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Senior Enterprise Architect - Industry Verticals

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Hewlett Packard Enterprise

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Location:
United States , Seattle

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Category:
Sales

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Contract Type:
Not provided

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Salary:

141000.00 - 332000.00 USD / Year
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Job Description:

Responsible for 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 and integration). Develops and articulates compelling, accurate, and relevant proposals and ensures customer's business and technical requirements are met. Can be aligned to a specific area of technical expertise (e.g., products, solutions, services). 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:

  • Demonstrates in-depth knowledge in one or more solution domains, company products, services, and solutions as well as the customer’s technical and business environment
  • Develops compelling customer proposals and critically reviews them, manages the expectations of internal stakeholders and customers, ensuring the meeting of customer’s business and technical requirements are met
  • Quantifies the impact of the business problem(s), positions business value, identifies the strengths and weaknesses of the overall proposed solution to achieve long-term business objectives
  • Provides input to all global business units to address IT trends, requirements, gaps, or unmet needs
  • Translates outcome-based solutions into a functional solution design that aligns to the customers business needs, and then translates that functional design into a technical design and architecture that can be scaled to accommodate growth
  • Communicates how the solution value propositions addresses customer business needs
  • Tracks leading-edge and emerging technologies
  • Contributes to industry development for one or more domains through conferences (content support/presentations, demos, booth support) and industry events, while also monitoring social media
  • Incorporates an understanding of technology trends within the IT industry, as well as the customer’s industry
  • Actively gathers and applies competitive intelligence as a critical component of account support
  • Drives the Account Business Planning process, leveraging knowledge of industry trends and the customer’s technical environment
  • Participates in deep-dive discussions and partners with the account team to build customer relationships at all levels by advocating and presenting technical strategies for a customer's transformation
  • Produces in-depth comparative analysis of alternative approaches to meet solution requirements
  • Develops, configures, and right sizes an optimal workload solution, balancing cost, scope, scale, boundaries, and benefits to deliver superior value and increase the win rate
  • Leverages deep knowledge of partner products and services and adjusts strategies to leverage the relationship between the service provider/partner and the customer
  • Successfully transfers knowledge to external partners to deliver effective solutions to customers
  • 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
  • Builds strong professional relationships with customer key executives across the business and industry
  • Proactively shares knowledge with peers and helps develop more junior team members

Requirements:

  • First-level university technical degree or equivalent technical qualifications
  • Advanced degree in technology preferred
  • 8+ years of technical experience in IT with a focus on technical consulting and solution selling
  • Knowledge-based as well as 1+ experienced-based relevant industry certifications very strongly preferred
  • Enterprise architecture frameworks and project management methodologies and certifications are helpful, but not required
  • Experience selling to Enterprise level accounts required
  • Must be located within driving distance of the greater Seattle region and have the ability to travel within the Seattle region

Nice to have:

  • Advanced consultative/value selling skills, including, whiteboarding, objection handling, and closing skills to proactively help customers make business decisions
  • Advanced company business knowledge, technical tools, and standard customer relationship management (CRM) systems and tools
  • Advanced resource management skills, including how and when to effectively engage SMEs/specialists
  • Hands on experience with one or more 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
  • Advanced project and time management knowledge or experience with excellent analytical and problem-solving skills, including appropriate due diligence
  • Advanced knowledge of partner offerings and how/when to leverage them for deals within an area of specialization, understanding of the company's go-to-market strategy
  • Advanced understanding of Geo application of company’s go-to-market strategy as it relates to partners
  • has broad knowledge of partner offerings, along with how/when to leverage them for deals
  • Advanced strategic planning and account planning skills, as well as being an expert at using business and technical tools, and standard customer relationship management (CRM) systems
What we offer:
  • Health & Wellbeing
  • Personal & Professional Development
  • Unconditional Inclusion

Additional Information:

Job Posted:
July 17, 2025

Employment Type:
Fulltime
Work Type:
Remote work
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