typical KPIs important to CxOs
• knowledgeable about TCO/ROI concepts and calculations, financial models, and understand how customers generate revenue
• Unique mastery of consultative and value selling skills, advisory influence, and executive gravitas, including presenting, white boarding, storytelling, objection-handling, and closing skills
• Unique mastery of company business knowledge, technical tools, and standard customer relationship management (CRM) systems and tools
• Strong resource management skills, including how and when to effectively engage SMEs/specialists
• Hands-on experience with multiple 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
• Unique mastery of project and time management skills or experience with excellent analytical and problem-solving skills, including appropriate due diligence
• Unique mastery of partner offerings and how/when to leverage them for deals within an area of specialization
• Unique mastery of and understanding of company’s preferred go-to-market strategy, global context, coverage options relative to partners and has expert knowledge of partner offerings, along with how/when to leverage them for deals within area of specialization
• Unique mastery of strategic planning and account planning skills and expert at using business and technical tools, and standard customer relationship management (CRM) systems.

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

• Health & wellbeing benefits
• Personal & professional development programs
• Unconditional inclusion culture.