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VME Digital Presales Architect

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Hewlett Packard Enterprise

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Location:
Japan , Tokyo

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Category:
Sales

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Contract Type:
Not provided

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Salary:

Not provided
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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:

  • Applies advanced knowledge of the company's portfolio, articulating proposals, and ensuring customer's business and technical needs are being met
  • Identifies key risks to ensure the customer's business and technical requirements are met, detailing key value points for the rest of the account team
  • Provides input to address key end-customer IT trends, requirements, gaps, or unmet needs
  • Translates the functional design of a solution into a technical design and architecture that can be scaled to accommodate growth
  • Communicates how the solution value proposition addresses customer business needs
  • Tracks industry trends and emerging technologies (as well as competitor offerings and activities) leveraging this knowledge with the customer’s technical environment
  • Shows customers how to migrate and/or integrate technologies in new or existing environments
  • Contributes to industry developments through contributions (content support, presentations, demos, booth support) at conferences, industry events, and utilizing social media
  • Designs and delivers solutions aligned to customer's business requirements, leveraging knowledge of the industry and the customer's technical environment
  • Participates in deep-dive discussions and ability to articulate the value proposition, define key differentiators, and draft high-level solution designs
  • Delivers optimal results, balancing costs, scope, scale, and benefits to deliver superior value
  • Participates in the account's business planning processes
  • Collaborates proactively with account team leadership (HPE and Partners) to develop and communicate key value propositions, negotiation points, and identify overlooked opportunities within assigned accounts
  • uses expertise to lead the creation of complex solutions
  • Successfully maps the right partner to an opportunity and transfers knowledge to external partners, delivering effective results to the customer
  • Proactively build 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
  • 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
  • Develops and nurtures professional working relationships with the customer technical teams and with key executives, based on an understanding of the customer's ecosystem, business needs, and how HPE can deliver value and business outcomes
  • 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
  • 4–8 years of technical experience in IT with a focus on technical consulting and solution selling
  • Knowledge-based and experienced-based relevant industry certifications are strongly preferred

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
What we offer:
  • Health & Wellbeing
  • Personal & Professional Development
  • Unconditional Inclusion

Additional Information:

Job Posted:
April 23, 2025

Employment Type:
Fulltime
Work Type:
Hybrid work
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