Enterprise Architect - SLED - New York State

Hewlett Packard Enterprise • Stamford, CT

3d • $189,000 - $390,500 • Remote

About The Position

Hewlett Packard Enterprise is seeking an Enterprise Architect to work with State, Local, and Education (SLED) customers in New York State. This remote/teleworker role focuses on customers in the region; the successful candidate must reside within the market and travel to customer sites as needed.

The Enterprise Architect designs solutions that achieve customer business outcomes within a technical domain or across HPE’s broader portfolio of hardware, software, services, as-a-service offerings, and third-party components. The role develops and presents proposals that meet customer business and technical requirements, provides technical expertise to sales teams and customers, and supports technical selling through presentations, demonstrations, and proofs of concept.

The position has visible technical impact and calls for in-depth professional knowledge, innovative problem-solving, and technical leadership on significant projects or programs. The architect leads or contributes to cross-functional initiatives, supports mentorship and knowledge sharing, and builds consultative relationships with senior customer stakeholders. The role also contributes to account planning, opportunity development, pipeline management, and sales forecasting.

Requirements

• 10 or more years of technical experience in IT, focused on technical consulting and solution selling.
• Two or more relevant industry-standard technology certifications, or equivalent experience.
• Mastery of solution configuration, architecture design, and the creation, management, and positioning of demonstrations and proofs of concept.
• Deep knowledge of HPE’s products, software, services, solution domains, and adjacent domains, including how to combine and adapt them for customer and industry needs.
• Expertise in as-a-service business models, their business value and ecosystems, and how they support strategic goals.
• Ability to collaborate across functions and HPE to generate revenue through subscription consumption and other as-a-service models.
• Executive-level written, verbal, and nonverbal communication skills, including active listening and storytelling; ability to communicate in English and applicable local languages as needed.
• Strong discussion and persuasion skills, including the ability to support HPE’s point of view while respectfully challenging proposed solutions.
• Strong financial and business acumen covering sales cycles, funnel management, reporting, business strategy, CxO KPIs, TCO/ROI, financial models, and customer revenue generation.
• Consultative and value-selling skills, advisory influence, and executive presence, including presentation, whiteboarding, objection handling, and closing skills.
• Knowledge of company business, technical tools, and standard customer relationship management systems.
• Strong resource-management skills and judgment about when to engage subject-matter experts and specialists.
• Hands-on experience with multiple products, solutions, tools, or services relevant to the role.
• Ability to design demonstration or walkthrough playbooks and deliver live demonstrations or walkthroughs to customers, partners, and other stakeholders.
• Strong project and time management skills, analytical and problem-solving ability, and appropriate due diligence.
• Knowledge of partner offerings and how and when to use them for deals in the area of specialization.
• Knowledge of go-to-market strategy, global context, partner coverage options, and partner offerings.
• Strategic and account-planning skills, including expertise with business and technical tools and CRM systems.
• Must reside within the New York State market region and be able to travel to customer sites as needed.

Nice To Haves

• Advanced degree in technology or a related field, or equivalent technical qualifications.
• Enterprise architecture framework knowledge or certifications.
• Project management methodology knowledge or certifications.

Responsibilities

• Demonstrate deep expertise in one or more solution domains and in the customer’s technical and business environment.
• Orchestrate complex proposals and communicate their tangible business value to customers.
• Manage customer and company stakeholder expectations to mitigate risk.
• Critically review proposals and apply market intelligence and thought leadership to translate functional needs into technical, workload-optimized solutions.
• Provide input to global business units on end-customer IT trends, requirements, gaps, and unmet needs.
• Lead teams in developing and presenting imaginative, outcome-based solutions that translate customer business needs into aligned functional designs.
• Communicate HPE solution value propositions in terms relevant to customer needs and business outcomes.
• Maintain adjacent technology knowledge and in-depth knowledge of current and emerging technologies and trends.
• Contribute to the industry through conferences, presentations, demonstrations, social media, and business events.
• Monitor the competitive landscape, including emerging competitors and start-ups.
• Drive account business planning using knowledge of industry trends and the customer’s technical environment.
• Lead deep-dive discussions with customers and account teams to understand business needs, assess the customer ecosystem, and advocate technical transformation strategies.
• Identify technical trade-offs and risks and recommend possible remediation.
• Drive collaboration among internal account teams and partners to develop solution strategies aligned with customer challenges.
• Transfer knowledge to external partners to support effective customer solutions.
• Build the sales pipeline by identifying opportunities such as enhancements, unmet needs, and up-selling or cross-selling opportunities.
• Monitor the account pipeline and nurture active deals from opportunity through close.
• Use pipeline insights to prioritize activities and resources toward high-potential deals.
• Participate in sales forecast meetings and provide feedback to accelerate the sales lifecycle.
• Document sales-cycle activities and tasks using designated tools and resources, and share best practices with peers and partners.
• Build consultative presence and advisory influence with VPs, CxOs, line-of-business management, and customer thought leaders.
• Anticipate customer needs and engage partners and resources to design innovative solutions and generate demand.
• Share knowledge with peers and help develop expertise within the Presales community.

Benefits

• A comprehensive suite of benefits supporting physical, financial, and emotional wellbeing.
• Career development programs supporting professional growth and career goals.

What This Job Offers

• Job Type: Full-time
• Career Level: Senior
• Education Level: No Education Listed