Principal Presales Architect - Federal Clearance Required

Hewlett Packard Enterprise•Reston, MD

1d•Remote

About The Position

Principal Presales Architect - Federal Clearance Required This role has been designated as ‘Remote/Teleworker’, which means you will primarily work from home. Who We Are: Hewlett Packard Enterprise is the global edge-to-cloud company advancing the way people live and work. We help companies connect, protect, analyze, and act on their data and applications wherever they live, from edge to cloud, so they can turn insights into outcomes at the speed required to thrive in today’s complex world. Our culture thrives on finding new and better ways to accelerate what’s next. We know varied backgrounds are valued and succeed here. We have the flexibility to manage our work and personal needs. We make bold moves, together, and are a force for good. If you are looking to stretch and grow your career our culture will embrace you. Open up opportunities with HPE. Job Description: The Federal Solution Architect- Cleared will be supporting a federal agency in Maryland. The role will expect the candidate to be able to travel to on-site meetings at the customer location 2-3X a week, customer is located in the Washington DC area. It will also require a TS/SCI with FSP clearance.

Requirements

TS/SCI with FSP (Full Scope Poly) clearance required
Must possess extensive knowledge of customer's mission and requirements and understand competitive landscape.
Advanced degree in technology or related field preferred, or equivalent technical qualifications
2+ years of experience supporting sales, and end users to build or develop techical enterprise solutions.
12+ years of technical experience in IT with a focus on technical consulting and solution selling; 2+ Industry standard relevant technology certifications or equivalent experience expected.
Enterprise architecture frameworks and project management methodologies and certifications are helpful, but not required.
Accountability
Accountability
Active Learning
Active Listening
Assertiveness
Bias
Building Rapport
Buyer Personas
Coaching
Complex Sales
Creativity
Critical Thinking
Cross-Functional Teamwork
Customer Experience Strategy
Customer Interactions
Design Thinking
Empathy
Financial Acumen
Follow-Through
Growth Mindset
Identifying Sales Opportunities
Industry Knowledge
Intellectual Curiosity (Inactive)
Long Term Planning
Managing Ambiguity

Responsibilities

Demonstrates unique mastery within the company in one or more solution domains as well as the customer's technical and business environment.
Orchestrates the design of complex proposals to deliver and communicate tangible business value to customers.
Mitigates risk to the company by managing both customer and company stakeholder expectations.
Critical review proposal, applies market intelligence and thought leadership to translate the functional view into a technical view, enhancing proposed workload-optimized solutions.
Provides input to all global business units to address key end-customer IT trends, requirements, gaps, or unmet needs.
Leads the team to develop and present high-level, unique, and imaginative outcome-based solutions to customer business challenges, translating the business needs of the customer into a functional solution design aligned to those needs.
Communicates HPE’s end solution value propositions in the language of the customer and demonstrates how the proposition aligns to business outcomes and customer needs.
Develops and maintains adjacent technology knowledge, along with in-depth knowledge of current and emerging technologies and trends.
Contributes to the industry for one or more domains with an active presence at conferences (content support/presentations, demos, booth support), social media, business events, etc.
Monitors changing competitive landscape (emerging competitors, start-ups etc.).
Drives the Account Business Planning process, leverage knowledge of industry trends and the customer’s technical environment.
Facilitates and leads deep-dive discussions with the client and accounts teams to build customer relationships, understand business needs, evaluate the customer's ecosystem and advocate and present technical strategies for a customer's transformation.
Identifies acceptable technical solution trade-offs, risks, and suggests possible remediation.
Drives collaboration among internal account teams, sets direction, provides guidance, and engages the full portfolio of partners to build effective solution strategies aligned to customer's technical and business challenges.
Successfully transfers knowledge to external partners to deliver an effective solution to the customer.
Proactively builds the pipeline by identifying opportunities (e.g., enhancements, unmet or unrecognized needs, up-selling, and cross-selling opportunities) within the account.
Monitors the account pipeline and nurtures active deals from the opportunity to close.
Uses pipeline insights to help prioritize activities in a way that ensures time, and resources are invested wisely in pursuit of deals with the highest potential.
Actively participates in sales forecast meetings and provides feedback to accelerate the sales lifecycle.
Documents ongoing work (activities, tasks) throughout the sales cycle using specific tools and resources and sharing best practices with peers and partners to collaborate more effectively.
Engages with and builds consultative presence and advisory influence with VPs, CxO, and line-of-business (LOB) management and customer thought leaders.
Anticipates customer needs and proactively engages partners and resources to design innovative solutions and generate customer demand.
Proactively shares knowledge with peers and actively helps develop knowledge and expertise within the Presales community.

Benefits

Health & Wellbeing We strive to provide our team members and their loved ones with a comprehensive suite of benefits that supports their physical, financial and emotional wellbeing.
Personal & Professional Development We also invest in your career because the better you are, the better we all are. We have specific programs catered to helping you reach any career goals you have — whether you want to become a knowledge expert in your field or apply your skills to another division.
Unconditional Inclusion We are unconditionally inclusive in the way we work and celebrate individual uniqueness. We know varied backgrounds are valued and succeed here. We have the flexibility to manage our work and personal needs. We make bold moves, together, and are a force for good.

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