Senior Presales Architect

Senior Presales Architect – This role has been designed as ‘Hybrid’ with an expectation that you will work on average 2 days per week from an HPE office.

Overview 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.

Job Description Job Description Summary :

HPE, a global leader in Data Services and Storage, is expanding their Storage Portfolio and are looking for a Presales Architect who is experienced in unstructured data solutions. The successful candidate will engage with customers, partners and colleagues to create solutions that address customer unstructured data needs. The role will require identifying opportunities, then developing and articulating compelling, accurate, and relevant proposals to ensure customer business and technical requirements are met. Provide technical expertise to sales teams and customers (through sales presentations, product / solution demonstrations, etc.) aimed at gaining customer mindshare within this domain. These roles focus on technical selling to customers / partners and may be aligned to specific accounts based on business priority.

Responsibilities

Applies knowledge of the unstructured data market and technology and HPE portfolio, articulating proposals, and ensuring customer’s business and technical needs are being met.

Tracks industry trends and emerging technologies (as well as competitor offerings and activities) leveraging this knowledge with the customer’s technical environment.

Contributes to industry developments through content support, presentations, demos, booth support at conferences and industry events, and utilizing social media.

Designs storage solutions aligned to customer’s business requirements, leveraging their knowledge of the customer’s technical environment.

Participates in deep-dive discussions and articulates the value proposition, defines key differentiators, and drafts 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 with account team leadership (HPE and Partners) to develop and communicate key value propositions, negotiation points, and identify overlooked opportunities within assigned accounts.

Proactively contributes to building pipeline by identifying opportunities (e.g., enhancements, unmet or unrecognized needs, up-selling, and cross-selling) within the territory.

Documents ongoing work (activities, tasks) throughout the sales cycle using specific tools and sharing best practices with peers and partners to collaborate more effectively.

Develops and nurtures professional relationships with customer technical teams and key executives, based on 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.

Education and Experience

First-level university technical degree or equivalent technical qualifications. Advanced degree in technology preferred.

Technical experience in IT with a focus on unstructured data (file and object) solutions.

3–5 years experience in file and object technologies.

Knowledge-based and experienced-based relevant industry certifications are strongly preferred.

Knowledge and Skills

Well-developed knowledge and experience in identifying and exploiting unstructured data opportunities.

Well-developed consultative and value selling skills, including whiteboarding, customer demonstrations, objection handling, and closing skills to proactively help customers make business decisions.

Understanding of the indirect selling model including direct and joint engagement with partners.

Leveraging communication skills, including active listening and storytelling, to support the development of strong discussions and the persuasion of customers / partners of the company point-of-view, while respectfully questioning and challenging their position.

Business and financial acumen—sales cycle, pipeline growth, reporting, ability to influence, business strategy linkage—with an understanding of dynamic customer roles.

Additional Skills

Accountability

Active Learning

Active Listening

Cross-Functional Teamwork

Creativity

Critical Thinking

Industry Knowledge

Long Term Planning

Managing Ambiguity

Plus additional related skills as applicable

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 @HPECareers on Instagram to see the latest on people, culture and tech at HPE.

EEO and Legal Hewlett Packard Enterprise is an Equal Employment Opportunity employer. We do not discriminate on the basis of race, gender, or any other protected category, and all decisions we make are based on 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. HPE will comply with all applicable laws related to employer use of arrest and conviction records, including laws requiring employers to consider qualified applicants with criminal histories.

Job : Sales | Job Level : TCP_04

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