Enterprise Architect - SLED (New York City )

Hewlett Packard Enterprise•Long Island, NY

3d•Remote

About The Position

Hewlett Packard Enterprise is seeking an Enterprise Architect to work with State, Local, and Education (SLED) customers in the New York City metro market. This remote/teleworker role focuses on architecting solutions that achieve customer business outcomes within a technical domain or across HPE’s hardware, software, services, and as-a-service portfolio, including necessary third-party components. The architect develops proposals that address customer business and technical requirements and provides technical expertise to sales teams and customers through presentations, demonstrations, and other sales activities. The role applies deep professional knowledge and innovative thinking to complex problems, with visible technical impact on products or major components. It provides technical leadership for significant projects or programs and contributes to cross-functional initiatives, mentorship, and knowledge sharing. The position requires residence within the New York City market and travel to customer sites as needed. The Enterprise Architect leads the development of outcome-based solution strategies, translates customer business needs into technical designs, and communicates HPE’s value propositions in terms of customer outcomes. The role also supports account planning and sales pipeline development, builds consultative relationships with senior customer leaders, collaborates with internal teams and partners, and contributes to industry engagement and presales knowledge sharing.

Requirements

10+ years of technical experience in IT, with a focus on technical consulting and solution selling.
Two or more relevant industry-standard technology certifications, or equivalent experience.
Deep experience leading solution configurations and architecture design, and creating, managing, and positioning demonstrations and proofs of concept.
Expertise in HPE’s product, software, services, and solution portfolio, including adjacent solution domains and adapting workload solutions for strategic customer and industry needs.
Deep working knowledge of as-a-service business models, their business value and ecosystem, and how they support strategic goals.
Ability to collaborate cross-functionally 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; English and applicable local languages as needed for the job.
Strong discussion and persuasion skills, including the ability to support the company’s point of view while respectfully questioning proposed solutions.
Strong financial and business acumen covering sales cycles, pipeline management, reporting, business strategy, executive KPIs, TCO/ROI, financial models, and customer revenue generation.
Consultative and value-selling skills, advisory influence, and executive presence, including presentation, whiteboarding, storytelling, objection handling, and closing.
Knowledge of company business, technical tools, and standard CRM systems.
Strong resource management, project and time management, analytical, problem-solving, and due-diligence skills.
Hands-on experience with multiple products, solutions, tools, or services related to the role.
Ability to design and deliver product, solution, tool, or service demonstrations and walkthroughs.
Strategic and account-planning skills and proficiency with business, technical, and CRM tools.
Must reside within the New York City metro market 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 mastery of one or more solution domains and of customers’ technical and business environments.
Orchestrate the design of complex proposals that communicate tangible business value to customers.
Manage customer and company stakeholder expectations and mitigate company risk.
Critically review proposals and use 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’s end-solution value propositions in terms of customer needs and business outcomes.
Maintain knowledge of adjacent technologies and in-depth knowledge of current and emerging technologies and trends.
Contribute to industry domains through conferences, presentations, demonstrations, social media, and business events.
Monitor the competitive landscape, including emerging competitors and startups.
Drive account business planning using industry trends and knowledge of the customer’s technical environment.
Lead client and account-team deep dives to build relationships, understand needs, assess customer ecosystems, and present technical transformation strategies.
Identify technical trade-offs and risks and suggest remediation options.
Coordinate internal account teams, provide direction and guidance, and engage partners across the portfolio to develop effective solution strategies.
Transfer knowledge to external partners so they can deliver effective customer solutions.
Build the 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 time and resources.
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, C-suite executives, 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.
Configure solution architectures and create, manage, and position demonstrations and proofs of concept to address customer requirements.
Collaborate across HPE to generate revenue through subscription growth and other as-a-service models.
Develop demonstration or walkthrough playbooks and deliver live demonstrations or walkthroughs to customers, partners, and stakeholders.
Effectively engage subject-matter experts and specialists, and leverage partner offerings and go-to-market options for deals.