Solution Architect - Advisory & Professional Services Job at Hewlett Packard Enterprise (Kuala Lumpur)

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 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

Requirements

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)
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 as need to perform job requirements
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
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
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
Unique mastery of strategic planning and account planning skills and expert at using business and technical tools, and standard customer relationship management (CRM) systems

Nice to have

Accountability
Active Learning
Active Listening
Assertiveness
Bias
Building Rapport
Buyer Personas
Coaching
Complex Sales
Creativity
Critical Thinking
Cross-Functional Teamwork
Customer Experience Strategy
Customer Interactions
Design Thinking
Empathy
Financial Acumen
Follow-Through
Growth Mindset
Identifying Sales Opportunities
Industry Knowledge
Intellectual Curiosity
Long Term Planning
Managing Ambiguity

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Solution Architect - Advisory & Professional Services

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