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Client Architect

3 months ago

Gurgaon, Haryana, India Hewlett Packard Enterprise Full time
Client Architect - Presales

This role has been designated as 'Edge', which means you will primarily work outside of an HPE office.

Profile Responsibilities:

  • Leverages knowledge of customers' technical environment and knowledge of company products and solutions to translate the functional view into a technical view and design endtoend solution
  • Aligning technical architecture to the business needs of the customer, within the specified scope and budget
  • Proactively works with the account team to provide solution advice, proposals, presentations, and other customer messaging.
  • Participates in deepdive discussions, articulates the value proposition, and successfully demonstrates the benefits of the proposed solution in addressing and resolving customer business challenges.
  • Creating new opportunities for growth by identifying new business initiatives in a given customer account that could benefit from HPE's solutions and services
  • Collaborates with internal and external partners to successfully deliver an effective solution to the customer.
  • Tracks industry developments for a specific domain through conferences, social media, business events, etc.
  • Expand and enhance the existing install base to build and manage the new innovative solutions in the specialty area.
  • Maintain knowledge of competitors in account to strategically position HPE's products and services better.
  • Develop technical landscape and future technical roadmap plans for customers while aligning with account managers.
  • Establish a professional, working, and consultative, relationship with the client, by developing a core understanding of the unique business needs of the client within their industry.
  • Contributes to Technical and overall business proposal development.
  • Work closely with and support the account manager, providing technical expertise and support and participating in client engagements up to Clevel engagements for more complex solutions in a smaller account
  • Interface with both internal and external/industry experts to anticipate customer needs and facilitate solutions development.

Account / Client Management:

  • Maintains solution opportunities, representing the company's portfolio of products and services for an assigned set of clients / Accounts.
  • Monitors sales pipeline activities and prepare a technocommercial solution.
  • Protects the company's position and focuses on generating new business
  • Meets or exceeds quarterly and annual business quotas.

Scope and Impact:

  • May coordinate internal & external partners to deliver appropriate Technical solutions.
  • Establishes relationships with customers/partners at all organizational levels; able to interface with senior levels in internal and external groups.
  • Assigned average or higher size quota.
  • Account size ranges; may work in a Small-Medium, Enterprise, or Corporate Segment; varied sales cycle.

Desired Skills:

  • Demonstrates solid technical skills in assigned solution sets and knowledge of leadingedge and emerging technologies.
  • Maintains knowledge of current trends, partner and competitor products, and strategies within the assigned solution set.
  • Basic project management skills or experience with excellent analytical and problemsolving skills, including appropriate due diligence.
  • Good written and verbal communication skills and mastery of English and local languages.
  • Good business and financial acumen, with an awareness of the functional responsibilities of various customer business roles.
  • Knowledgebased and experiencedbased industry certifications are preferred.
  • Knowledge of effective consultative selling techniques, including active listening, framing, whiteboarding, storytelling, etc.
  • Knowledge of company business and technical tools and standard CRM systems and tools.
  • Basic knowledge of social media, blogging, and related informationsharing technologies.
  • Is considered an expert in knowledge of products, solutions, or service offerings as well as competitor's offerings to be able to sell large solutions.
  • Understands the industry and market segment in which key accounts are situated, and integrates this knowledge into consultative selling.
  • Understands the role of IT within the area of specialization and how HPE's solutions differentially address specific vertical industry challenges as well as their crosssegment capabilities
  • Cultivates & maintains positive relationships with customers/ partners to ensure account retention & growth, and positions HPE as the preferred vendor for meeting all business needs
  • Willingness to learn and implement

Prerequisites:

  • Bachelor's Degree in Engineering & MBA degree (preferred) with Sales Specialization
  • Typically 01 year of advanced sales experience is preferable
  • Percentage: Overall marks / Grades across Engineering & MBA to be 60% and above with no arrears

Job:

Sales

Job Level:

Entry

**Hewlett Packard Enterprise is EEO F/M/Protected Vetera