Senior Presales Technical Architect - Compute : Cloud Solution Provider

Hewlett Packard Enterprise•San Jose, CA

1d•$172,000 - $355,000•Remote

About The Position

Hewlett Packard Enterprise is seeking a Senior Presales Technical Architect focused on Compute for its Cloud Solution Provider business. The role leads solution architecture for large, multi-phase compute pursuits, including AI factories, GPU clusters, and high-density liquid-cooled environments built on HPE ProLiant Compute. It designs and sizes accelerated-compute solutions around NVIDIA GPU generations and interconnect choices, setting accurate expectations for performance, power, cooling, and cost. The architect owns the design and configuration process, turning architecture into validated, buildable configurations with accurate bills of materials, power and cooling sizing, and factory-integration-ready output. The position produces customer-ready architecture diagrams, validated configurations and BOMs, capacity and power/cooling models, and TCO comparisons when required. It also works with customers, account teams, partners, and internal stakeholders to develop and communicate scalable technical solutions aligned with customer business outcomes, while supporting opportunities through the sales cycle.

Requirements

First-level university technical degree or equivalent technical qualifications.
At least 8 years of technical experience in IT, focused on technical consulting and solution selling.
Advanced knowledge of company products, software, services, solution domains, adjacent domains, and how offerings can be combined to address customer needs.
Advanced experience participating in and leading solution configurations and creating demonstrations and proofs of concept.
Advanced ability to translate aaS and ecosystem offerings, differentiated value, solutions, and workloads into customer outcomes and return; ability to prioritize aaS offerings and consumption models.
Advanced understanding of aaS business model variations.
Advanced ability to collaborate cross-functionally to ensure consistent output and meet aaS strategic goals.
Advanced written and verbal communication skills, including active listening and storytelling, and ability to communicate in English and applicable local languages as required.
Advanced discussion and persuasion skills to support the company’s point of view while respectfully questioning and challenging proposed solutions.
Advanced business and financial acumen, including sales cycles, pipeline growth, reporting, business strategy linkage, customer roles and KPIs, TCO/ROI concepts and calculations, financial models, and how customers generate revenue.
Advanced consultative and value-selling skills, including whiteboarding, objection handling, and closing.
Advanced company business knowledge and experience with technical tools and standard CRM systems.
Advanced resource management skills, including knowing how and when to engage subject-matter experts and specialists.
Hands-on experience with one or more products, solutions, tools, or services aligned to the role.
Ability to design and develop demonstration or walkthrough playbooks and deliver demonstrations or walkthroughs to customers, partners, and other stakeholders.
Advanced project and time management knowledge or experience, with strong analytical and problem-solving skills and appropriate due diligence.
Advanced knowledge of partner offerings, when and how to leverage them for deals in the area of specialization, and the company’s go-to-market strategy.
Advanced understanding of geographic application of the company’s go-to-market strategy as it relates to partners.
Advanced strategic and account planning skills, and expertise with business and technical tools and standard CRM systems.

Nice To Haves

Advanced degree in technology.
Knowledge-based and at least one experience-based relevant industry certification; strongly preferred.
Enterprise architecture frameworks and project management methodologies and certifications.

Responsibilities

Demonstrate in-depth knowledge of one or more solution domains, company products, services, and solutions, and the customer’s technical and business environment.
Develop and critically review customer proposals; manage internal and customer expectations and ensure proposed solutions meet business and technical requirements.
Quantify the impact of business problems, position business value, and assess strengths and weaknesses of proposed solutions against long-term business objectives.
Provide input to global business units regarding IT trends, requirements, gaps, and unmet needs.
Translate outcome-based solutions into functional designs aligned with customer needs, then into scalable technical designs and architectures.
Communicate how solution value propositions address customer business needs.
Track emerging technologies and incorporate technology and customer-industry trends into solution and account support.
Contribute to industry development through conference content, presentations, demonstrations, booth support, industry events, and social media monitoring.
Gather and apply competitive intelligence to account support.
Drive account business planning using knowledge of industry trends and the customer’s technical environment.
Partner with account teams in deep-dive discussions, build customer relationships at all levels, and advocate and present technical strategies for customer transformation.
Produce comparative analyses of alternative approaches to meet solution requirements.
Develop, configure, and right-size workload solutions, balancing cost, scope, scale, boundaries, and benefits to deliver value and improve win rates.
Leverage knowledge of partner products and services and the service provider/partner relationship with the customer; transfer knowledge to external partners.
Identify account opportunities such as enhancements, unmet needs, upselling, and cross-selling; build the pipeline and nurture active deals through close.
Monitor pipeline activity, use pipeline insights to prioritize time and resources, and participate in sales forecast meetings with feedback to accelerate the sales lifecycle.
Document activities and tasks throughout the sales cycle using designated tools and resources, and share best practices with peers and partners.
Build professional relationships with customer executives across business and industry.
Share knowledge with peers and help develop more junior team members.
Lead solution architecture for large, multi-phase compute pursuits, including AI factories, GPU clusters, and high-density liquid-cooled environments built on HPE ProLiant Compute.
Design and size accelerated-compute solutions around NVIDIA GPU generations and interconnect choices, setting expectations for performance, power, cooling, and cost.
Turn architecture into validated, buildable configurations with accurate bills of materials, power and cooling sizing, and factory-integration-ready output.
Produce customer-ready architecture diagrams, validated configurations and BOMs, capacity and power/cooling models, and TCO comparisons when required.
Participate in and lead solution configurations and the creation of demonstrations and proofs of concept to meet customer requirements.
Deliver demonstrations or walkthroughs of products, solutions, tools, or services to customers, partners, and other stakeholders.
Use consultative and value-selling skills, including whiteboarding, objection handling, and closing, to help customers make business decisions.
Engage subject-matter experts and specialists effectively and apply project and time management, analytical, and problem-solving skills.