Solution Architect - HPC/AI (Federal)

Hewlett Packard Enterprise • All, Virginia, United States of America, WV

1d • $146,000 - $343,000 • Remote

About The Position

HPE is seeking a Solution Architect to support Federal High Performance Computing and Artificial Intelligence Sales. The Solution Architect (SA) is responsible for delivering business value to HPE customers by architecting effective end-to-end solutions, which address the customer’s business problems, needs, and opportunities in a manner consistent with HPE’s strategic and business goals. As the primary technical interface with the customer, candidate must be able to recognize customer needs, interpret them and produce comprehensive solutions.

Requirements

• University technical degree or equivalent technical qualifications.
• 8+ years of technical experience in IT with a focus on technical consulting and solution selling.
• Designing large scale solutions utilizing various network topologies.
• Knowledge-based as well as 1+ experienced-based relevant industry certifications very strongly preferred.
• Advanced experience participating in and leading solution configurations and the creation of demos and proofs-of-concept (POC) to meet customer requirements.
• Advanced understanding of the company portfolio of products, software, services, solution domain specialization, adjacent solution domain(s), and how they can be combined to address customer needs.
• Advanced ability to translate aaS and complete ecosystem, differentiated value, solutions, and workloads and ability to prioritize aaS offerings and consumption models that will achieve the customer’s outcomes and greatest return.
• Advanced understanding of aaS business model variations.
• Advanced ability to collaborate cross-functionally to ensure consistency of output and meet aaS strategic goals.
• Advanced written and verbal communication skills, including active listening and storytelling, and the ability to communicate in English and applicable local languages as needed to perform job requirements.
• Demonstrates advanced discussion and persuasion skills used to support company point-of-view, while respectfully questioning and challenging proposed solutions.
• Advanced business and financial acumen—sales cycle, pipeline growth, reporting, ability to influence, business strategy linkage— with an understanding of functional responsibilities of various customer business roles, including typical KPIs important to, CxOs and line-of-business (LOB) executives; knowledgeable about TCO/ROI concepts and calculations, financial models, and understand how customers generate revenue.
• Advanced consultative/value selling skills, including, whiteboarding, objection handling, and closing skills to proactively help customers make business decisions.
• Advanced company business knowledge, technical tools, and standard customer relationship management (CRM) systems and tools.
• Advanced resource management skills, including how and when to effectively engage SMEs/specialists.
• Hands on experience with one or more products, solutions, tools, or services aligned to respective job responsibility.
• Ability to design and develop a playbook for demonstrations or walk throughs of products, solutions, tools, or service.
• Ability to deliver live demonstrations or walk throughs of products, solutions, tools, or service to customers, partners, and other stakeholders.
• Advanced project and time management knowledge or experience with excellent analytical and problem-solving skills, including appropriate due diligence.
• Advanced knowledge of partner offerings and how/when to leverage them for deals within an area of specialization, understanding of the company's go-to-market strategy.
• Advanced understanding of Geo application of company’s go-to-market strategy as it relates to partners; has broad knowledge of partner offerings, along with how/when to leverage them for deals.
• Advanced strategic planning and account planning skills, as well as being an expert at using business and technical tools, and standard customer relationship management (CRM) systems.
• Knowledge of various GPUs.
• Travel up to 25% based on customer and business needs.

Nice To Haves

• Advanced degree in technology preferred.
• Enterprise architecture frameworks and project management methodologies and certifications are helpful, but not required.
• Knowledge in the design of AI Factories is a plus.
• Knowledge of HPC, Infiniband, Spectrum X preferred.

Responsibilities

• Conduct product presentations, system architecture and design, developing technical responses to RFIs/RFPs, and supporting customer expectations and escalations.
• Demonstrates in-depth knowledge of high performance computing, company products and solutions as well as customers' technical and business environment. Applies knowledge to translate the functional view into a technical view and architect complex solutions and deliver joint business success.
• Partners with the account team to build the customer relationship at all levels by advocating and presenting technical strategies for customer's transformation. Reviews account pipeline to prioritize pursuit activities, and moves opportunities to close, ensuring proper utilization of time and resources.
• Solution evangelist for a specific technology or domain. Participates in deep-dive discussions and applies market intelligence and thought leadership to enhance proposed solutions and drive opportunity/demand generation for solution area(s).
• Leverages a deep knowledge of partner products by mapping the right partner to the right solution opportunity based partner on competencies and go-to-market strengths in relevant areas.
• Creates formal networks for collaboration and best practice sharing. Mentors and guides new solution architects in conceptual designs, technical depictions, and customizations essential for solution development.

Benefits

• Health & Wellbeing
• Personal & Professional Development
• Unconditional Inclusion

What This Job Offers

• Job Type: Full-time
• Career Level: Senior
• Education Level: Associate degree