Hybrid Channel Presales Architect, Storage

at Hewlett Packard Enterprise

• Job title: Channel Presales Architect, Storage
• Job type: Full Time
• Experience level: Senior, Lead
• Salary: Not specified
• Degree requirement: Bachelor's Degree
• Location requirements: Hybrid, Manchester, United Kingdom

About the role

• Architecting solutions to achieve customer business outcomes in hardware, software, services, and as a service offerings. Providing technical expertise and developing proposals to ensure customer requirements are met.

Responsibilities

• 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.
• Tracks leading-edge and emerging technologies.
• Builds strong professional relationships with customer key executives across the business and industry.
• Proactively shares knowledge with peers and helps develop more junior team members.

Requirements

• First-level university technical degree or equivalent technical qualifications.
• Advanced degree in technology preferred.
• 8–12 years of technical experience in IT with a focus on technical consulting and solution selling
• Knowledge-based as well as 1+ experienced-based relevant industry certifications very strongly preferred.
• Advanced experience participating in and leading solution configurations and the creation of demos and proofs-of-concept (POC) to meet customer requirements.
• Advanced understanding of the company portfolio of products, software, services, solution domain specialization, adjacent solution domain(s), and how they can be combined to address customer needs.
• Advanced ability to translate aaS and complete ecosystem, differentiated value, solutions, and workloads and ability to prioritize aaS offerings and consumption models that will achieve the customer’s outcomes and greatest return.
• Advanced understanding of aaS business model variations.
• Advanced ability to collaborate cross-functionally to ensure consistency of output and meet aaS strategic goals.
• Advanced written and verbal communication skills, including active listening and storytelling, and the ability to communicate in English and applicable local languages as needed to perform job requirements.
• Demonstrates advanced discussion and persuasion skills used to support company point-of-view, while respectfully questioning and challenging proposed solutions.
• Advanced 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, including typical KPIs important to, CxOs and line-of-business (LOB) executives; knowledgeable about TCO/ROI concepts and calculations, financial models, and understand how customers generate revenue.
• Advanced consultative/value selling skills, including, whiteboarding, objection handling, and closing skills to proactively help customers make business decisions.
• Advanced company business knowledge, technical tools, and standard customer relationship management (CRM) systems and tools.

Benefits

• 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.