Storage Senior Presales Architect

Hewlett Packard Enterprise•All, NY

3d•$151,500 - $355,000•Remote

About The Position

The Solution Architect provides deep technical expertise in hardware, software, or services to create and deliver proposals that meet customer business needs. The role builds and maintains customer relationships and draws on awareness of the company’s portfolio—including hardware, software, services, and everything as a service—to support deal pursuits. It also develops knowledge of adjacent, leading-edge, and emerging technologies and advises customers on migrating to or integrating technologies in new or existing environments. The position is typically aligned to a specific business unit, though in smaller markets it may provide deep technical expertise across multiple product or service areas. This remote/teleworker role focuses on storage, data and cyber resiliency, data fabric, and data lifecycle management. The architect assesses customer infrastructure and technical needs, designs solutions, communicates business value, supports competitive positioning, and facilitates the transition from sales to implementation. The position is with Hewlett Packard Enterprise.

Requirements

At least 4 years of selling experience with a major storage company such as Dell/EMC, Pure, or NetApp.
At least 4 years of data and cyber resiliency experience, including data protection and security against ransomware, disaster recovery planning, backup, and recovery; knowledge of Zerto, Cohesity, and Veeam is required.
At least 4 years of data fabric experience, including understanding enterprise storage technology.
At least 4 years of single-plane data management experience across the data lifecycle, including creating, storing, securing, protecting, replicating, archiving, and recovering data.
Experience solving problems and driving positive business outcomes for customers.
Ability to demonstrate solution architect experience and use critical thinking to design and architect solutions that retain, grow, and win customer accounts.
Deep hands-on technical expertise in pitching, demonstrating, and architecting complex solutions.
Demonstrable knowledge of virtualization and at least two application stacks, such as MSSQL, Oracle, or SAP.
Hands-on working knowledge of at least one major public cloud platform: Amazon, Azure, or Google.
Expertise selling a complete data lifecycle management portfolio, including block, file, backup, and ransomware protection.
Deep competitive knowledge of at least one major storage vendor and demonstrable knowledge of the storage industry and its major trends.
Self-starter able to ramp quickly.
Bachelor’s degree in engineering or from a technical university.
Deep technical skills in the assigned specialization and good knowledge of company offerings, strategic initiatives, current trends, and competitor products and strategies.
Excellent written and verbal communication skills, with mastery of English and local languages.
Excellent consultative selling techniques, including active listening, framing, 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 partner offerings and how to access, engage, and collaborate with partners effectively.
Strong project management skills or experience, with analytical and problem-solving skills, including appropriate due diligence.
Strong business and financial acumen, including understanding the functional responsibilities of customer business roles.
Experience participating in solution configurations and creating proofs of concept to meet customer requirements.

Nice To Haves

Experience with data for AI, including understanding how data services and storage relate to AI and how they can be positioned, designed, architected, and sold.
Experience with HPE AI.
Experience with HPE products.
Public cloud certifications.
Knowledge-based and experience-based industry certifications.
Deep expertise in a major vertical such as financial services, manufacturing, or healthcare, and related solutions.

Responsibilities

Participate in deep-dive discussions to gather customer technical needs, assess current IT infrastructure, and translate technical requirements into an implementation view for an overall solution.
Define technical alternatives and identify possible shortcomings of proposed solutions.
Collaborate with account teams and other company organizations to develop and communicate value propositions and negotiation points for products and technologies.
Deliver persuasive presentations that connect solution features and functions to tangible business benefits and customer challenges.
Protect and expand HPE’s customer footprint through new technologies, upgrades, and refreshes, and develop strategies to counter competitive threats.
Maintain accurate pipeline information for the area of responsibility, nurture deals, and move opportunities toward close.
Facilitate the transition from sales to implementation by orienting relevant teams to the technical solution design and identifying training needs.