Presales Technical Architect – Compute

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

📋 Description

• Convert customer needs into HPE compute designs.

• Create and verify configurations along with bills of materials.

• Conduct configuration validation and address initial errors prior to quote issuance.

• Address technical components of RFPs and RFIs.

• Present solutions and conduct customer demonstrations.

• Assist with proofs of concept and benchmarks.

• Transition validated designs to delivery and services teams.

• Stay involved from the start of implementation.

• Keep compute certifications up to date and share insights from the field with the practice.

• Utilize in-depth knowledge of HPE’s offerings to fulfill customer business and technical requirements.

• Identify risks, value points, trends, gaps, and unmet customer needs.

• Convert functional designs into scalable technical architectures.

• Articulate solution value propositions and unique features.

• Design and implement solutions that align with customer specifications.

• Engage in detailed discussions, business planning, sales forecasting, and account strategy.

• Collaborate with HPE and partner account teams on value propositions and intricate solutions.

• Align partners with opportunities and facilitate knowledge transfer to external partners.

• Foster pipeline growth through upselling, cross-selling, enhancements, and addressing unmet needs.

• Oversee pipelines and cultivate deals from opportunity to closure.

• Document sales-cycle activities and share best practices.

• Build relationships with customer technical teams and executives.

• Share expertise with colleagues and assist in the development of junior team members.

• Contribute to conferences, industry events, presentations, demos, booth support, and social media.

⛳️ Requirements

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

• Advanced degree in technology is preferred.

• More than 4 years of technical experience in IT, focusing on technical consulting and solution selling.

• Relevant industry certifications are highly desirable.

• Experience in solution configurations and creating demos and proofs of concept.

• Familiarity with HPE solution offerings, products, software, services, and portfolio applications.

• Strong understanding of as-a-service business models and ecosystems.

• Proficient written and verbal communication skills.

• Ability to communicate effectively in English and relevant local languages as necessary.

• Skills in discussion and persuasion.

• Business and financial acumen, including knowledge of sales cycles, pipeline growth, reporting, and business strategy alignment.

• Understanding of KPIs, TCO/ROI concepts and calculations, financial models, and revenue generation for customers.

• Consultative and value-selling competencies, including whiteboarding, objection handling, and closing techniques.

• Familiarity with company operations, technical tools, and CRM systems.

• Resource management skills and the ability to engage subject matter experts/specialists.

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

• Capability to design demonstration or product walkthrough playbooks.

• Ability to conduct live demonstrations or walkthroughs.

• Proficient project and time management skills.

• Strong analytical and problem-solving abilities.

• Knowledge of partner offerings and collaboration with partners.

• Skills in strategic planning and account planning.

• Proficiency in using business, technical, and CRM tools.

🏝️ Benefits

• Comprehensive benefits that promote physical, financial, and emotional wellbeing.

• Programs for personal and professional development.

• Opportunities for career advancement.

• An inclusive workplace environment.

• Flexible management of work and personal needs.

• Remote or telecommuting work options.