NA A&PS Presales Solution Architect

This is a fully remote position, open to applicants in California, +4 more states.

📋 Description

• Design solutions that align with customer business objectives across HPE’s hardware, software, services, and as-a-service offerings.

• Craft and critically assess customer proposals.

• Ensure that customer business and technical needs are fulfilled.

• Quantify business challenges and articulate business value.

• Evaluate the strengths and weaknesses of proposed solutions.

• Provide insights on IT trends, requirements, gaps, and unmet needs.

• Convert outcome-oriented solutions into functional, technical, and scalable architectures.

• Communicate the value propositions of solutions to customers.

• Monitor emerging technologies and industry trends.

• Support conferences and industry events through content creation, presentations, demonstrations, and booth activities.

• Gather and utilize competitive intelligence.

• Lead account business planning based on industry trends and customer contexts.

• Collaborate with account teams in in-depth discussions and customer transformation strategies.

• Produce comparative analyses of different approaches.

• Develop, configure, and optimize workload solutions to balance cost, scope, scale, boundaries, and benefits.

• Utilize partner products and services in customer solutions.

• Transfer expertise to external partners.

• Build account pipeline through new opportunities, upselling, cross-selling, and identifying unmet needs.

• Oversee pipelines and cultivate deals from opportunity through to closure.

• Prioritize sales activities and resources based on pipeline insights.

• Participate in sales forecast meetings and assist in accelerating the sales lifecycle.

• Document sales-cycle activities utilizing designated tools and share best practices.

• Establish relationships with customer executives.

• Share expertise with colleagues and mentor junior team members.

⛳️ Requirements

• Bachelor's degree in a technical field or equivalent technical qualifications.

• 8–12 years of technical experience in IT, focusing on technical consulting and solution selling.

• Strong preference for knowledge-based and 1+ experience-based relevant industry certifications.

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

• Advanced experience in leading solution configurations and creating demonstrations and proofs-of-concept (POCs).

• In-depth understanding of HPE products, software, services, solution domains, adjacent domains, and ecosystem combinations.

• Proficient in translating as-a-service (aaS) offerings, ecosystems, value propositions, solutions, and workloads into customer outcomes.

• Strong grasp of variations in the aaS business model.

• Exceptional cross-functional collaboration abilities.

• Excellent written and verbal communication skills, including active listening and storytelling.

• Proficiency in English and relevant local languages as required.

• Advanced discussion and persuasion skills.

• Strong business and financial acumen, including familiarity with sales cycles, pipeline growth, reporting, business strategy, TCO/ROI concepts, financial models, and customer revenue generation.

• Advanced consultative/value selling capabilities, including whiteboarding, objection handling, and closing techniques.

• Extensive knowledge of company business, technical tools, and CRM systems.

• Advanced resource management skills with the ability to engage SMEs/specialists.

• Hands-on experience with products, solutions, tools, or services relevant to the role.

• Ability to design and develop demonstration or walkthrough playbooks.

• Capability to deliver live demonstrations or walkthroughs to customers, partners, and stakeholders.

• Advanced knowledge or experience in project and time management.

• Strong analytical and problem-solving skills.

• In-depth knowledge of partner offerings and go-to-market strategies.

• Advanced strategic and account planning expertise.

• Expert usage of business, technical, and CRM tools.

• Must be eligible to work in the United States; available locations include Virginia, Texas, Illinois, California, and the District of Columbia.

🏝️ Benefits

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

• Opportunities for personal and professional development.

• Flexible work arrangements to accommodate work and personal needs.

• Accessibility accommodations available during the application or interview process.

• Employee benefits information accessible via HPE’s US benefits portal.