Presales Architect
This role has been designed as ‘Hybrid’ with an expectation that you will work on average 2 days per week from an HPE office.
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:
Job Family Definition:
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.
Management Level Definition:
Contributes to assignments of limited scope by applying technical concepts and theoretical knowledge acquired through specialized training, education, or previous experience. Acts as team member by providing information, analysis and recommendations in support of team efforts. Exercises independent judgment within defined parameters.
Responsibilities:
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Contributes to the development of technical solutions and customer proposals by leveraging standard or existing product domain artifacts and articulating the unique value of the company's portfolio.
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Provides input that addresses key end-customer IT trends, requirements, gaps, or unmet needs.
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Performs due diligence by ensuring technical design solutions and meeting customer workload needs, ensuring level expectations, and working within budget.
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Develops awareness and explains the relevance of new technologies and trends in relation to customer needs, tracking competitor offerings and activities.
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Contributes to the creation and development of technical products, services, and solutions by participating in deep-dive discussions to determine specific functional requirements of the solution, and leveraging basic knowledge of the customer's technical environment, as well as of the company's products, services, and solutions.
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Collaborates with internal and external partners to successfully transfer knowledge and deliver effective solutions to customers, supporting all partner enablement and initiatives.
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Connects with key partners and stakeholders within an area of specialization and understand their capabilities, and limitations.
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Proactively help build the pipeline by identifying unmet or unrecognized needs within the account.
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Supports the opportunity pipeline by leveraging competitor knowledge and partner ecosystem to maximize success and help drive through the sales process to closure.
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Participates in sales forecast meetings.
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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.
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Develops an understanding of the customer’s ecosystem and how HPE's solutions can align to the ecosystem and deliver value.
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Proactively share knowledge with peers.
Education and Experience:
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First-level university technical degree or equivalent technical qualifications
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0-2 years of technical experience in IT
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Knowledge-based and experienced-based relevant industry certifications are preferred.
Knowledge and Skills:
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Basic experience participating and assisting in solution configurations/overall architecture design along with assisting in creating demos and proofs-of-concept (POC) to meet customer requirements.
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Basic understanding and awareness of the company portfolio of products, software, services, and solutions, as well as hands-on basic technical skills within product domain(s).
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Basic understanding of the as-a-service (aaS) business model fundamentals, as well as understanding information related to BU products, services, and strategic goals.
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Basic written, verbal, and nonverbal communication skills, including active listening and storytelling, ability to collaborate, and ability to communicate in English and applicable local languages as needed to perform job requirements.
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Demonstrates basic discussion and persuasion skills.
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Basic-level business and financial acumen—sales cycle, pipeline growth, reporting, ability to influence, business strategy linkage—with an awareness of functional responsibilities of various customer business roles.
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Basic consultative and value selling skills, including presenting, brainstorming, ability to handle conflict, and closing skills to proactively help customers make business decisions.
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Basic company business knowledge, technical tools, and standard customer relationship management (CRM) systems and tools.
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Hands on experience with one or more products, solutions, tools, or services aligned to respective job responsibility.
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Ability to deliver live demonstrations or walk throughs of products, solutions, tools, or services to customers, partners, and other stakeholders.
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Basic project and time management skills or experience with excellent analytical and problem-solving skills, including appropriate due diligence.
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Basic knowledge of different types of partners and products, relevant to assigned solution domain and understanding of the company's go-to-market strategy; knowing when and how to leverage them for deals within an area of specialization.
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 {+ 6 more}
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:
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Job:
Sales Job Level:
TCP_01
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 .
Hewlett Packard Enterprise is EEO Protected Veteran/ Individual with Disabilities.
HPE will comply with all applicable laws related to employer use of arrest and conviction records, including laws requiring employers to consider for employment qualified applicants with criminal histories.
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