Presales Architect

Overview This role has been designated as ‘Remote/Teleworker’, which means you will primarily work from home. Who We Are Hewlett Packard Enterprise is the global edge-to-cloud company advancing the way people live and work. We help companies connect, protect, analyze, and act on their data and applications wherever they live, from edge to cloud, so they can turn insights into outcomes at the speed required to thrive in today’s complex world. Our culture thrives on finding new and better ways to accelerate what’s next. We know varied backgrounds are valued and succeed here. We have the flexibility to manage our work and personal needs. We make bold moves, together, and are a force for good. If you are looking to stretch and grow your career our culture will embrace you. Open up opportunities with HPE. Job Description The Presales Architect is responsible for architecting solutions that will achieve customer business outcomes 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. 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. The Presales Architect contributions impact technical components of HPE products, solutions, or services regularly and sustainably. They apply advanced subject matter knowledge to solve complex business issues and is regarded as a subject matter expert. They provide expertise and partnership to functional and technical project teams and may participate in cross-functional initiatives. They exercise significant independent judgment to determine best method for achieving objectives and may provide team leadership and mentoring to others. Your Key Responsibilities 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 customer’s 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 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 within the account (e.g., enhancements, unmet or unrecognized needs, up-selling, and cross-selling opportunities). Monitors the account pipeline and nurtures active deals from the opportunity to close. Uses pipeline insights to help prioritize activities to invest time and resources in deals with the highest potential. Actively participates in sales forecast meetings and provides feedback to accelerate the sales lifecycle. Documents ongoing work 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. About You 5-10 years of technical experience in IT with a focus on technical consulting and solution selling Knowledge-based as well as 1+ years of relevant industry certifications are very strongly preferred. Enterprise architecture frameworks and project management methodologies and certifications are helpful, but not required. Advanced experience participating in and leading solution configurations and the creation of demos and proofs-of-concept (POC) to meet customer requirements. Advanced understanding of the company portfolio of products, software, services, solution domain specialization, adjacent solution domain(s), and how they can be combined to address customer needs. Advanced ability to translate aaS and complete ecosystem, differentiated value, solutions, and workloads and ability to prioritize aaS offerings and consumption models that will achieve the customer’s outcomes and greatest return. Advanced understanding of aaS business model variations. Advanced ability to collaborate cross-functionally to ensure consistency of output and meet aaS strategic goals. Advanced written and verbal communication skills, including active listening and storytelling, and the ability to communicate in English and applicable local languages as needed to perform job requirements. Demonstrates advanced discussion and persuasion skills used to support company point-of-view, while respectfully questioning and challenging proposed solutions. Advanced business and financial acumen—sales cycle, pipeline growth, reporting, ability to influence, business strategy linkage— with an understanding of functional responsibilities of various customer business roles, including typical KPIs important to CxOs and LOB executives; knowledgeable about TCO/ROI concepts and calculations, financial models, and understand how customers generate revenue. 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 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. Additional Skills Accountability, 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 (Inactive), Long Term Planning, Managing Ambiguity What We Can Offer You Health & Wellbeing We strive to provide our team members and their loved ones with a comprehensive suite of benefits that supports their physical, financial and emotional wellbeing. Personal & Professional Development We also invest in your career because the better you are, the better we all are. We have specific programs catered to helping you reach any career goals you have — whether you want to become a knowledge expert in your field or apply your skills to another division. Unconditional Inclusion We are unconditionally inclusive in the way we work and celebrate individual uniqueness. We know varied backgrounds are valued and succeed here. We have the flexibility to manage our work and personal needs. We make bold moves, together, and are a force for good. Let\'s Stay Connected Follow @HPECareers on Instagram to see the latest on people, culture and tech at HPE. Job Sales Job Level TCP_04 HPE is an Equal Employment Opportunity/ Veterans/Disabled/LGBT employer . We do not discriminate on the basis of race, gender, or any other protected category, and all decisions we make are made on the basis of qualifications, merit, and business need. Our goal is to be one global team that is representative of our customers, in an inclusive environment where we can continue to innovate and grow together. Please click here: Equal Employment Opportunity. Seniority level Not Applicable Employment type Full-time Job function Design, Art/Creative, and Information Technology Industries IT Services and IT Consulting Referrals increase your chances of interviewing at Hewlett Packard Enterprise by 2x Get notified about new Architect jobs in Singapore, Singapore. #J-18808-Ljbffr