Enterprise Architect - NY

Hewlett Packard Enterprise • New York, NY

9d • $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 focused on 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 works with account teams to shape technical and business approaches around customer needs, build relationships at all levels, and help expand accounts.

The position translates outcome-based solutions into functional designs and then scalable technical architectures. It combines technical consulting and solution selling with account planning, opportunity development, pipeline management, customer engagement, partner collaboration, and sales forecasting. The role is designated Remote/Teleworker, with travel of 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 experience participating in and leading solution configurations and creating demonstrations and proofs of concept to meet customer requirements.
• Advanced understanding of HPE’s portfolio, solution domains, adjacent domains, and how offerings can be combined to address customer needs.
• Ability to translate as-a-Service offerings, ecosystems, differentiated value, solutions, and workloads into customer outcomes and appropriate consumption models.
• Understanding of variations in as-a-Service business models.
• Ability to collaborate cross-functionally to ensure consistent outputs and meet strategic goals.
• Advanced written and verbal communication skills, including active listening and storytelling, and English and applicable local-language skills as required.
• Advanced discussion and persuasion skills, including the ability to support HPE’s point of view and respectfully question 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 HPE business knowledge and experience with technical tools and standard CRM systems.
• Advanced resource management skills, including effectively engaging subject-matter experts and specialists.
• Hands-on experience with one or more products, solutions, tools, or services aligned with the role.
• Ability to design demonstration or walkthrough playbooks and deliver live demonstrations or walkthroughs to customers, partners, and stakeholders.
• Advanced project and time-management knowledge or experience, with strong analytical and problem-solving skills and appropriate due diligence.
• Advanced knowledge of partner offerings, HPE go-to-market strategy, and how and when to leverage partners for deals.
• Advanced strategic and account-planning skills and expertise using business, technical, and CRM tools.
• Ability to travel up to 35% of the time.

Nice To Haves

• Advanced degree in technology.
• Knowledge-based and experience-based relevant industry certifications.
• Previous solution-selling experience in cloud or AI.
• Enterprise architecture frameworks and project management methodologies or certifications.

Responsibilities

• Apply in-depth knowledge of solution domains, HPE products and services, and customers’ technical and business environments.
• Develop and critically review customer proposals, manage stakeholder expectations, and ensure solutions meet customer business and technical requirements.
• Quantify business problems, position business value, and assess solution strengths and weaknesses against long-term objectives.
• Provide input to global business units on IT trends, requirements, gaps, and unmet needs.
• Translate outcome-based solutions into functional designs aligned with customer needs and scalable technical architectures.
• Communicate how solution value propositions address customer business needs.
• Track emerging technologies and incorporate technology and customer-industry trends into solution and account strategies.
• Contribute to industry development through conferences and events, including content, presentations, demonstrations, booth support, and social media monitoring.
• Gather and apply competitive intelligence to support accounts.
• Drive account business planning based on industry trends and customers’ technical environments.
• Partner with account teams in deep-dive discussions, build customer relationships at all levels, and advocate and present technical transformation strategies.
• Produce comparative analyses of alternative approaches to meet solution requirements.
• Develop, configure, and right-size workload solutions to balance cost, scope, scale, boundaries, and benefits.
• Use knowledge of partner products and services to shape deal strategies and transfer knowledge to external partners.
• Build account pipeline by identifying enhancements, unmet needs, and up-selling and cross-selling opportunities.
• Monitor the account pipeline and nurture active deals from opportunity through close.
• Use pipeline insights to prioritize activities and resources toward opportunities with the highest potential.
• Participate in sales forecast meetings and provide feedback to accelerate the sales lifecycle.
• Document sales-cycle work using designated tools and resources, and share best practices with peers and partners.
• Build professional relationships with key customer executives across the business and industry.
• Share knowledge with peers and help develop more junior team members.

Benefits

• A comprehensive suite of benefits supporting physical, financial, and emotional wellbeing.
• Career development programs to help employees pursue career goals and develop expertise or move to another division.

What This Job Offers

• Job Type: Full-time
• Career Level: Senior