Senior Presales Architect- Data Solutions
About The Position
The Solution Architect - Data Solutions Presales provides deep technical expertise in hardware, software, and services to create and deliver solutions that meet customers’ business needs. They build and maintain effective customer relationships to ensure customer satisfaction. Awareness spans the full company portfolio (hardware, software, services, and everything-as-a-service) in deal-pursuit situations. They develop knowledge of adjacent, leading-edge, and emerging technologies, and guide customers on how to migrate and/or integrate technologies in new or existing environments. This role typically aligns with a specific business segment or set of customers. This role seeks candidates in the San Jose, CA area, as they will meet regularly with Bay Area customers. It may also support work with Federal customers, requiring U.S. citizenship.
Requirements
- Presales Solution Architect or Sales Engineer experience
- Located locally for customers in the San Jose, CA area
- 5+ years of experience in presales
- Successful experience designing and selling storage solutions for structured and unstructured data, data protection, data availability, and cyber resilience
- Strong relationships with HPE channel partners in the region, such as WWT, CDW, SHI, Insight, IIS, Computacenter, and BlueAlly
- Strong communication skills: technical and business writing, public speaking, classroom instruction, active listening, and information discovery
- Experience working with large and complex enterprise customers
- Experience running infrastructure and software Proof of Concepts
Nice To Haves
- Experience working with customers in the 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's most significant 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 hypercalers like AWS, Azure, and GCP
- Knowledge-based and experience-based industry certifications strongly preferred
- Project management skills or experience, with excellent analytical and problem-solving skills, including appropriate due diligence
- Business and financial acumen, with an understanding of the functional responsibilities of various customer business roles
- Experience architecting solutions and building related hardware and software configurations
- Experience planning and carrying out competitive proof of concepts showing how solutions meet customer requirements
Responsibilities
- Participates in deep-dive discussions, gathers customer technical needs, and assesses current IT infrastructure, goals, and strategies for future changes and development
- Translates the technical view into an implementation view to architect an overall technical solution and define technical alternatives and potential shortcomings.
- Collaborates with account teams and other company organizations to develop and communicate key value propositions and negotiation points for a specific product set and technology.
- Delivers compelling presentations addressing specific requirements and expectations, linking solution features and functions with tangible business benefits that meet customer challenges.
- Protects and expands HPE's customer installed base by leveraging new technologies, upgrades, and refreshes, and develops strategies to counter likely competitive threats.
- Ensures sales pipeline information is updated and accurately reflects the technical solutions and status of the technical win, while supporting deal nurturing and movement toward close.
- Facilitates a smooth transition from sales to implementation by orienting the appropriate teams to the technical solution design and identifying related training needs.
Benefits
- Health & Wellbeing
- Personal & Professional Development
- Unconditional Inclusion
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What This Job Offers
Job Type
Full-time
Career Level
Senior
Education Level
No Education Listed
