Enterprise Architect Presales

Enterprise Architect Presales 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 Global Sales at HPE is about building the future We are redefining what s 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 We re transforming businesses Join us redefine what s next for you 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 Contributions include applying developed subject matter expertise to solve common and sometimes complex technical problems and recommending alternatives where necessary Might act as project lead and provide assistance to lower level professionals Exercises independent judgment and consults with others to determine best method for accomplishing work and achieving objectives What you ll do Responsibilities 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 What you need to bring Education and Experience 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 Knowledge and Skills Well-developed experience participating in solution configurations and the creation of demos and proofs-of-concept POC to meet customer requirements Well-developed understanding of company solution offerings and portfolio of products and their application with strategic customers or industries software services and how they can be combined to address customer needs Well-developed strong working knowledge with the as-a-service aaS business model business value complete ecosystem and outcomes that drive aaS strategic goals within own domain Well-developed written and verbal communication skills including 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 well-developed discussion and persuasion skills used to support the company point-of-view while respectfully questioning and challenging proposed solutions Well-developed 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 Understanding of typical KPIs is important to CxOs and line-of-business LOB executives knowledgeable about TCO ROI concepts and calculations financial models and understanding how customers generate revenue Well-developed consultative and value selling skills including whiteboarding objection handling and closing skills to proactively help customers make business decisions Well-developed company business knowledge technical tools standard customer relationship management CRM systems and tools Well-developed 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 services to customers partners and other stakeholders Well-developed project and time management skills or experience with excellent analytical and problem-solving skills including appropriate due diligence Well-developed knowledge of partners offerings and how to effectively access engage and collaborate with them Well-developed understanding of Geo application of company s go-to-market strategy as it relates to partners has a broad knowledge of partner offerings along with how when to leverage them for deals Demonstrates well developed strategic planning and account planning skills and 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 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 Follow on Instagram to see the latest on people culture and tech at HPE india sales Job Sales Job Level TCP 03 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 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