Client Architect

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 end-to-end 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 deep-dive 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 C-level 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 techno-commercial 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 leading-edge 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 problem-solving 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.
- Knowledge-based and experienced-based 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 information-sharing 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 cross-segment 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 0-1 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

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