Presales 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:

We are currently looking for a File & Object Presales Architect.

Job Description Summary:

HPE, a global leader in Data Services and Storage, is expanding their Storage Portfolio and are looking for a Presales Architect who is experienced in unstructured data solutions. Using their experience and knowledge in this domain the successful candidate with engage with customers, partners and colleagues to create solutions that will address customer unstructured data needs. The role will require the candidate to help identify opportunities, then develop and articulate compelling, accurate, and relevant proposals and ensures customer's business and technical requirements are met. Provide technical expertise to sales teams and customers (through sales presentations, product/solution demonstrations, etc.) aimed at gaining the customer mindshare within this domain. These jobs focus on technical selling to customers/partners. May be aligned to specific accounts based on business priority.

Responsibilities:

• Applies knowledge of the unstructured data market and technology and HPE portfolio, articulating proposals, and ensuring customer's business and technical needs are being met.
• Tracks industry trends and emerging technologies (as well as competitor offerings and activities) leveraging this knowledge with the customer’s technical environment.
• Contributes to industry developments through contributions (content support, presentations, demos, booth support) at conferences, industry events, and utilizing social media.
• Designs storage solutions aligned to customer's business requirements, leveraging their knowledge and the customer's technical environment.
• Participates in deep-dive discussions and ability to articulate the value proposition, define key differentiators, and draft high-level solution designs.
• Delivers optimal results, balancing costs, scope, scale, and benefits to deliver superior value.
• Participates in the account's business planning processes.
• Collaborates proactively with account team leadership (HPE and Partners) to develop and communicate key value propositions, negotiation points, and identify overlooked opportunities within assigned accounts.
• Proactively contribute to the building of pipeline by identifying opportunities (e.g., enhancements, unmet or unrecognized needs, up-selling, and cross-selling opportunities) within the territory.
• Documents ongoing 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 teams and with key executives, based on an understanding of the customer's ecosystem, business needs, and how HPE can deliver value and business outcomes.
• Proactively shares knowledge with peers and helps develop more junior team members.

Education and Experience:

• First-level university technical degree or equivalent technical qualifications. Advanced degree in technology preferred.
• Technical experience in IT with a focus on unstructured data (file and object) solutions.
• 3–5 years experience in file and object technologies
• Knowledge-based and experienced-based relevant industry certifications are strongly preferred.

Knowledge and Skills:

• Well-developed knowledge and experience in identifying and exploiting unstructured data opportunities
• Well-developed consultative and value selling skills, including whiteboarding, customer demonstrations, objection handling, and closing skills to proactively help customers make business decisions.
• Understanding of the indirect selling model including direct and joint engagement with partners.
• Leveraging communication skills, including active listening and storytelling, to support the development of strong discussions and the persuasion of customers / partners of the company point-of-view, while respectfully questioning and challenging their position.
• Business and financial acumen—sales cycle, pipeline growth, reporting, ability to influence, business strategy linkage—with an understanding of functional responsibilities of various customer business roles.

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}

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.

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.