Distinguished Technologist, PreSales Architect

Hewlett Packard Enterprise; Minnesota; Remote; USD 130,000 - 160,000; Full time

Job summary

A leading company seeks a Distinguished Technologist, PreSales Architect to architect solutions that meet customer business outcomes. This role involves technical selling, proposal development, and mentoring within the technical community, primarily working remotely.

Qualifications

• 15+ years of experience in technology and solution creation.
• Recognized authority in solution configurations and architecture design.

Responsibilities

• Architect solutions to achieve customer business outcomes.
• Drive Opportunity Design & Development across portfolio offerings.
• Mentor others and demonstrate leadership within the technical community.

Skills

Leadership

Communication

Problem Solving

Education

Advanced degree in technology or related field

Industry standard relevant technology certifications

Job description

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

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 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

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 jobs focus on technical selling to customers/partners. May be aligned to specific accounts based on business priority.

Contributions have major, lasting technical impact, within and across business units, multiple projects or products. Viewed as a technical authority, internally and externally, innovating within and across business units and functions. Identifies and applies emerging technologies and trends. Champion large projects that enable the company's long term goals. Leads and connects others across functions to unite around a common goal. Actively mentors others and demonstrates leadership within the HPE technical community.

Responsibilities

• Recognized as an authority in a relevant field and one or more solution domains.
• Orchestrates the design of (and critically reviews) complex proposals and mitigates risk by managing both customer and company stakeholder expectations.
• Drives Opportunity Design & Development at the organization level, crossing portfolio offerings and BUs, with a focus on workload optimization and efficiency.
• Input is sought, valued, and used within and beyond the company. Provides input to all global business units to address key end-customer IT trends, requirements, gaps, or unmet needs, while also identifying new opportunities for future business growth.
• Understands and comprehends customer challenges, conceptualizing strategies, and solutions to address those needs.
• Creates the functional design for standardized solutions that can be taken to market to address customer needs. Articulates and communicates HPE’s value proposition in the language of the customer, to elevate the conversation and align it to business outcomes and customer needs.
• Consults adjacent technologies and demonstrates an understanding of technological innovations, new emerging technology companies, competitive forces, and potential disruptive innovations in the area of expertise.
• Contributes to the industry through research, authoring papers, curating original works, leveraging social media networks, and similar resources to build personal and company brand.
• Establishes competitive differentiation both broadly and specifically.
• Demonstrates success in managing and converting competitive, challenging, or highly complex customer environments into solid sales opportunities.
• Facilitates and leads deep-dive discussions with the client and account teams to build customer relationships, understand business needs, evaluate the customer's ecosystem, and advocate/present technical strategies for a customer's transformation.
• Translates the customer's problems into products, services, and solutions by leveraging architectural “game-changing” approaches to deliver uniquely creative solutions.
• Strategizes with the company's portfolio organizations across all global business units to address key end-customer IT trends and requirements or partner transformational (multi-year) business and technological challenges.
• Understands the role of partners and how to ideally leverage partnerships for deals within an area of specialization, including benefits and margins that they can generate by teaming on particular technical solutions.
• Deepens the partner business relationship (focusing on benefit and margin), navigating between partnering and competing, as necessary.
• Supports partner enablement and works alongside them to identify and fill knowledge gaps, and address needs to accelerate channel business.
• Drives significant revenue growth by identifying key opportunities and proactively builds the pipeline by identifying 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, while sharing best practices with peers and partners to collaborate more effectively.
• Leads, engages with, and builds consultative presence and advisory influence with VPs,CxO, and customer thought leaders.
• Anticipates customer needs and proactively engages partners and resources to design innovative solutions and generate customer demand.
• Acts as a subject matter expert within Presales communities, proactively shares knowledge with peers, and leads worldwide communities of practice within the organization.

Education And Experience

• Advanced degree in technology or related field preferred, or equivalent technical qualifications
• 15+ years of experience working in the specific account industry or technology and solution creation and selling organization, with global experience.
• 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

• Recognized authority, internally and externally, with experience driving solution configurations and overall architecture design, creating, managing, and positioning demos and proofs-of-concept (POC) to meet customer requirements.
• Recognized authority, internally and externally, of the company portfolio of products, software, services, solution domain specialization, adjacent solutions, showing how they can be combined to address customer needs, and how the workload solution can be adapted for strategic customer and industry solutions.
• Recognized authority (expert ability) with advanced ability to translate aaS, using business acumen, into creating differentiated value, solutions, and workloads and prioritizing those that will likely bring the greatest return.
• Recognized authority with advanced ability and expertise with aaS business model variations and influences pan-HPE business models.
• Recognized authority, internally and externally, with executive-level written, verbal, and nonverbal communication skills, including active listening and storytelling, with the ability to communicate in English and applicable local languages as needed to perform job requirements.
• Recognized authority with superior discussion and persuasion skills used to support the company point of view, while respectfully questioning and challenging proposed solutions.
• Recognized authority, internally and externally, with extensive business and financial acumen – sales cycle, funnel management, reporting, ability to influence, business strategy linkage – and the ability to engage customers in strategic financial conversations; knowledgeable about TCO/ROI concepts and calculations, financial models, and understand how customers generate revenue.
• Recognized authority, internally and externally, with demonstrated superior consultative and value selling skills, advisory influence, mass media confidence, and has executive gravitas, including presenting, whiteboarding, objection handling, and closing skills to proactively help customers make business decisions.
• Recognized authority, internally and externally, on company business knowledge, technical tools, and standard customer relationship management (CRM) systems and tools.
• Outstanding resource management skills, including how and when to effectively engage SMEs/specialists.
• Recognized authority, internally and externally, with project and time management expertise, deep analytical and problem-solving skills, including appropriate due diligence.
• Recognized authority, internally and externally, with deep understanding of company’s preferred go-to-market strategy, global context, and coverage options relative to partners and has in-depth knowledge of partner offerings, along with how/when to leverage them for deals within area of specialization.
• Recognized authority, internally and externally, with superior 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.