Inside Solution Architect

Hewlett Packard Enterprise; City of Westminster; Hybrid; GBP 90,000 - 120,000; Full time

Benefits offered by this job

Hewlett Packard Enterprise culture

Job summary

Hewlett Packard Enterprise is seeking an Inside Solutions Architect for the Network for AI (NFAI) Inside Solutions team. Based in the United Kingdom, the role is hybrid with an average 2 days per week in an HPE office, focusing on data center networking, routing, and AI connectivity opportunities within commercial accounts.

You will partner with Account Managers and Sales Engineers to design architectures, position solutions, and articulate business value.

Qualifications

• 6-8+ years of experience in networking technology sales or hybrid technical-commercial roles.
• Translate business and technical requirements into solution architectures and architectural guidance.
• Experience selling data center networking solutions to commercial/enterprise accounts; familiarity with MEDDPICC.

Responsibilities

• Drive pipeline and revenue for data center networking, routing, and AI connectivity.
• Lead consultative discovery to understand objectives, requirements, and modernization initiatives.
• Translate requirements into credible architectures with guidance from Sales Engineers.

Skills

Networking sales

Solution architecture

Executive communication

Bilingual English French/German

6-8+ years experience

Data center networking

Hybrid selling

Sales collaboration

Tools

Salesforce

MEDDPICC

Job description

This role has been designed as 'Hybrid' with a requirement that you will work on average 2 days per week from an HPE office., The Network for AI (NFAI) Inside Solutions Architect / Specialist is responsible for driving data center networking and routing solution opportunities across commercial and lower-tier enterprise accounts through a virtual-first engagement model. This role serves as the inside counterpart to field-led enterprise specialist coverage, owning a defined segment of accounts where opportunities may involve meaningful technical complexity, multi-stakeholder buying processes, and executive alignment. In addition to sales responsibilities, the role acts as a subject matter expert (SME) for the NFAI portfolio, providing solution design guidance and architectural perspective to Account Managers and Sales Engineers. Success in this role requires a seller who can balance the efficiency of an inside model with the technical depth required to design credible architectures, guide solution direction, and support account teams in positioning HPE Networking technologies effectively. The role frequently partners with Account Managers, Sales Engineers, partners, and field specialists to develop pipeline, shape opportunities, and deliver technically sound networking solutions.

Sales Execution & Opportunity Development

• Drive pipeline development and revenue growth for HPE Networking's data center networking, routing, and AI infrastructure connectivity portfolio across assigned commercial and lower-tier enterprise accounts.
• Lead consultative discovery conversations to understand customer business objectives, infrastructure requirements, and modernization initiatives.
• Translate business and technical requirements into solution architectures in collaboration with Sales Engineers, recommending appropriate designs, deployment models, and phased adoption strategies.
• Provide architectural guidance during early opportunity stages, helping customers and internal teams evaluate topology options, fabric architectures, scalability considerations, and integration points.
• Progress opportunities using structured sales methodologies (such as MEDDPICC), ensuring alignment around decision criteria, business value, and stakeholder sponsorship.
• Build and communicate compelling business cases that connect networking modernization initiatives to measurable business outcomes such as scalability, performance, resilience, operational efficiency, and cost optimization.

Customer & Executive Engagement

• Establish trusted relationships with technical and business stakeholders including network architects, IT managers, infrastructure leaders, and operations teams.
• Engage confidently with director-, VP-, and selected C-level stakeholders when executive sponsorship is required to advance an opportunity.
• Navigate complex buying committees and align internal and external stakeholders around architecture direction and investment rationale.

Technical Leadership & SME Support

• Act as a subject matter expert for the NFAI portfolio, supporting Account Managers and Sales Engineers with technical positioning, solution architecture guidance, and competitive differentiation.
• Assist account teams in designing networking solutions that align with validated architectures, customer requirements, and HPE Networking best practices.
• Provide architectural input during account strategy development, helping teams identify modernization opportunities and expansion paths.
• Support technical discussions such as solution topology, scalability planning, integration with compute/storage platforms, and AI infrastructure connectivity requirements.
• Collaborate with Sales Engineers on detailed solution validation while maintaining ownership of overall solution strategy and value articulation.

Partner & Internal Collaboration

• Collaborate closely with Account Managers, Sales Engineers, channel partners, and field specialists to advance complex opportunities and ensure coordinated pursuit strategies.
• Qualify when to lead independently versus when to engage additional technical, executive, or specialist resources based on opportunity complexity and account dynamics.
• Leverage partner ecosystems to expand reach, accelerate solution adoption, and support joint account strategies.

Pipeline & Forecast Discipline

• Maintain accurate pipeline visibility, forecasting, and opportunity hygiene within Salesforce and associated sales tools.
• Apply disciplined opportunity qualification and prioritization to ensure efficient use of time and resources across a higher-volume inside sales environment.

Portfolio & Market Expertise

• Maintain deep working knowledge of HPE Networking's data center switching, routing, AI networking, and fabric architectures.
• Understand how networking infrastructure integrates with compute, storage, and AI workloads within modern data center and hybrid cloud environments.
• Stay current on validated designs, architectural best practices, and evolving networking technologies relevant to AI and data center modernization.
• Maintain awareness of competitive networking technologies to articulate architectural differentiation and displacement strategies.

Scope & Complexity

• Owns a defined set of commercial and lower-tier enterprise accounts, typically domestic or regional in scope.
• Opportunities may range from incremental infrastructure expansion to competitive replacements and architectural modernization initiatives.
• Handles a higher volume of opportunities than field-led specialist roles while still navigating meaningful technical complexity and multi-stakeholder buying environments.
• Frequently supports account teams as an architectural SME while advancing sales pursuits through an inside engagement model. Bi-lingual English / French or, English / German language skills are highly preferable., 6-8+ years of experience in networking technology sales, specialist sales, or hybrid technical-commercial roles.
• Proven success selling and positioning networking infrastructure solutions within commercial and/or enterprise environments.
• Demonstrated ability to participate in or lead solution architecture discussions related to switching, routing, and data center networking.
• Experience collaborating with Sales Engineers on solution design and technical validation.
• Candidates with slightly less experience must demonstrate exceptional technical credibility, executive communication skills, and a track record of supporting complex infrastructure solutions.

Knowledge & Skills

• Strong understanding of data center networking architectures including leaf-spine designs, fabric architectures, and scalable routing solutions.
• Ability to translate customer requirements into credible solution designs and architectural approaches.
• Capability to provide SME support to account teams by guiding solution positioning, architecture decisions, and technical strategy.
• Strong executive communication skills and ability to build credibility with both technical and business stakeholders.
• High level of sales discipline, forecasting accuracy, and opportunity management rigor.
• Ability to thrive in a fast‑paced inside sales environment that requires balancing technical engagement with opportunity volume. 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.