Hewlett Packard Enterprise Development LP
Senior Presales Architect - Compute
Hewlett Packard Enterprise Development LP, Seattle, Washington, us, 98127
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 value varied backgrounds and provide flexibility for work and personal needs. We make bold moves together and are a force for good. If you want to stretch and grow your career, our culture will embrace you.
Job Description The Sr. Presales Architect Compute is primarily responsible for architecting solutions that will achieve customer business outcomes for our Tier 1 cloud solution providers. This role develops and articulates compelling, accurate, and relevant proposals, ensuring customer business and technical requirements are met. The position may be aligned to a specific technical area and focuses on technical selling to customers and partners.
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, managing expectations of internal stakeholders and customers to meet business and technical requirements.
Quantifies the impact of the business problem(s), positions business value, and 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 solution design that aligns to the customer’s business needs, then into a technical design and architecture that can be scaled for growth.
Communicates how solution value propositions address customer business needs.
Tracks leading‑edge and emerging technologies.
Contributes to industry development through conferences (content support, presentations, demos, booth support) and industry events, while monitoring social media.
Incorporates an understanding of technology trends within the IT industry and the customer’s industry.
Actively gathers and applies competitive intelligence, a critical component of account support.
Drives the Account Business Planning process, leveraging knowledge of industry trends and the customer’s technical environment.
Participates in deep‑deep discussions and partners with the account team to build customer relationships at all levels by 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, balancing cost, scope, scale, boundaries, and benefits to deliver superior value and increase the win rate.
Leverages deep knowledge of partner products and services and adjusts strategies to leverage the relationship between the service provider/partner and the customer.
Successfully transfers knowledge to external partners to deliver effective solutions to customers.
Proactively builds the pipeline by identifying opportunities (enhancements, unmet or unrecognized needs, up‑selling, and cross‑selling) within the account.
Monitors the account pipeline and nurtures active deals from opportunity to close.
Uses pipeline insights to prioritize activities that ensure time and resources are invested wisely for 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, sharing best practices to collaborate more effectively.
Builds strong professional relationships with customer key executives across business and industry.
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.
8–12 years of technical experience in IT with a focus on technical consulting and solution selling.
Knowledge‑based and 1+ experience‑based relevant industry certifications strongly preferred.
Experience in Compute Architecture frameworks is required; knowledge of HPE compute platforms helpful but not required.
Knowledge and Skills
Advanced experience participating in and leading solution configurations and the creation of demos and proofs‑of‑concept (POC) 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 prioritize aaS offerings and consumption models that achieve customer 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.
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, understanding of functional responsibilities of various customer business roles, including typical KPIs important to CxOs and line‑of‑business (LOB) executives; knowledge of TCO/ROI concepts and calculations, financial models, and how customers generate revenue.
Advanced consultative/value selling skills, including whiteboarding, objection handling, and closing skills to proactively help customers make business decisions.
Advanced company business knowledge, technical tools, and standard customer relationship management (CRM) systems and tools.
Advanced resource management skills, including how and when to engage SMEs/specialists effectively.
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 service to customers, partners, and other stakeholders.
Advanced project and time management knowledge or experience with excellent analytical and problem‑solving skills, including appropriate due diligence.
Advanced knowledge of partner offerings and how/when to leverage them for deals within an area of specialization, understanding of the company’s go‑to‑market strategy.
Advanced understanding of geo‑application of 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 planning and account planning skills, as well as being an expert at using business and technical tools and standard customer relationship management (CRM) systems.
Additional Skills 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, Long‑Term Planning, Managing Ambiguity.
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 to help you reach any career goals you have, whether you want to become a knowledge expert or apply your skills to another division.
Unconditional Inclusion We are unconditionally inclusive in the way we work and celebrate individual uniqueness. We value varied backgrounds and provide flexibility for 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.
Job Sales
Job Level TCP_04
Salary The expected salary/wage range for this position is provided below. Actual offer may vary from this range based upon geographic location, work experience, education/training, and/or skill level. – United States of America: Annual Salary USD 146,000 - 343,000 in Washington This range reflects the minimum to maximum combined base and target‑level sales compensation that would be paid if the hire performs at 100% of their sales plan. Of that on‑target pay amount, the mix of base salary and target‑level sales compensation is 80%/20%.
Benefits Info Information about employee benefits offered in the US can be found at https://myhperewards.com/main/new-hire-enrollment.html.
EEO Statement HPE is an Equal Employment Opportunity/ Veterans/Disabled/LGBT employer. All decisions are made on the basis of qualifications, merit, and business need. Please click here: Equal Employment Opportunity.
Protected Veteran/ Individual With Disabilities Hewlett Packard Enterprise is EEO Protected Veteran/ Individual with Disabilities.
No Fees Notice & Recruitment Fraud Disclaimer It has come to HPE’s attention that there has been an increase in recruitment fraud whereby scammers impersonate HPE or HPE‑authorized recruiting agencies and offer fake employment opportunities to candidates. These scammers often seek to obtain personal information or money from candidates. HPE will never charge any candidate a registration fee, hiring fee, or any other fee in connection with its recruitment and hiring process. The credentials of any hiring agency that claims to be working with HPE for recruitment of talent should be verified by candidates, who are solely responsible for conducting such verification. Any candidate or individual who relies on the erroneous representations made by fraudulent employment agencies does so at their own risk, and HPE disclaims liability for any damages or claims that may result from such communications.
EEO Protected Veteran/ Individual with Disabilities 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 qualified applicants with criminal histories.
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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 value varied backgrounds and provide flexibility for work and personal needs. We make bold moves together and are a force for good. If you want to stretch and grow your career, our culture will embrace you.
Job Description The Sr. Presales Architect Compute is primarily responsible for architecting solutions that will achieve customer business outcomes for our Tier 1 cloud solution providers. This role develops and articulates compelling, accurate, and relevant proposals, ensuring customer business and technical requirements are met. The position may be aligned to a specific technical area and focuses on technical selling to customers and partners.
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, managing expectations of internal stakeholders and customers to meet business and technical requirements.
Quantifies the impact of the business problem(s), positions business value, and 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 solution design that aligns to the customer’s business needs, then into a technical design and architecture that can be scaled for growth.
Communicates how solution value propositions address customer business needs.
Tracks leading‑edge and emerging technologies.
Contributes to industry development through conferences (content support, presentations, demos, booth support) and industry events, while monitoring social media.
Incorporates an understanding of technology trends within the IT industry and the customer’s industry.
Actively gathers and applies competitive intelligence, a critical component of account support.
Drives the Account Business Planning process, leveraging knowledge of industry trends and the customer’s technical environment.
Participates in deep‑deep discussions and partners with the account team to build customer relationships at all levels by 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, balancing cost, scope, scale, boundaries, and benefits to deliver superior value and increase the win rate.
Leverages deep knowledge of partner products and services and adjusts strategies to leverage the relationship between the service provider/partner and the customer.
Successfully transfers knowledge to external partners to deliver effective solutions to customers.
Proactively builds the pipeline by identifying opportunities (enhancements, unmet or unrecognized needs, up‑selling, and cross‑selling) within the account.
Monitors the account pipeline and nurtures active deals from opportunity to close.
Uses pipeline insights to prioritize activities that ensure time and resources are invested wisely for 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, sharing best practices to collaborate more effectively.
Builds strong professional relationships with customer key executives across business and industry.
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.
8–12 years of technical experience in IT with a focus on technical consulting and solution selling.
Knowledge‑based and 1+ experience‑based relevant industry certifications strongly preferred.
Experience in Compute Architecture frameworks is required; knowledge of HPE compute platforms helpful but not required.
Knowledge and Skills
Advanced experience participating in and leading solution configurations and the creation of demos and proofs‑of‑concept (POC) 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 prioritize aaS offerings and consumption models that achieve customer 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.
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, understanding of functional responsibilities of various customer business roles, including typical KPIs important to CxOs and line‑of‑business (LOB) executives; knowledge of TCO/ROI concepts and calculations, financial models, and how customers generate revenue.
Advanced consultative/value selling skills, including whiteboarding, objection handling, and closing skills to proactively help customers make business decisions.
Advanced company business knowledge, technical tools, and standard customer relationship management (CRM) systems and tools.
Advanced resource management skills, including how and when to engage SMEs/specialists effectively.
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 service to customers, partners, and other stakeholders.
Advanced project and time management knowledge or experience with excellent analytical and problem‑solving skills, including appropriate due diligence.
Advanced knowledge of partner offerings and how/when to leverage them for deals within an area of specialization, understanding of the company’s go‑to‑market strategy.
Advanced understanding of geo‑application of 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 planning and account planning skills, as well as being an expert at using business and technical tools and standard customer relationship management (CRM) systems.
Additional Skills 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, Long‑Term Planning, Managing Ambiguity.
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 to help you reach any career goals you have, whether you want to become a knowledge expert or apply your skills to another division.
Unconditional Inclusion We are unconditionally inclusive in the way we work and celebrate individual uniqueness. We value varied backgrounds and provide flexibility for 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.
Job Sales
Job Level TCP_04
Salary The expected salary/wage range for this position is provided below. Actual offer may vary from this range based upon geographic location, work experience, education/training, and/or skill level. – United States of America: Annual Salary USD 146,000 - 343,000 in Washington This range reflects the minimum to maximum combined base and target‑level sales compensation that would be paid if the hire performs at 100% of their sales plan. Of that on‑target pay amount, the mix of base salary and target‑level sales compensation is 80%/20%.
Benefits Info Information about employee benefits offered in the US can be found at https://myhperewards.com/main/new-hire-enrollment.html.
EEO Statement HPE is an Equal Employment Opportunity/ Veterans/Disabled/LGBT employer. All decisions are made on the basis of qualifications, merit, and business need. Please click here: Equal Employment Opportunity.
Protected Veteran/ Individual With Disabilities Hewlett Packard Enterprise is EEO Protected Veteran/ Individual with Disabilities.
No Fees Notice & Recruitment Fraud Disclaimer It has come to HPE’s attention that there has been an increase in recruitment fraud whereby scammers impersonate HPE or HPE‑authorized recruiting agencies and offer fake employment opportunities to candidates. These scammers often seek to obtain personal information or money from candidates. HPE will never charge any candidate a registration fee, hiring fee, or any other fee in connection with its recruitment and hiring process. The credentials of any hiring agency that claims to be working with HPE for recruitment of talent should be verified by candidates, who are solely responsible for conducting such verification. Any candidate or individual who relies on the erroneous representations made by fraudulent employment agencies does so at their own risk, and HPE disclaims liability for any damages or claims that may result from such communications.
EEO Protected Veteran/ Individual with Disabilities 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 qualified applicants with criminal histories.
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