Enterprise Architect - SLED (New York City )

Hewlett Packard Enterprise • Stamford, CT

4d • $189,000 - $390,500 • Remote

About The Position

Hewlett Packard Enterprise (HPE) is seeking an Enterprise Architect to work with State, Local, and Education (SLED) customers in the New York City metropolitan market. This remote/teleworker role primarily works from home, with travel to customer sites as needed. Candidates must reside within the market.

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

The role applies deep professional expertise and innovative thinking to complex problems, with visible technical impact on products or major subcomponents. It provides technical leadership on significant projects or programs, contributes to cross-functional initiatives, and supports mentorship and knowledge sharing. The Enterprise Architect also helps shape customer transformation strategies, develops opportunities and pipeline, and communicates HPE’s solution value in terms of customer business outcomes.

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 creating, managing, and positioning demonstrations and proofs of concept to meet customer requirements.
• Deep knowledge of HPE’s products, software, services, solution domains, and adjacent domains, including how to combine them for customer, strategic, and industry solutions.
• Deep working knowledge of the as-a-service business model, its business value and ecosystem, and its strategic goals within one or more domains.
• Ability to collaborate across HPE to generate revenue through increased 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 questioning proposed solutions.
• Strong financial and business acumen, including sales-cycle and funnel management, reporting, business strategy, CxO KPIs, TCO/ROI concepts and calculations, financial models, and understanding how customers generate revenue.
• Strong consultative and value-selling skills, advisory influence, and executive presence, including presentation, whiteboarding, storytelling, objection handling, and closing.
• Knowledge of HPE’s business, technical tools, and standard customer relationship management systems and tools.
• Strong resource management skills, including knowing when and how to engage subject-matter experts and specialists.
• Hands-on experience with multiple products, solutions, tools, or services aligned with the role.
• Ability to design demonstration or product, solution, tool, or service walkthrough playbooks and deliver live demonstrations or walkthroughs to customers, partners, and other stakeholders.
• Strong project and time management, analytical, and problem-solving skills, including appropriate due diligence.
• Knowledge of partner offerings and how and when to leverage them for deals in the area of specialization.
• Knowledge of HPE’s preferred go-to-market strategy, global context, partner coverage options, and partner offerings.
• Strong strategic and account planning skills and expertise using business and technical tools and standard CRM systems.
• Must reside in the New York City metropolitan 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 frameworks and project management methodologies or certifications.

Responsibilities

• Demonstrate mastery in one or more solution domains and in the customer’s technical and business environment.
• Orchestrate the design of complex proposals that communicate tangible business value to customers.
• Manage customer and company stakeholder expectations to 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 solution value propositions in customer-focused language and show how they align with business outcomes and customer needs.
• Maintain knowledge of adjacent technologies and in-depth knowledge of current and emerging technologies and trends.
• Contribute to the industry through conference participation, presentations, demonstrations, booth support, social media, and business events.
• Monitor the competitive landscape, including emerging competitors and startups.
• Drive account business planning using knowledge of industry trends and the customer’s technical environment.
• Lead deep-dive discussions with clients and account teams to build relationships, understand business needs, evaluate customer ecosystems, and present technical transformation strategies.
• Identify acceptable technical trade-offs and risks, and recommend possible remediation.
• Coordinate internal account teams, provide direction and guidance, and engage partners across the portfolio to develop effective solution strategies.
• Transfer knowledge to external partners to support effective customer solutions.
• Build account pipeline by identifying enhancements, unmet or unrecognized needs, and upselling and cross-selling opportunities.
• Monitor the account pipeline and nurture active deals from opportunity through close.
• Use pipeline insights to prioritize activities and invest time and resources in deals with the greatest potential.
• Participate in sales forecast meetings and provide feedback to accelerate the sales lifecycle.
• Document activities and tasks throughout the sales cycle 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

• Comprehensive benefits supporting physical, financial, and emotional wellbeing.
• Career development programs supporting professional growth and opportunities to develop expertise or move to another division.

What This Job Offers

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