Presales Technical Architect – Compute

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

📋 Description

• Convert customer requirements into HPE compute designs.

• Create and verify configurations and bills of materials.

• Conduct configuration validation and address first-pass errors prior to quotes.

• Address technical aspects of RFPs and RFIs.

• Provide solution presentations and conduct customer demonstrations.

• Assist with proofs of concept and benchmarks.

• Transfer validated designs to delivery and services teams.

• Remain engaged during the implementation phase.

• Keep compute certifications current and incorporate field insights back into the practice.

• Clearly communicate proposals and ensure alignment with customer business and technical requirements.

• Identify risks, value propositions, IT trends, requirements, and unmet needs.

• Transform functional designs into scalable technical architectures.

• Articulate solution value propositions and differentiators.

• Monitor industry trends, emerging technologies, competitors, and customer technical environments.

• Guide customers on technology migration and integration.

• Contribute content, presentations, demonstrations, and booth support at industry conferences.

• Engage in in-depth discussions, business planning, and solution design.

• Balance costs, scope, scale, and benefits effectively.

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

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

• Develop pipeline through enhancements, upselling, and cross-selling initiatives.

• Monitor pipelines, nurture deals, and engage in sales forecasting meetings.

• Document sales-cycle activities and share best practices.

• Build relationships with customer technical teams and executives.

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

⛳️ Requirements

• First-level university technical degree or equivalent technical qualifications.

• Advanced degree in technology is preferred.

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

• Relevant industry certifications are strongly preferred.

• Proven experience with solution configurations, demonstrations, and proofs-of-concept (POC).

• Understanding of company solution offerings, products, software, services, and their applications.

• Working knowledge of as-a-service (aaS) business models and ecosystems.

• Proficient written and verbal communication skills, including English and necessary local languages.

• Strong discussion and persuasion abilities.

• Business and financial acumen, including understanding sales cycles, pipeline growth, reporting, and business strategy.

• Familiarity with KPIs, TCO/ROI concepts, financial models, and customer revenue generation.

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

• Knowledge of business principles, technical tools, and CRM systems.

• Resource management abilities and capability to engage SMEs/specialists.

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

• Capability to design demonstration or walkthrough playbooks.

• Proficiency in delivering live demonstrations or walkthroughs.

• Project and time management skills, along with analytical and problem-solving capabilities.

• Awareness of partner offerings and partner collaboration strategies.

• Understanding of geographic go-to-market strategies related to partners.

• Strategic and account planning skills, alongside proficiency with business and CRM tools.

🏝️ Benefits

• Comprehensive benefits supporting physical, financial, and emotional wellbeing.

• Personal and professional development programs.

• Flexible management of work and personal needs.

• Inclusive workplace environment.

• Reasonable accommodations during the application/interview process for individuals with disabilities.