Presales Technical Architect - Compute

Hewlett Packard Enterprise•Washington, DC

2d•$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 behind quotes, and presents solutions to customers. It designs solutions across the HPE portfolio—including ProLiant, Edgeline, Synergy, and AI-capable servers—according to customer workloads and budgets; builds bills of materials; validates configurations and resolves first-pass errors; responds to technical sections of RFPs and RFIs; and delivers tailored solution presentations and demonstrations. The role also supports proofs of concept and benchmarks, with performance engineering support for larger efforts, hands validated designs to delivery and services, remains engaged through the start of implementation, maintains compute certifications, and shares field lessons with the practice. The position applies advanced portfolio knowledge to meet customers’ business and technical needs, develops scalable technical architectures, communicates solution value, and works with account teams, partners, customers, and executives throughout the sales cycle. It is designated Remote/Teleworker, meaning the employee will primarily work 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.
Strong working knowledge of company solution offerings, products, software, and services, and how to combine them to address customer needs.
Working knowledge of the as-a-service business model, its business value and ecosystem, and outcomes that support strategic goals.
Strong written and verbal communication, active listening, storytelling, and ability to communicate in English and applicable local languages as needed.
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, and customer business roles.
Understanding of executive and line-of-business KPIs, TCO/ROI concepts and calculations, financial models, and how customers generate revenue.
Consultative and value-selling skills, including whiteboarding, objection handling, and closing.
Company business knowledge and experience with technical tools and standard CRM systems.
Resource management skills, including knowing when and how to engage specialists and subject-matter experts.
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.
Project and time management skills, analytical and problem-solving skills, and appropriate due diligence.
Knowledge of partner offerings and how to access, engage, and collaborate with partners.
Understanding of how the company’s go-to-market strategy applies geographically to partners, including how and when to leverage partner offerings.
Strategic and account-planning skills, and proficiency with business and technical tools and standard CRM systems.

Nice To Haves

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

Responsibilities

Apply advanced knowledge of the company’s portfolio, articulate proposals, and ensure customer business and technical needs are met.
Identify key risks and requirements, and detail key value points for 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, competitor offerings, and activities, and apply this knowledge to the customer’s technical environment.
Show customers how to migrate and integrate technologies in new or existing environments.
Contribute content, presentations, demonstrations, booth support, and social media contributions to industry developments and events.
Design and deliver solutions aligned with customer business requirements and technical environments.
Participate in deep-dive discussions, explain value propositions and differentiators, and draft high-level solution designs.
Balance cost, scope, scale, and benefits to deliver value.
Participate in account business planning.
Collaborate with HPE and partner account leadership to develop value propositions and negotiation points, identify overlooked opportunities, and lead the creation of complex solutions.
Match partners to opportunities and transfer knowledge to external partners.
Build pipeline by identifying enhancements, unmet needs, and up-selling and cross-selling opportunities.
Monitor account pipelines and nurture 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 professional relationships with customer technical teams and executives based on customer ecosystem, business needs, and HPE value.
Share knowledge with peers and help develop junior team members.
Design compute solutions across the HPE portfolio, build bills of materials, validate configurations, and resolve first-pass errors before quotes are issued.
Respond to technical RFP and RFI sections and deliver customer presentations and demonstrations.
Support proofs of concept and benchmarks, with performance engineering support on larger efforts.
Hand validated designs to delivery and services and remain engaged through the start of implementation.
Maintain compute certifications and share field lessons with the practice.