Distinguished Technologist, PreSales Architect

Hewlett Packard Enterprise Development LP; Oregon (IL); Remote; USD 203,000 - 493,000; Full time

Job summary

A leading technology company is seeking a Distinguished Technologist, PreSales Architect to drive solution architecture and customer engagement. This role involves leading technical sales efforts, developing proposals, and mentoring within the technical community. The ideal candidate will have extensive experience in technology solutions and a proven track record in consultative selling.

Benefits

Health & Wellbeing Benefits

Personal & Professional Development Programs

Flexible Work Environment

Qualifications

• 15+ years of experience in technology and solution creation.
• Recognized authority in relevant fields and solution domains.

Responsibilities

• Architect solutions to achieve customer business outcomes.
• Drive opportunity design and development across portfolios.
• Lead discussions with clients to build relationships and advocate strategies.

Skills

Consultative Selling

Problem Solving

Strategic Planning

Communication

Leadership

Education

Advanced degree in technology

Industry standard relevant technology certifications

Job description

Distinguished Technologist, PreSales Architect page is loaded

Distinguished Technologist, PreSales Architect

Apply locations All, Minnesota, United States of America All, Oregon, United States of America time type Full time posted on Posted Yesterday job requisition id 1188004 Distinguished Technologist, PreSales ArchitectThis 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 onfinding 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.

Additional Skills:

Accountability, Accountability, Active Learning (Inactive), 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 (Inactive), Long Term Planning, Managing Ambiguity {+ 6 more}

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.

#unitedstates#executive, #sales

Job:

Sales

Job Level:

TCP_07

States with Pay Range Requirement

The expected salary/wage range for a U.S.-based hire filling this position is provided below. Actual offer may vary from this range based upon geographic location, work experience, education/training, and/or skill level. If this is a sales role, then the listed salary range reflects combined base salary and target-level sales compensation pay. If this is a non-sales role, then the listed salary range reflects base salary only. Variable incentives may also be offered. Information about employee benefits offered can be found at https://myhperewards.com/main/new-hire-enrollment.html .

USD Annual Salary: $203,500.00 - $492,500.00

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 we make are made on the basis of 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. Please click here: Equal Employment Opportunity .

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 for employment qualified applicants with criminal histories.

About Us

Technology innovation that fosters business transformation.

We help customers use technology to slash the time it takes to turn ideas into value. In turn, they transform industries, markets and lives.

Some of our customers run traditional IT environments. Most are transitioning to a secure, cloud-enabled, mobile-friendly infrastructure. Many rely on a combination of both. Wherever they are in that journey, we provide the technology and solutions to help them succeed.

COVID Policy

The health and safety of our team members, customers and partners is paramount at HPE. Accordingly, if applicable to the role you applied to, you must be fully vaccinated against COVID-19 by the employment start date where permitted by law. Exemptions based on medical, religious or other grounds will be processed and approved in accordance with local laws.

Standards of Business Conduct (SBC)

The Hewlett Packard Enterprise Standards of Business Conduct (SBC) embody the fundamental principles that govern our ethical and legal obligations to Hewlett Packard Enterprise. They pertain not only to our conduct within the company but also to conduct involving our customers, channel partners, suppliers and competitors.

Hewlett Packard Enterprise provides equal employment opportunity to any employee or applicant without regard to sex, gender, color, race, ethnicity, religion, creed, national origin, ancestry, citizenship, age, marital status, sexual orientation, gender identity and expression, physical or mental disability, medical condition, pregnancy, protected veteran status, uniformed service status, familial status, genetic information, political affiliation, or any other characteristic protected by federal, state, or local law. Please click here: Equal Employment Opportunity .

If you’d like more information about your EEO right as an applicant under the law, please click here:

E-Verify (US & PR only)
HPE is an E-Verify employer. E-Verify is an Internet-based system that compares information from an employee's Form I-9, Employment Eligibility Verification, to data from U.S. Department of Homeland Security and Social Security Administration records to confirm the employment eligibility of all newly hired employees. For more information click here . You can also download the posters with information on legal rights and protection by clicking here and here .

Accessibility

Hewlett Packard Enterprise is committed to working with and providing reasonable accommodation to qualified, differently abled individuals. If you need assistance in filling out the employment application or require a reasonable accommodation while seeking employment, please email [e-mail] .

Note: This option is reserved for applicants needingassistance/reasonable accommodation related to a disability.

Disclosure of Sensitive Personal Data

Please ensure the resume you submit to us does not include any sensitive personal data.Sensitive personal data includes data revealing information about your racial or ethnic origin, political opinions, religious or philosophical beliefs, trade union membership, health, sex life or sexual orientation.To the extent the resume you submit does contain this type of personal data, you consent to the storing and processing of this data by HPE for the purpose of reviewing and managing your application.