Senior Presales Architect - Data Solutions

Hewlett Packard Enterprise Company; Remote; USD 146,000 - 343,000; Full time

Job summary

A leading technology firm is seeking a Senior Presales Architect to drive presales activities in the Pacific Northwest, focusing on data solutions. The ideal candidate will have over 5 years of experience in presales and will provide technical expertise to ensure customer satisfaction. Responsibilities include collaborating with account teams and delivering compelling presentations that align the company’s technology with client needs. This remote position is primarily for candidates located in the Seattle and Portland areas.

Benefits

Comprehensive health benefits

Professional development programs

Qualifications

• 5+ years experience in presales, specifically as Presales Solution Architect or Sales Engineer.
• Experience with designing and selling data protection solutions.
• Strong relationships with channel partners in the region.

Responsibilities

• Conduct customer technical needs analysis and propose solutions.
• Collaborate with account teams on value propositions.
• Deliver presentations linking solutions to customer needs.

Skills

Technical expertise

Strong communication skills

Consultative selling

Active listening

Education

5+ years in presales

Experience with enterprise customers

Tools

CRM systems

Cloud platforms

Job description

Senior Presales Architect - Data Solutions

Remote/Teleworker: 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

The Solution Architect - Data Solutions Presales is responsible for providing deep technical expertise in hardware, software, or services to create and deliver proposals that meet customers' business needs. Creates and maintains effective customer relationships to secure customer satisfaction. Breadth of awareness includes the entire company portfolio of offerings (hardware, software, services, and everything‑as‑a‑service) in deal‑pursuit situations. Develops and maintains knowledge of adjacent, leading‑edge, and emerging technologies in the industry and market segments; and guides customers on how to migrate and/or integrate technologies in new or existing environments.

Typically aligned to a specific business unit or, in smaller markets, may represent the deep technical expertise across multiple product or service areas ("multi‑product Technology Architect").

Key Requirements

• This role is seeking candidates in the Pacific Northwest (Seattle, WA, and Portland, OR metro areas), as they will meet regularly with customers in those areas.
• This role will involve supporting work with Federal customers and therefore requires a U.S. citizen.

Responsibilities

• Participates in deep‑dives discussions, gathers information on customer technical needs, assesses the customer's current IT infrastructure, and translates the technical view into the implementation view to architect an overall technical solution. Additionally, defines technical alternatives and possible shortcomings to the proposed solution.
• Collaborates with account teams and other company organizations in developing and communicating key value propositions and negotiation points for a specific product set and technology.
• Delivers compelling and convincing presentations addressing specific requirements and expectations; effectively links the technical features and functions of the company's solutions with tangible business benefits that meet customer challenges.
• Protects and expands HPE's footprint with the customer by leveraging new technologies, upgrades, and refreshes to the company's installed base. Develops strategies to counter likely competitive threats.
• Responsible for pipeline information to be updated and accurately reflect the area of responsibility to ensure nurturing of all deals and constant movement of opportunities to close.
• Facilitates smooth transition from sales to implementation by orienting the appropriate teams to the technical solution design and identifying related training needs.

Education & Experience

• 5+ years experience in presales with experience as Presales Solution Architect or Sales Engineer.
• Located in the Pacific Northwest (Customers focused in the Seattle, WA, and Portland, OR metro areas).
• Successful experience designing and selling both block and file storage and data protection solutions.
• Strong relationships with HPE channel partners in the region (examples: WWT, Pellera/Converge Technology, CDW, Insight, Ahead, Datec, Tech Power, etc.).
• Strong communication skills: Writing technical and business explanations, public speaking, classroom instruction, active listening, and information discovery.
• Experience working with large and complex enterprise customers.
• Experience running infrastructure and software Proof of Concepts.

Preferred Qualifications

• Experience designing and selling HPE data solutions (Alletra, Nimble, 3PAR/Primera, GreenLake for File/VAST, StoreOnce, Zerto).
• Experience designing and selling or competing against HPE's most significant competitors (Dell, NetApp, Pure, Nutanix, etc.).
• Experience working with virtual/hypervisor environments (HPE VM Essentials, KVM, VMware, Azure Stack, HyperV or Acropolis).
• Experience working with public cloud environments (AWS, Azure, GCP).

Knowledge & Skills

• Demonstrates excellent technical skills in the assigned area of specialization.
• Good knowledge of the company offerings, strategic initiatives, current trends, competitor products, and strategies within the area of responsibility.
• Excellent written and verbal communication skills and mastery of English and local languages.
• Demonstrates excellent consultative selling techniques, including active listening, framing, whiteboarding, storytelling, etc.
• Knowledge of company business, technical tools, and standard CRM systems and tools.
• Working knowledge and usage of social media, blogging, and related information‑sharing technologies.
• Solid knowledge of partner's offerings and how to effectively access, engage, and collaborate with them.
• Knowledge‑based and experience‑based industry certifications strongly preferred.
• Solid project management skills or experience, with excellent analytical and problem‑solving skills, including appropriate due diligence.
• Strong business and financial acumen, with an understanding of the functional responsibilities of various customer business roles.
• Experience participating in solution configurations and the creation of PoCs to meet customer requirements.

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 (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.

Job

Sales

Job Level

TCP_04

Expected salary/wage range: United States of America: Annual Salary USD 146,000 - 343,000 in Oregon & 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%.

Information about employee benefits offered in the US can be found at https://myhperewards.com/main/new-hire-enrollment.html

Equal Employment Opportunity

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.

No Fees Notice & Recruitment Fraud Disclaimer

It has come to HPE's attention that there has been an increase in recruitment fraud whereby scammer 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.

Please note that Hewlett Packard Enterprise (HPE), its direct and indirect subsidiaries and affiliated companies, and its authorized recruitment agencies/vendors 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 and candidates shall be solely responsible to conduct such verification. Any candidate/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 any such communication.