Presales Architect

Presales ArchitectThis role has been designed as xe2x80x98Hybrid with an expectation that you will work on average 2-3 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 todays complex world Our culture thrives on finding new and better ways to accelerate whats next We know diverse 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 Global Sales at HPE is about building the future We are redefining whats next and combining our legacy of innovation with a bold new goal to accelerate everything we do Our sales organization is comprised of 10 000 professionals in sales presales service and support functions Together with our partners we deliver global commercial public sector small medium business customers throughout 11 geographies Were transforming businesses Join us redefine whats next for you What youll do Develops and articulates compelling customer proposals ensuring the customers business and technical requirements are met Identifies and articulates key risks related to the respective scope Provides work estimations as well as recommendations on sourcing models Review customer proposals for accuracy relevance and competitiveness ensuring customer enthusiasm and collaborating with senior colleagues in review processes as necessary Offers input to address key end-customer IT trends requirements gaps or unmet needs Performs due diligence by ensuring technical design solutions work meet customer workload needs service level expectations and are within budget Develops and maintains awareness of leading-edge and emerging technologies understanding these resources to find both inside and outside of HPE information regarding trends and standards while also actively monitoring competitor offerings and activities Creates and develops the implementation design of technical products services and solutions that address specific customer needs by participating in deep-dive discussions and leveraging a solid knowledge of customers technical environment and a thorough knowledge of company s portfolio Addresses customer questions and concerns regarding technical products services and solutions within a specific scope Collaborates with internal and external partners to successfully transfer knowledge and deliver effective solutions to customers Connect with key partners and stakeholders within an area of specialization and understand their capabilities and limitations supporting all partner enablement and initiatives as needed Proactively build the pipeline by identifying opportunities e g enhancements unmet or unrecognized needs up-selling and cross-selling opportunities within the account Supports the opportunity pipeline and help drive through the sales process to closure 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 sharing best practices with peers and partners to collaborate effectively Develops a working relationship with the customer technical teams by understanding the customers ecosystem and how HPE s solutions can align to the ecosystem and deliver value Proactively share knowledge with peers What you need to bring Education and Experience First-level university technical degree or equivalent technical qualifications 2-4 years of technical experience in IT with a focus on technical selling Knowledge-based and experienced-based relevant industry certifications are preferred Knowledge and Skills Intermediate level experience participating in solution configurations and overall architecture design along with assisting in creating demos and proofs-of-concept POC to meet customer requirements Intermediate level understanding of the company portfolio of products software and services and how these fit into solution domain specialization Intermediate level understanding of aaS business models differentiated value solutions and workloads along with the ability to prioritize aaS offerings and consumption models that will achieve the customers outcomes Intermediate-level written and verbal communication skills including emphasizing collaborating active listening and storytelling and ability to communicate in English and applicable local languages both in-person and virtual as needed to perform job requirements Demonstrates intermediate-level discussion and persuasion skills as well as respectfully questioning and challenging proposed solutions Intermediate-level business and financial acumenxe2x80x94sales cycle pipeline growth reporting ability to influence business strategy linkagexe2x80x94with an awareness of functional responsibilities of various customer business roles Intermediate consultative and value selling skills including presenting whiteboarding objection handling and closing skills to proactively help customers make business decisions Intermediate-level company business knowledge technical tools and standard customer relationship management CRM systems and tools Hands on experience with one or more products solutions tools or services aligned to respective job responsibility Ability to deliver live demonstrations or walk throughs of products solutions tools or services to customers partners and other stakeholders Intermediate-level project and time management skills or experience with excellent analytical and problem-solving skills including appropriate due diligence Intermediate-level knowledge of partner offerings and how when to leverage them for deals within an area of specialization Intermediate level knowledge of different types of partners and products relevant to assigned solution domain and understanding of the company s go-to-market strategy Additional Skills Accountability Accountability Active Learning Inactive 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 WellbeingWe 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 DevelopmentWe 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 xe2x80x94 whether you want to become a knowledge expert in your field or apply your skills to another division Diversity Inclusion BelongingWe are unconditionally inclusive in the way we work and celebrate individual uniqueness We know diverse 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 on Instagram to see the latest on people culture and tech at HPE india salesJob SalesJob Level TCP 02HPE is an Equal Employment Opportunity Veterans Disabled LGBT and Affirmative Action employer We are committed to diversity and building a team that represents a variety of backgrounds perspectives and skills We do not discriminate and all decisions we make are made on the basis of qualifications merit and business need Our goal is to be one global diverse team that is representative of our customers in an inclusive environment where we can continue to innovate and grow together Please click here Hewlett Packard Enterprise is EEO F M 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