Senior Presales Architect- Data Solutions

Hewlett Packard Enterprise • San Jose, CA

7d • $172,000 - $355,000 • Remote

About The Position

The Senior Presales Architect provides deep technical expertise in hardware, software, and services to create and deliver data solutions that meet customers’ business needs. The role builds and maintains customer relationships, understands HPE’s portfolio across hardware, software, services, and everything-as-a-service, and guides customers on adopting, migrating, or integrating technologies in new and existing environments. It typically supports a specific business segment or group of customers.

The role is designated Remote/Teleworker, primarily working from home. The position seeks candidates in the San Jose, California area who can meet regularly with customers in the Bay Area and across the western United States. It may also support Federal customers, which requires U.S. citizenship.

Requirements

• Experience as a Presales Solution Architect or Sales Engineer.
• Located locally for customers in the San Jose, California area.
• At least 5 years of presales experience.
• Successful 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 communication skills, including 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 proofs of concept.
• Excellent technical skills in Data Services and knowledge of company offerings, strategic initiatives, industry trends, competitor products, and strategies.
• 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, 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 related hardware and software configurations.
• Experience planning and conducting competitive proofs of concept to demonstrate how solutions meet customer requirements.

Nice To Haves

• Knowledge-based and experience-based industry certifications are strongly preferred.
• 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.

Responsibilities

• Participate in deep-dive discussions, gather customers’ technical needs, and assess their 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 presentations that address customer requirements and expectations, connecting solution features and functions to tangible business benefits.
• Protect and expand HPE’s installed customer base by leveraging new technologies, upgrades, and refreshes, and develop strategies to counter competitive threats.
• Keep sales pipeline information updated and accurate regarding technical solutions and the status of the technical win, while supporting deal nurturing and progress toward close.
• Facilitate the transition from sales to implementation by orienting relevant teams to the technical solution design and identifying related training needs.

Benefits

• A comprehensive suite of benefits supporting physical, financial, and emotional wellbeing.
• Career development programs intended to help employees reach their career goals.

What This Job Offers

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