Hybrid Cloud Presales Solution Architect
This role has been designed as ‘Hybrid’ with an expectation that you will work on average 2 days per week from an HPE office.
Hewlett Packard Enterprise is the global edge-to-cloud company advancing the way people live and work. We help companies connect, protect, analyze, and act on their data and applications wherever they live, from edge to cloud, so they can turn insights into outcomes at the speed required to thrive in today’s complex world. Our culture thrives on finding new and better ways to accelerate what’s next. We know varied backgrounds are valued and succeed here. We have the flexibility to manage our work and personal needs. We make bold moves, together, and are a force for good. If you are looking to stretch and grow your career our culture will embrace you. Open up opportunities with HPE.
Job Description:
Responsibilities:
Demonstrates in-depth knowledge within the company in one or more solution domains as well as the customer's technical and business environment.
Orchestrates the design of complex proposals to deliver and communicate tangible business value to customers.
Critical review proposal, applies market intelligence and thought leadership to translate the functional view into a technical view, enhancing proposed workload-optimized solutions.
Provides input to all global business units to address key end-customer IT trends, requirements, gaps, or unmet needs.
Communicates HPE’s end solution value propositions in the language of the customer and demonstrates how the proposition aligns to business outcomes and customer needs.
Develops and maintains adjacent technology knowledge, along with in-depth knowledge of current and emerging technologies and trends.
Drives the Account Business Planning process, leverage knowledge of industry trends and the customer’s technical environment.
Facilitates and leads deep-dive discussions with the client and accounts teams to build customer relationships, understand business needs, evaluate the customer's ecosystem and advocate and present technical strategies for a customer's transformation.
Proactively builds the pipeline by identifying opportunities (e.g., enhancements, unmet or unrecognized needs, up-selling, and cross-selling opportunities) within the account.
Documents ongoing work (activities, tasks) throughout the sales cycle using specific tools and resources and sharing best practices with peers and partners to collaborate more effectively.
Engages with and builds consultative presence and advisory influence with VPs, CxO, and line-of-business (LOB) management and customer thought leaders.
Anticipates customer needs and proactively engages partners and resources to design innovative solutions and generate customer demand.
Proactively shares knowledge with peers and actively helps develop knowledge and expertise within the Presales community.
Education and Experience:
Advanced degree in technology or related field preferred, or equivalent technical qualifications
8+ years of technical experience in IT with a focus on technical consulting and solution selling;
2+ Industry standard relevant technology certifications or equivalent experience expected.
Enterprise architecture frameworks and project management methodologies and certifications are helpful, but not required.
Fluency in Swedish language and in English
Knowledge and Skills:
Advanced experience leading solution configurations and overall architecture design and creating, managing, and positioning demos and proofs-of-concept (POC) to meet customer requirements.
Advanced understanding of the company portfolio of products, software, services, solution domain specialization, and adjacent solution domain(s), showing how they can be combined to address customer needs, and how the workload solution can be adapted for strategic customer and industry solutions.
Expertise and deep working knowledge with the as-a-service (aaS) business model, business value, and complete ecosystem and how that drives aaS strategic goals within one or more domains.
Mastery of written, verbal and nonverbal communication skills, including active listening and storytelling, with ability to communicate in English and applicable local languages as need to perform job requirements.
Demonstrates advanced discussion and persuasion skills used to support company point-of-view, while respectfully questioning and challenging proposed solutions.
Unique mastery of consultative and value selling skills, advisory influence, and executive gravitas, including presenting, white boarding, storytelling, objection-handling, and closing skills.
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.
Understanding of company’s preferred go-to-market strategy, global context, coverage options relative to partners and has expert knowledge of partner offerings, along with how/when to leverage them for deals within area of specialization.
Accountability, Accountability, Active Learning, Active Listening, Assertiveness, Bias, Building Rapport, Buyer Personas, Coaching, Complex Sales, Creativity, Critical Thinking, Cross-Functional Teamwork, Customer Experience Strategy, Customer Interactions, Design Thinking, Empathy, Financial Acumen, Follow-Through, Growth Mindset, Identifying Sales Opportunities, Industry Knowledge, Intellectual Curiosity (Inactive), Long Term Planning, Managing Ambiguity {+ 6 more}
Health & Wellbeing
We strive to provide our team members and their loved ones with a comprehensive suite of benefits that supports their physical, financial and emotional wellbeing.
Personal & Professional Development
We also invest in your career because the better you are, the better we all are. We have specific programs catered to helping you reach any career goals you have — whether you want to become a knowledge expert in your field or apply your skills to another division.
Unconditional Inclusion
We are unconditionally inclusive in the way we work and celebrate individual uniqueness. We know varied backgrounds are valued and succeed here. We have the flexibility to manage our work and personal needs. We make bold moves, together, and are a force for good.
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Job:
Sales
Job Level:
TCP_05
HPE is an Equal Employment Opportunity/ Veterans/Disabled/LGBT employer. We do not discriminate on the basis of race, gender, or any other protected category, and all decisions we make are made on the basis of qualifications, merit, and business need. Our goal is to be one global team that is representative of our customers, in an inclusive environment where we can continue to innovate and grow together. Please click here: Equal Employment Opportunity.
Hewlett Packard Enterprise is EEO Protected Veteran/ Individual with Disabilities.
HPE will comply with all applicable laws related to employer use of arrest and conviction records, including laws requiring employers to consider for employment qualified applicants with criminal histories.
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It has come to HPE’s attention that there has been an increase in recruitment fraud whereby scammer impersonate HPE or HPE-authorized recruiting agencies and offer fake employment opportunities to candidates. These scammers often seek to obtain personal information or money from candidates.
Please note that Hewlett Packard Enterprise (HPE), its direct and indirect subsidiaries and affiliated companies, and its authorized recruitment agencies/vendors will never charge any candidate a registration fee, hiring fee, or any other fee in connection with its recruitment and hiring process. The credentials of any hiring agency that claims to be working with HPE for recruitment of talent should be verified by candidates and candidates shall be solely responsible to conduct such verification. Any candidate/individual who relies on the erroneous representations made by fraudulent employment agencies does so at their own risk, and HPE disclaims liability for any damages or claims that may result from any such communication.
