Enterprise Architect – Presales, Retail & Manufacturing

This is a fully remote position, open to applicants in New York, +2 more states.

📋 Description

• Design solutions involving hardware, software, services, as-a-service offerings, and third-party components to achieve desired business outcomes for customers.

• Create and present precise, engaging proposals that fulfill both the business and technical requirements of customers.

• Offer technical expertise to sales teams and clients through presentations and demonstrations of products and solutions.

• Emphasize technical selling for clients and partners in the Manufacturing and Retail sectors.

• Oversee complex proposal design and effectively communicate measurable business value.

• Manage expectations of customers and stakeholders within the company while mitigating associated risks.

• Convert functional requirements into technical designs that are optimized for workload.

• Address the IT trends, needs, gaps, and unmet requirements of end customers.

• Lead teams in creating and presenting outcome-oriented solutions to address customer business challenges.

• Articulate the value propositions of HPE solutions in line with customer business objectives.

• Stay updated on current, emerging, and related technologies and trends.

• Participate in industry events, conferences, social media, and business gatherings.

• Keep an eye on the competitive landscape.

• Facilitate account business planning and utilize knowledge of the industry and customer environments.

• Engage in in-depth discussions with clients and account teams to identify needs and outline transformation strategies.

• Recognize technical trade-offs, risks, and options for remediation.

• Coordinate with internal account teams and partners to formulate solution strategies.

• Share knowledge with external partners.

• Develop account pipelines through enhancements, upselling, and cross-selling opportunities.

• Monitor and support deals through to closure.

• Prioritize sales activities based on insights from the pipeline.

• Take part in sales forecast meetings and expedite the sales lifecycle.

• Document activities throughout the sales cycle and share best practices.

• Cultivate consultative relationships with VPs, CxOs, LOB management, and influential customer leaders.

• Anticipate customer needs and collaborate with partners to develop innovative solutions and drive demand.

• Share insights with peers and contribute to the development of expertise within the Presales community.

⛳️ Requirements

• Preferred advanced degree in technology or a related field, or equivalent technical qualifications.

• Minimum of 8 years of technical experience in IT, with a focus on technical consulting and solution selling.

• At least 2 relevant industry-standard technology certifications or equivalent experience expected.

• Familiarity with enterprise architecture frameworks and project management methodologies and certifications is a plus, but not mandatory.

• Proficient in solution configurations, architecture design, demonstrations, and proofs of concept.

• In-depth knowledge of HPE products, software, services, solution domains, and related areas.

• Extensive working knowledge of as-a-service business models and ecosystems.

• Strong skills in cross-functional collaboration and generating subscription/aaS revenue.

• Exceptional written, verbal, and nonverbal communication skills suitable for executive-level interactions.

• Proficiency in English and applicable local languages as required.

• Solid understanding of financial and business principles, including sales cycles, funnel management, KPIs, TCO/ROI, and financial models.

• Expertise in consultative and value-selling techniques, advisory influence, executive presence, presenting, whiteboarding, storytelling, objection handling, and closing sales.

• Familiarity with HPE business, technical tools, and CRM systems.

• Strong resource management abilities.

• Practical experience with various products, solutions, tools, or services.

• Capability to design demonstration and product walkthrough playbooks.

• Skill in delivering live demonstrations and walkthroughs.

• Proficient in project and time management, as well as analytical and problem-solving skills.

• Awareness of partner offerings and market entry strategies.

• Strategic planning and account planning expertise.

🏝️ Benefits

• Comprehensive health and wellness benefits that support physical, financial, and emotional well-being.

• Opportunities for personal and professional development.

• Flexible work arrangements to balance work and personal commitments.

• Options for remote/teleworking arrangements.

• Accessibility accommodations available during the application or interview process.