Enterprise Architect - NY

Hewlett Packard Enterprise•All, NY

8d•$189,000 - $390,500•Remote

About The Position

Hewlett Packard Enterprise is seeking a seasoned Enterprise Architect to serve as a critical, highly technical resource for strategic accounts. The role owns architecture and solution design, develops customer value propositions, and drives engagement across opportunities involving network virtualization, hybrid cloud, networking, compute, storage, AI, and managed services. The architect integrates with account teams, shapes technical and business approaches around customer needs, builds relationships at all levels, and helps expand the account. The position translates outcome-based solutions into functional designs and scalable technical architectures aligned with customer business needs. It combines technical consulting and solution selling with account planning, pipeline development, competitive analysis, customer engagement, partner collaboration, and sales forecasting. The role is designated Remote/Teleworker, with travel up to 35% of the time.

Requirements

First-level university technical degree or equivalent technical qualifications.
At least 7 years of technical IT experience focused on technical consulting and solution selling.
Advanced understanding of the company’s product, software, service, and solution portfolio and how offerings can be combined to address customer needs.
Ability to translate as-a-Service (aaS) and ecosystem offerings, differentiated value, solutions, and workloads into customer outcomes and suitable consumption models.
Advanced understanding of aaS business-model variations.
Advanced written and verbal communication skills, active listening, and storytelling; ability to communicate in English and applicable local languages as needed.
Advanced discussion and persuasion skills, including the ability to support the company’s point of view while respectfully questioning proposed solutions.
Advanced business and financial acumen, including sales cycles, pipeline growth, reporting, business strategy, customer roles and KPIs, TCO/ROI, financial models, and how customers generate revenue.
Advanced consultative and value-selling skills, including whiteboarding, objection handling, and closing.
Advanced company business knowledge and proficiency with technical tools and standard customer relationship management (CRM) systems.
Advanced resource-management skills, including knowing how and when to engage subject-matter experts and specialists.
Hands-on experience with one or more products, solutions, tools, or services aligned with the role.
Advanced project and time-management knowledge or experience, with strong analytical and problem-solving skills and appropriate due diligence.
Advanced knowledge of partner offerings and how and when to leverage them for deals; understanding of company go-to-market strategy and its geographic application to partners.
Advanced strategic and account-planning skills, and expertise using business and technical tools and standard CRM systems.
Ability to travel up to 35% of the time.

Nice To Haves

Advanced degree in technology.
Knowledge-based and experience-based relevant industry certifications are very strongly preferred.
Previous solution-selling experience within the Cloud or AI space is highly preferred.
Enterprise architecture frameworks and project management methodologies and certifications are helpful, but not required.

Responsibilities

Demonstrate in-depth knowledge of one or more solution domains, company products and services, and the customer’s technical and business environment.
Develop and critically review customer proposals; manage stakeholder expectations and ensure customer business and technical requirements are addressed.
Quantify the impact of business problems, position business value, and assess solution strengths and weaknesses against long-term business objectives.
Provide input to global business units on IT trends, requirements, gaps, and unmet needs.
Translate outcome-based solutions into functional designs and scalable technical architectures aligned with customer needs.
Communicate how solution value propositions address customer business needs.
Track emerging technologies and incorporate technology and customer-industry trends into solution and account work.
Contribute to industry development through conference content, presentations, demonstrations, booth support, industry events, and social media monitoring.
Gather and apply competitive intelligence to support accounts.
Drive account business planning based on industry trends and the customer’s technical environment.
Partner with account teams in deep-dive discussions, building customer relationships and presenting technical transformation strategies.
Produce comparative analyses of alternative approaches to solution requirements.
Develop, configure, and right-size workload solutions, balancing cost, scope, scale, boundaries, and benefits.
Leverage partner products and services and the relationships among service providers, partners, and customers; transfer knowledge to external partners.
Build account pipeline by identifying enhancements, unmet needs, and upselling and cross-selling opportunities.
Monitor the account pipeline, nurture deals through closing, and use pipeline insights to prioritize time and resources.
Participate in sales forecast meetings and provide feedback to accelerate the sales lifecycle.
Document work throughout the sales cycle using designated tools and resources, and share best practices with peers and partners.
Build professional relationships with customer executives across the business and industry.
Share knowledge with peers and help develop more junior team members.
Lead solution configurations and create demonstrations and proofs of concept to meet customer requirements.
Collaborate cross-functionally to ensure consistent output and support strategic goals.
Deliver demonstrations or product and solution walkthroughs to customers, partners, and other stakeholders, and develop playbooks for them.
Use consultative and value-selling skills to help customers make business decisions, including whiteboarding, objection handling, and closing.
Engage subject-matter experts and specialists effectively, and apply project, time, analytical, and problem-solving skills.