Hewlett Packard Enterprise Development LP
Presales Compute Technology Architect - US Industries - Northeast US
Hewlett Packard Enterprise Development LP, Boston, Massachusetts, us, 02298
Presales Technical Architect – Northeast. This role has been designated as ‘Remote/Teleworker’, which means you will primarily work from home.
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. We value varied backgrounds, flexibility in work and personal needs, and opportunities to stretch and grow your career with HPE. Job Description
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 roles focus on technical selling to customers/partners and may be aligned to specific accounts based on business priority. Responsibilities
Demonstrates in-depth knowledge in one or more solution domains, company products, services, and solutions as well as the customer’s technical and business environment. Develops compelling customer proposals and critically reviews them, manages the expectations of internal stakeholders and customers, ensuring the meeting of customer’s business and technical requirements. Quantifies the impact of the business problem, positions business value, identifies strengths and weaknesses of the overall proposed solution to achieve long-term business objectives. Provides input to all global business units to address IT trends, requirements, gaps, or unmet needs. Translates outcome-based solutions into a functional design that aligns to the customer’s business needs, and then translates that functional design into a technical design and architecture that can be scaled to accommodate growth. Communicates how the solution value propositions address customer business needs. Tracks leading-edge and emerging technologies. Contributes to industry development for one or more domains through conferences (content support/presentations, demos, booth support) and industry events, while also monitoring social media. Incorporates an understanding of technology trends within the IT industry, as well as the customer’s industry. Gathers and applies competitive intelligence as a component of account support. D drives the Account Business Planning process, leveraging knowledge of industry trends and the customer’s technical environment. Participates in deep-dive discussions and partners with the account team to build customer relationships at all levels by advocating and presenting technical strategies for a customer’s transformation. Produces in-depth comparative analysis of alternative approaches to meet solution requirements. Develops, configures, and right sizes an optimal workload solution to deliver value and increase win rate. Leverages knowledge of partner products and services and adjusts strategies to leverage the relationship between the service provider/partner and the customer. Transfers knowledge to external partners to deliver effective solutions to customers. Prospectively builds the pipeline by identifying opportunities within the account (e.g., enhancements, unmet or unrecognized needs, up-selling, cross-selling). Monitors the account pipeline and nurtures active deals from opportunity to close. Uses pipeline insights to prioritize activities for deals with the highest potential. Participates in sales forecast meetings and provides feedback to accelerate the sales lifecycle. Documents ongoing work throughout the sales cycle and shares best practices with peers and partners to collaborate more effectively. Builds strong professional relationships with customer executives across the business and industry. Proactively shares knowledge with peers and helps develop junior team members. Education and Experience
First-level university technical degree or equivalent technical qualifications. 5+ years of technical selling experience in IT with a focus on technical consulting and solution selling. Knowledge-based as well as 1+ year of relevant industry certifications strongly preferred. Enterprise architecture frameworks and project management methodologies and certifications are helpful, but not required. Experience with Compute products strongly preferred. Knowledge and Skills
Advanced experience participating in and leading solution configurations and the creation of demos and proofs-of-concept to meet customer requirements. Advanced understanding of the company portfolio of products, software, services, solution domain specialization, adjacent solution domain(s), and how they can be combined to address customer needs. Advanced ability to translate aaS and complete ecosystem, differentiated value, solutions, and workloads and ability to prioritize aaS offerings and consumption models that will achieve the customer’s outcomes and greatest return. Advanced understanding of aaS business model variations. Advanced ability to collaborate cross-functionally to ensure consistency of output and meet aaS strategic goals. Advanced written and verbal communication skills, including active listening and storytelling, and the ability to communicate in English and applicable local languages as needed to perform job requirements. Demonstrates advanced discussion and persuasion skills used to support company point-of-view, while respectfully questioning and challenging proposed solutions. Advanced business and financial acumen — sales cycle, pipeline growth, reporting, ability to influence, business strategy linkage — with an understanding of KPIs for executives and CxOs; knowledgeable about TCO/ROI concepts and financial models. Advanced consultative/value selling skills, including whiteboarding, objection handling, and closing skills to help customers make business decisions. Advanced company business knowledge, technical tools, and standard CRM systems and tools. Advanced resource management skills, including how and when to engage SMEs/specialists. Hands-on experience with one or more products, solutions, tools, or services aligned to the role. Ability to design and develop a playbook for product demonstrations or walk-throughs. Ability to deliver live demonstrations or walk-throughs to customers, partners, and other stakeholders. Advanced project and time management knowledge with analytical and problem-solving skills. Advanced knowledge of partner offerings and how/when to leverage them for deals within an area of specialization, and understanding of the company go-to-market strategy. Advanced understanding of geo application of the company’s go-to-market strategy as it relates to partners; broad knowledge of partner offerings and how/when to leverage them for deals. Advanced strategic and account planning skills, with proficiency in business and technical tools and CRM systems. What We Can Offer You
Health & Wellbeing: We strive to provide a comprehensive suite of benefits that supports physical, financial and emotional wellbeing. Personal & Professional Development: We invest in your career with programs to help you reach career goals. Unconditional Inclusion: We are inclusive and value varied backgrounds; we offer flexibility to manage work and personal needs. Let's Stay Connected
Follow HPECareers on social channels to see the latest on people, culture and tech at HPE. Job Details
Job: Sales Job Level: TCP_03 Salary: USD Annual Salary: $120,500.00 - $284,000.00. The range reflects base salary and, for sales roles, may reflect variable incentives where applicable. Information about employee benefits can be found at myhperewards.com. 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 are made 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. Equal Employment Opportunity. HPE will comply with all applicable laws related to employer use of arrest and conviction records. No Fees Notice & Recruitment Fraud Disclaimer: Hewlett Packard Enterprise will never charge candidates a registration fee or any other fee in connection with recruitment and hiring. Be cautious of impersonators and verify any recruitment agency credentials independently.
#J-18808-Ljbffr
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. We value varied backgrounds, flexibility in work and personal needs, and opportunities to stretch and grow your career with HPE. Job Description
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 roles focus on technical selling to customers/partners and may be aligned to specific accounts based on business priority. Responsibilities
Demonstrates in-depth knowledge in one or more solution domains, company products, services, and solutions as well as the customer’s technical and business environment. Develops compelling customer proposals and critically reviews them, manages the expectations of internal stakeholders and customers, ensuring the meeting of customer’s business and technical requirements. Quantifies the impact of the business problem, positions business value, identifies strengths and weaknesses of the overall proposed solution to achieve long-term business objectives. Provides input to all global business units to address IT trends, requirements, gaps, or unmet needs. Translates outcome-based solutions into a functional design that aligns to the customer’s business needs, and then translates that functional design into a technical design and architecture that can be scaled to accommodate growth. Communicates how the solution value propositions address customer business needs. Tracks leading-edge and emerging technologies. Contributes to industry development for one or more domains through conferences (content support/presentations, demos, booth support) and industry events, while also monitoring social media. Incorporates an understanding of technology trends within the IT industry, as well as the customer’s industry. Gathers and applies competitive intelligence as a component of account support. D drives the Account Business Planning process, leveraging knowledge of industry trends and the customer’s technical environment. Participates in deep-dive discussions and partners with the account team to build customer relationships at all levels by advocating and presenting technical strategies for a customer’s transformation. Produces in-depth comparative analysis of alternative approaches to meet solution requirements. Develops, configures, and right sizes an optimal workload solution to deliver value and increase win rate. Leverages knowledge of partner products and services and adjusts strategies to leverage the relationship between the service provider/partner and the customer. Transfers knowledge to external partners to deliver effective solutions to customers. Prospectively builds the pipeline by identifying opportunities within the account (e.g., enhancements, unmet or unrecognized needs, up-selling, cross-selling). Monitors the account pipeline and nurtures active deals from opportunity to close. Uses pipeline insights to prioritize activities for deals with the highest potential. Participates in sales forecast meetings and provides feedback to accelerate the sales lifecycle. Documents ongoing work throughout the sales cycle and shares best practices with peers and partners to collaborate more effectively. Builds strong professional relationships with customer executives across the business and industry. Proactively shares knowledge with peers and helps develop junior team members. Education and Experience
First-level university technical degree or equivalent technical qualifications. 5+ years of technical selling experience in IT with a focus on technical consulting and solution selling. Knowledge-based as well as 1+ year of relevant industry certifications strongly preferred. Enterprise architecture frameworks and project management methodologies and certifications are helpful, but not required. Experience with Compute products strongly preferred. Knowledge and Skills
Advanced experience participating in and leading solution configurations and the creation of demos and proofs-of-concept to meet customer requirements. Advanced understanding of the company portfolio of products, software, services, solution domain specialization, adjacent solution domain(s), and how they can be combined to address customer needs. Advanced ability to translate aaS and complete ecosystem, differentiated value, solutions, and workloads and ability to prioritize aaS offerings and consumption models that will achieve the customer’s outcomes and greatest return. Advanced understanding of aaS business model variations. Advanced ability to collaborate cross-functionally to ensure consistency of output and meet aaS strategic goals. Advanced written and verbal communication skills, including active listening and storytelling, and the ability to communicate in English and applicable local languages as needed to perform job requirements. Demonstrates advanced discussion and persuasion skills used to support company point-of-view, while respectfully questioning and challenging proposed solutions. Advanced business and financial acumen — sales cycle, pipeline growth, reporting, ability to influence, business strategy linkage — with an understanding of KPIs for executives and CxOs; knowledgeable about TCO/ROI concepts and financial models. Advanced consultative/value selling skills, including whiteboarding, objection handling, and closing skills to help customers make business decisions. Advanced company business knowledge, technical tools, and standard CRM systems and tools. Advanced resource management skills, including how and when to engage SMEs/specialists. Hands-on experience with one or more products, solutions, tools, or services aligned to the role. Ability to design and develop a playbook for product demonstrations or walk-throughs. Ability to deliver live demonstrations or walk-throughs to customers, partners, and other stakeholders. Advanced project and time management knowledge with analytical and problem-solving skills. Advanced knowledge of partner offerings and how/when to leverage them for deals within an area of specialization, and understanding of the company go-to-market strategy. Advanced understanding of geo application of the company’s go-to-market strategy as it relates to partners; broad knowledge of partner offerings and how/when to leverage them for deals. Advanced strategic and account planning skills, with proficiency in business and technical tools and CRM systems. What We Can Offer You
Health & Wellbeing: We strive to provide a comprehensive suite of benefits that supports physical, financial and emotional wellbeing. Personal & Professional Development: We invest in your career with programs to help you reach career goals. Unconditional Inclusion: We are inclusive and value varied backgrounds; we offer flexibility to manage work and personal needs. Let's Stay Connected
Follow HPECareers on social channels to see the latest on people, culture and tech at HPE. Job Details
Job: Sales Job Level: TCP_03 Salary: USD Annual Salary: $120,500.00 - $284,000.00. The range reflects base salary and, for sales roles, may reflect variable incentives where applicable. Information about employee benefits can be found at myhperewards.com. 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 are made 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. Equal Employment Opportunity. HPE will comply with all applicable laws related to employer use of arrest and conviction records. No Fees Notice & Recruitment Fraud Disclaimer: Hewlett Packard Enterprise will never charge candidates a registration fee or any other fee in connection with recruitment and hiring. Be cautious of impersonators and verify any recruitment agency credentials independently.
#J-18808-Ljbffr