Storage Presales Solution Architect

This role has been designed as ‘Hybrid’ with an expectation that you will work on average 2-3 days per week from an HPE office.

Job Description:

The Solution Architect is responsible for architecting end-to-end solutions that will achieve customer business outcomes by leveraging standard solution designs within their focus domain and across the entire company portfolio (hardware, software, services, and everything as a service) 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. Leverages deep knowledge of partner products and services by identifying the right solution based on partner competencies and go-to-market strengths. Manages a solution domain consisting of a single or small group of related solutions aligned with the corporate strategy.

Responsibilities:

• Applies advanced knowledge of HPE's storage portfolio, articulating storage proposals, and ensuring customer's business and technical storage needs are being met.
• Identifies key storage-related risks to ensure the customer's business and technical requirements are met, detailing key value points for the rest of the account team.
• Provides input to address key end-customer storage-related IT trends, requirements, gaps, or unmet needs.
• Translates the functional design of a storage solution into a technical design and architecture that can be scaled to accommodate growth.
• Communicates how the storage solution value proposition addresses customer business needs.
• Tracks storage industry trends and emerging storage technologies (as well as competitor offerings and activities) leveraging this knowledge with the customer's technical environment.
• Shows customers how to migrate and/or integrate storage technologies in new or existing environments.
• Contributes to storage industry developments through contributions (content support, presentations, demos, booth support) at conferences, industry events, and utilizing social media.
• Designs and delivers storage solutions aligned to customer's business requirements, leveraging knowledge of the storage industry and the customer's technical environment.
• Participates in deep-dive discussions and ability to articulate the storage value proposition, define key differentiators, and draft high-level storage solution designs.
• Delivers optimal storage results, balancing costs, scope, scale, and benefits to deliver superior value.
• Participates in the account's business planning processes with a focus on storage.
• Collaborates proactively with account team leadership (HPE and Partners) to develop and communicate key storage value propositions, negotiation points, and identify overlooked storage opportunities within assigned accounts; uses expertise to lead the creation of complex storage solutions.
• Successfully maps the right storage partner to an opportunity and transfers knowledge to external partners, delivering effective storage results to the customer.
• Proactively build the storage pipeline by identifying opportunities (e.g., enhancements, unmet or unrecognized storage needs, up-selling, and cross-selling opportunities) within the account.
• Monitors the storage account pipeline and nurtures active storage deals from the opportunity to close.
• Actively participates in sales forecast meetings and provides feedback to accelerate the sales lifecycle for storage solutions.
• Documents ongoing storage work (activities, tasks) throughout the sales cycle using specific tools and resources and sharing best practices with peers and partners to collaborate more effectively.
• Develops and nurtures professional working relationships with the customer technical storage teams and with key executives, based on an understanding of the customer's storage ecosystem, business needs, and how HPE can deliver value and business outcomes.
• Proactively shares storage knowledge with peers and helps develop more junior team members.

Qualification Requirements:

• Bachelor's degree or equivalent.
• Minimum of 4-8 years of experience in IT consultancy and advisory roles.
• Proficiency in conducting feasibility studies and designing storage solutions, including SAN, NAS, Object, Backup and DR
• Experience in solution architect and team leadership.
• Expertise in tender document preparation, evaluation, tender management, and project management.
• Based in Hong Kong with fluency in spoken and written Cantonese and English.

#LI-Hybrid

Accountability, 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, Long Term Planning, Managing Ambiguity {+ 6 more}

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.

Diversity, Inclusion & Belonging

We are unconditionally inclusive in the way we work and celebrate individual uniqueness. We know diverse 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.

#hongkong

#sales

Job:

Sales

Job Level:

TCP_03

Hewlett Packard Enterprise is EEO F/M/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.