Senior Presales Architect- Data Solutions

Hewlett Packard Enterprise • San Jose, CA

5d • $172,000 - $355,000 • Remote

About The Position

The Senior Presales Architect- Data Solutions provides deep technical expertise in hardware, software, and services to design and deliver solutions that address customers’ business needs. The role builds and maintains customer relationships, supports customer satisfaction, and applies awareness of HPE’s full portfolio—including hardware, software, services, and everything-as-a-service—in deal pursuits. The architect develops knowledge of adjacent and emerging technologies and advises customers on technology migration and integration in new or existing environments. The role generally aligns with a business segment or set of customers.

The position is remote/teleworker, primarily working from home, and is intended for a candidate located near San Jose, California. Regular meetings with Bay Area and western U.S. customers are expected. The role may also support Federal customers, for which U.S. citizenship is required.

The architect partners with customers and internal account teams throughout the presales process: discovering technical needs, assessing infrastructure and future plans, developing solution architectures and alternatives, communicating business value, supporting competitive pursuits, maintaining accurate pipeline information, and helping transition sold solutions to implementation teams.

Requirements

• At least 5 years of presales experience.
• Experience designing and selling storage solutions for structured and unstructured data, data protection, data availability, and cyber resilience.
• Strong relationships with regional HPE channel partners, such as WWT, CDW, SHI, Insight, IIS, Computacenter, and BlueAlly.
• Strong technical and business communication skills, including writing, public speaking, classroom instruction, active listening, and information discovery.
• Experience working with large and complex enterprise customers.
• Experience running infrastructure and software Proofs of Concept.
• Local to customers in the San Jose, California area.
• Excellent technical skills in Data Services.
• Knowledge of company offerings, strategic initiatives, industry trends, competitor products, and strategies in the area of responsibility.
• Excellent written and verbal communication skills and mastery of English and local languages.
• Consultative selling skills, including active listening, outcome-based selling, whiteboarding, and storytelling.
• Knowledge of company business, technical tools, and standard CRM systems and tools.
• Working knowledge and use of social media, blogging, and related information-sharing technologies.
• Knowledge of ecosystem and channel-partner offerings and how to access, engage, and collaborate with partners.
• Project-management skills or experience, with analytical and problem-solving skills and appropriate due diligence.
• Business and financial acumen, including understanding the functional responsibilities of customer business roles.
• Experience architecting solutions and building associated hardware and software configurations.
• If supporting Federal customers, U.S. citizenship is required.

Nice To Haves

• Experience working with customers in public cloud, MSP, or telco business segments.
• Experience designing and selling HPE data solutions, including Alletra B10000/X10000, Data Fabric, GreenLake for File/VAST, StoreOnce, and Zerto.
• Experience designing and selling HPE private cloud solutions, including Morpheus Software, PC1000/SimpliVity, PC3000/dHCI, PC7000/PCE, HPE IaaS/Flex, PCAI, and OpsRamp.
• Experience designing and selling or competing against HPE competitors such as Dell, NetApp, Pure, and Nutanix.
• Experience architecting virtual or hypervisor environments, including HPE HVM, VMware, Azure Stack, Hyper-V, Acropolis, Red Hat, or other KVM-based solutions.
• Experience architecting hybrid cloud environments, including AWS, Azure, and GCP.
• Knowledge-based and experience-based industry certifications are strongly preferred.

Responsibilities

• Participate in deep-dive customer discussions, gather technical needs, and assess current IT infrastructure, goals, and strategies for future changes and development.
• Translate technical requirements into an implementation view, architect an overall technical solution, and define technical alternatives and potential shortcomings.
• Collaborate with account teams and other company organizations to develop and communicate value propositions and negotiation points for specific products and technologies.
• Deliver compelling presentations that connect solution features and functions to tangible business benefits and customer challenges.
• Protect and expand HPE’s installed customer base through new technologies, upgrades, and refreshes, and develop strategies to address likely competitive threats.
• Keep sales pipeline information updated and accurate, reflecting technical solutions and technical-win status while supporting deal nurturing and progress toward close.
• Facilitate the transition from sales to implementation by orienting appropriate teams to the technical solution design and identifying related training needs.
• Design and sell data solutions, including solutions for structured and unstructured data, data protection, data availability, and cyber resilience.
• Run infrastructure and software Proofs of Concept and plan and execute competitive Proofs of Concept demonstrating how solutions meet customer requirements.

Benefits

• Comprehensive benefits supporting physical, financial, and emotional wellbeing.
• Programs supporting career goals and personal and professional development.

What This Job Offers

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