NonStop Presales Solution Architect

Hewlett Packard Enterprise

Jul 30, 2024

Applications are closed

Job
Full-time
Expert Level
IT & Cybersecurity
$139.7K - $313.9K
Chicago
Remote

Requirements

Education and Experience:
Advanced degree in technology or related field preferred, or equivalent technical qualifications
12+ years of technical experience in IT with a focus on technical consulting and solution selling;
2+ Industry standard relevant technology certifications or equivalent experience expected.
Enterprise architecture frameworks and project management methodologies and certifications are helpful, but not required.
Knowledge and Skills:
Unique mastery and experience leading solution configurations and overall architecture design and creating, managing, and positioning demos and proofs-of-concept (POC) to meet customer requirements.
Unique mastery of the company portfolio of products, software, services, solution domain specialization, and adjacent solution domain(s), showing how they can be combined to address customer needs, and how the workload solution can be adapted for strategic customer and industry solutions.
Unique mastery with expertise and deep working knowledge with the as-a-service (aaS) business model, business value, and complete ecosystem and how that drives aaS strategic goals within one or more domains.
Expert ability to collaborate cross-functionally and across HPE to generate new revenue through increased subscription consumption and other aaS models.
Mastery of executive-level written, verbal and nonverbal communication skills, including active listening and storytelling, with ability to communicate in English and applicable local languages as need to perform job requirements.
Demonstrates unique mastery of discussion and persuasion skills used to support company point-of-view, while respectfully questioning and challenging proposed solutions.
Unique mastery of financial and business acumen- sales cycle, funnel management, reporting, ability to influence, business strategy linkage - including typical KPIs important to CxOs; knowledgeable about TCO/ROI concepts and calculations, financial models, and understand how customers generate revenue.
Unique mastery of consultative and value selling skills, advisory influence, and executive gravitas, including presenting, white boarding, storytelling, objection-handling, and closing skills.
Unique mastery of company business knowledge, technical tools, and standard customer relationship management (CRM) systems and tools.
Strong resource management skills, including how and when to effectively engage SMEs/specialists.
Hands on experience with multiple 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 service to customers, partners, and other stakeholders.
Unique mastery of project and time management skills or experience with excellent analytical and problem-solving skills, including appropriate due diligence.
Unique mastery of partner offerings and how/when to leverage them for deals within an area of specialization.
Unique mastery of and understanding of company’s preferred go-to-market strategy, global context, coverage options relative to partners and has expert knowledge of partner offerings, along with how/when to leverage them for deals within area of specialization.
Unique mastery of strategic planning and account planning skills and expert at using business and technical tools, and standard customer relationship management (CRM) systems.

Responsibilities

Demonstrates unique mastery within the company in one or more solution domains as well as the customer's technical and business environment.
Orchestrates the design of complex proposals to deliver and communicate tangible business value to customers.
Mitigates risk to the company by managing both customer and company stakeholder expectations.
Critical review proposal, applies market intelligence and thought leadership to translate the functional view into a technical view, enhancing proposed workload-optimized solutions.
Provides input to all global business units to address key end-customer IT trends, requirements, gaps, or unmet needs.
Leads the team to develop and present high-level, unique, and imaginative outcome-based solutions to customer business challenges, translating the business needs of the customer into a functional solution design aligned to those needs.
Communicates HPE’s end solution value propositions in the language of the customer and demonstrates how the proposition aligns to business outcomes and customer needs.
Develops and maintains adjacent technology knowledge, along with in-depth knowledge of current and emerging technologies and trends.
Contributes to the industry for one or more domains with an active presence at conferences (content support/presentations, demos, booth support), social media, business events, etc.
Monitors changing competitive landscape (emerging competitors, start-ups etc.).
Drives the Account Business Planning process, leverage knowledge of industry trends and the customer’s technical environment.
Facilitates and leads deep-dive discussions with the client and accounts teams to build customer relationships, understand business needs, evaluate the customer's ecosystem and advocate and present technical strategies for a customer's transformation.
Identifies acceptable technical solution trade-offs, risks, and suggests possible remediation.
Drives collaboration among internal account teams, sets direction, provides guidance, and engages the full portfolio of partners to build effective solution strategies aligned to customer's technical and business challenges.
Successfully transfers knowledge to external partners to deliver an effective solution to the customer.
Proactively builds 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.
Uses pipeline insights to help prioritize activities in a way that ensures time, and resources are invested wisely in pursuit of deals with the highest potential.
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.
Engages with and builds consultative presence and advisory influence with VPs, CxO, and line-of-business (LOB) management and customer thought leaders.
Anticipates customer needs and proactively engages partners and resources to design innovative solutions and generate customer demand.
Proactively shares knowledge with peers and actively helps develop knowledge and expertise within the Presales community.

FAQs

What is the primary work location for the NonStop Presales Solution Architect position?

The role has been designated as ‘Remote/Teleworker’, which means you will primarily work from home.

What is Hewlett Packard Enterprise's mission?

Hewlett Packard Enterprise is focused on advancing the way people live and work by helping companies connect, protect, analyze, and act on their data and applications from edge to cloud.

What is the job family definition for the NonStop Presales Solution Architect role?

The role is responsible for architecting solutions to achieve customer business outcomes within specific technical domains or across the broader company portfolio, ensuring that customer business and technical requirements are met.

How many years of technical experience are required for this position?

Candidates should have 12+ years of technical experience in IT with a focus on technical consulting and solution selling.

What qualifications are preferred for someone applying to this role?

An advanced degree in technology or a related field is preferred, along with 12+ years of technical experience and 2+ relevant industry-standard technology certifications.

What skills and knowledge are essential for success in this job?

Essential skills include unique mastery in solution architectures, experience with the as-a-service business model, excellent communication skills, financial and business acumen, and consultative and value-selling skills.

What kind of responsibilities will a NonStop Presales Solution Architect have?

Responsibilities include orchestrating complex proposals, developing innovative solutions, managing stakeholder expectations, leading discussions with clients, and building customer relationships.

Are there opportunities for personal and professional development with HPE?

Yes, HPE invests in the career development of employees with specific programs aimed at helping them reach their career goals.

What is the expected salary range for this position?

The expected salary range for a U.S.-based hire filling this position is between $139,700 and $313,900 annually.

How does HPE approach diversity and inclusion in the workplace?

HPE is committed to building a diverse team that represents a variety of backgrounds and perspectives and strives to create an inclusive environment where innovation can thrive.

Hewlett Packard Enterprise

Information Technology & Services

Technology

Industry

10,001+

Employees

1939

Founded Year

Mission & Purpose

HPE (Hewlett Packard Enterprise) is a global technology company that provides a comprehensive range of IT solutions and services. They offer hardware, software, and hybrid IT infrastructure solutions, including servers, storage systems, networking equipment, and cloud computing services. HPE's ultimate mission is to help their clients thrive in the digital age by providing transformative technology solutions that drive innovation, enhance productivity, and enable business growth. Their purpose is to empower organisations to harness the power of technology and data to solve complex challenges, optimise their IT infrastructure, and accelerate their digital transformation. HPE strives to be a trusted partner, delivering cutting-edge technology and expertise that enables their clients to adapt, innovate, and stay ahead in an ever-changing and competitive marketplace.