Presales Technical Architect - Compute

Hewlett Packard Enterprise • Seattle, WA

8h • $125,000 - $294,000 • Remote

About The Position

The Presales Compute Technical Architect is the technical half of the sales team for compute opportunities. The role translates customer requirements into HPE compute designs, builds and validates configurations for quotes, and presents solutions to customers. The architect designs solutions across HPE's compute portfolio—including ProLiant, Edgeline, Synergy, and AI-capable servers—mapped to customer workloads and budgets; builds bills of materials; validates configurations and resolves first-pass errors; responds to technical sections of RFPs and RFIs; delivers tailored presentations and demonstrations; and supports proofs of concept and benchmarks, with performance engineering support on larger efforts. The role hands validated designs to delivery and services, stays engaged through implementation start, maintains compute certifications, and feeds field lessons back into the practice.

The position also contributes to account planning and sales activities, including identifying opportunities, nurturing pipeline, supporting forecasts, collaborating with account teams and partners, and developing customer relationships. It requires strong technical consulting, solution-selling, communication, financial and business acumen, and knowledge of HPE's offerings, partners, and customer environments. The position is designated Remote/Teleworker, primarily working from home.

Requirements

• First-level university technical degree or equivalent technical qualifications.
• At least 4 years of technical experience in IT, focused on technical consulting and solution selling.
• Well-developed experience participating in solution configurations and creating demonstrations and proofs of concept to meet customer requirements.
• Well-developed understanding of company solution offerings and product portfolios, software, and services, and how to combine them to address customer needs.
• Well-developed working knowledge of the as-a-service business model, its business value and ecosystem, and outcomes that support strategic goals in the candidate's domain.
• Strong written and verbal communication skills, active listening, storytelling, and ability to communicate in English and applicable local languages as required.
• Discussion and persuasion skills to support the company point of view while respectfully questioning and challenging proposed solutions.
• Business and financial acumen, including sales cycles, pipeline growth, reporting, influence, business-strategy linkage, and customer business roles.
• Understanding of KPIs important to C-suite and line-of-business executives; knowledge of TCO/ROI concepts and calculations, financial models, and how customers generate revenue.
• Consultative and value-selling skills, including whiteboarding, objection handling, and closing skills.
• Company business knowledge and experience with technical tools and standard CRM systems.
• 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 other stakeholders.
• Project and time-management skills, analytical and problem-solving skills, and appropriate due diligence.
• Knowledge of partner offerings and ability to access, engage, and collaborate with partners.
• Understanding of geographic application of the company's go-to-market strategy as it relates to partners, including partner offerings and how and when to leverage them for deals.
• Strategic and account-planning skills, and expertise using business and technical tools and standard CRM systems.

Nice To Haves

• Advanced degree in technology.
• Relevant knowledge-based or experience-based industry certifications are strongly preferred.

Responsibilities

• Apply advanced knowledge of HPE's portfolio to articulate proposals and ensure customer business and technical needs are met.
• Identify key risks and value points to help ensure customer requirements are met and inform the account team.
• Provide input on end-customer IT trends, requirements, gaps, and unmet needs.
• Translate functional solution designs into scalable technical designs and architectures.
• Communicate how solution value propositions address customer business needs.
• Track industry trends, emerging technologies, and competitor offerings, and apply this knowledge to customer environments.
• Show customers how to migrate or integrate technologies into new or existing environments.
• Contribute content, presentations, demonstrations, and booth support at conferences and industry events, and use social media to contribute to industry developments.
• Design and deliver solutions aligned with customer business requirements and technical environments.
• Participate in deep-dive discussions, articulate value propositions and differentiators, and draft high-level solution designs.
• Balance cost, scope, scale, and benefits to deliver customer value.
• Participate in account business planning.
• Collaborate with HPE and partner account-team leadership to develop value propositions, negotiation points, and identify opportunities; use expertise to lead complex solution creation.
• Map appropriate partners to opportunities and transfer knowledge to external partners.
• Build account pipeline by identifying enhancements, unmet or unrecognized needs, and up-selling and cross-selling opportunities.
• Monitor pipeline and nurture active deals from opportunity through close.
• 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.
• Develop and nurture professional relationships with customer technical teams and key executives, informed by the customer's ecosystem and business needs.
• Share knowledge with peers and help develop more junior team members.
• Design compute solutions across HPE's portfolio, build bills of materials, validate configurations, and resolve configuration errors before quotes are issued.
• Respond to technical sections of RFPs and RFIs, deliver solution presentations and demonstrations, and support proofs of concept and benchmarks.
• Hand off validated designs to delivery and services, remain engaged through implementation start, maintain compute certifications, and feed field lessons back into the practice.

Benefits

• Comprehensive benefits supporting physical, financial, and emotional wellbeing.
• Career-development programs to help employees reach career goals, become knowledge experts, or apply skills in another division.
• Inclusive workplace that celebrates individual uniqueness and offers flexibility to manage work and personal needs.

What This Job Offers

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