Senior Presales Architect (Data Solutions)

HP Enterprise; San Jose (CA); On-site; USD 140,000 - 210,000; Full time

Benefits offered by this job

Equity awards

Annual bonus

Hybrid work model

Health insurance

Retirement programs

Paid time off

Maternity/Paternity leave

Career development

Job summary

HP Enterprise is seeking a Solution Architect - Data Solutions Presales to deliver deep technical expertise across hardware, software, and services. You will build trusted relationships with customers and guide migrations or integrations of technologies in new or existing environments, aligning with a dedicated Bay Area customer base.

You will translate technical requirements into implementable architectures, develop value propositions, and support deal closure with compelling presentations and

Qualifications

• 5+ years of presales experience in storage/data solutions.
• Strong communication skills, both technical and business writing.
• Experience designing and selling data storage, data protection, data availability, and cyber resilience.
• Ability to translate technical views into implementable architectures and solutions.

Responsibilities

• Build and maintain relationships with Bay Area customers to ensure satisfaction.
• Translate technical requirements into an overall solution architecture and identify alternatives.
• Collaborate with account teams to communicate value propositions and negotiate terms.
• Deliver presentations that link features to measurable business outcomes.
• Ensure the sales pipeline reflects technical wins and support transition to implementation.

Skills

Presales experience

Data solutions

Customer engagement

Storage solutions

Proof of Concepts

Public cloud

Technical presentations

Tools

CRM systems

Job description

• The Solution Architect - Data Solutions Presales provides deep technical expertise in hardware, software, and services to create and deliver solutions that meet customers’ business needs
• They build and maintain effective customer relationships to ensure customer satisfaction
• Awareness spans the full company portfolio (hardware, software, services, and everything-as-a-service) in deal-pursuit situations
• They develop knowledge of adjacent, leading-edge, and emerging technologies, and guide customers on how to migrate and/or integrate technologies in new or existing environments
• This role typically aligns with a specific business segment or set of customers
• This role seeks candidates in the San Jose, CA area, as they will meet regularly with Bay Area customers. It may also support work with Federal customers, requiring U.S. citizenship
• Participates in deep-dive discussions, gathers customer technical needs, and assesses current IT infrastructure, goals, and strategies for future changes and development
• Translates the technical view into an implementation view to architect an overall technical solution and define technical alternatives and potential shortcomings
• Collaborates with account teams and other company organizations to develop and communicate key value propositions and negotiation points for a specific product set and technology
• Delivers compelling presentations addressing specific requirements and expectations, linking solution features and functions with tangible business benefits that meet customer challenges
• Protects and expands HPE’s customer installed base by leveraging new technologies, upgrades, and refreshes, and develops strategies to counter likely competitive threats
• Ensures sales pipeline information is updated and accurately reflects the technical solutions and status of the technical win, while supporting deal nurturing and movement toward close
• Facilitates a smooth transition from sales to implementation by orienting the appropriate teams to the technical solution design and identifying related training needs

Benefits

• Recognition for your contributions, and potential participation in long-term incentives like annual equity awards
• The chance to earn an annual bonus based on performance
• A hybrid, flexible work model that ensures connectivity, a commitment to our culture and continued impact for team members
• Subsidized health insurance, retirement programs and paid time off, including an industry-leading maternity and paternity leave package
• Opportunities for personal and professional development to help you reach your career goals

Strong communication skills: technical and business writing, public speaking, classroom instruction, active listening, and information discoveryLocated locally for customers in the San Jose, CA areaSuccessful experience designing and selling storage solutions for structured and unstructured data, data protection, data availability, and cyber resilienceExperience working with large and complex enterprise customersExperience running infrastructure and software Proof of ConceptsPresales Solution Architect or Sales Engineer experienceStrong relationships with HPE channel partners in the region, such as WWT, CDW, SHI, Insight, IIS, Computacenter, and BlueAlly5+ years of experience in presalesKnowledge of the company’s offerings, strategic initiatives, current trends, competitor products, and strategies in the area of responsibilityExperience planning and carrying out competitive proof of concepts showing how solutions meet customer requirementsExperience architecting solutions and building related hardware and software configurationsDemonstrates excellent technical skills in the assigned area of specialization (Data Services)Business and financial acumen, with an understanding of the functional responsibilities of various customer business rolesKnowledge of company business, technical tools, and standard CRM systems and toolsExcellent written and verbal communication skills and mastery of English and local languagesKnowledge-based and experience-based industry certifications strongly preferredProject management skills or experience, with excellent analytical and problem-solving skills, including appropriate due diligenceKnowledge of ecosystem and channel partner offerings and how to effectively access, engage, and collaborate with themWorking knowledge and usage of social media, blogging, and related information-sharing technologiesDemonstrates excellent consultative selling techniques, including active listening, outcome-based selling, whiteboarding, and storytellingExperience working with customers in the public cloud, MSP, or telco business segmentsExperience designing and selling HPE data solutions, including Alletra B10000/X10000, Data Fabric, GreenLake for File/VAST, StoreOnce, and ZertoExperience designing and selling HPE private cloud solutions, including Morpheus Software, PC1000/SimpliVity, PC3000/dHCI, PC7000/PCE, HPE IaaS/Flex, PCAI, and OpsRampExperience designing and selling or competing against HPE’s most significant competitors, such as Dell, NetApp, Pure, and NutanixExperience architecting virtual or hypervisor environments, including HPE HVM, VMware, Azure Stack, Hyper-V, Acropolis, Red Hat, or other KVM-based solutionsExperience architecting hybrid cloud environments, including hypercalers like AWS, Azure, and GCP