Senior Presales Architect- Data Solutions
This role has been designated as 'Remote/Teleworker', which means you will primarily work from home.
Job Description:The Solution Architect - Data Solutions Presales provides deep technical expertise in hardware, software, and services to create and deliver solutions that meet customers' business needs. They build and maintain effective customer relationships to ensure customer satisfaction. Awareness spans the full company portfolio (hardware, software, services, and everything-as-a-service) in deal-pursuit situations. They develop knowledge of adjacent, leading-edge, and emerging technologies, and guide customers on how to migrate and/or integrate technologies in new or existing environments. This role typically aligns with a specific business segment or set of customers.
This role seeks candidates in the San Jose, CA area, as they will meet regularly with Bay Area customers. It may also support work with Federal customers, requiring U.S. citizenship.Responsibilities:- Participates in deep-dive discussions, gathers customer technical needs, and assesses current IT infrastructure, goals, and strategies for future changes and development
- Translates the technical view into an implementation view to architect an overall technical solution and define technical alternatives and potential shortcomings.
- Collaborates with account teams and other company organizations to develop and communicate key value propositions and negotiation points for a specific product set and technology.
- Delivers compelling presentations addressing specific requirements and expectations, linking solution features and functions with tangible business benefits that meet customer challenges.
- Protects and expands HPE's customer installed base by leveraging new technologies, upgrades, and refreshes, and develops strategies to counter likely competitive threats.
- Ensures sales pipeline information is updated and accurately reflects the technical solutions and status of the technical win, while supporting deal nurturing and movement toward close.
- Facilitates a smooth transition from sales to implementation by orienting the appropriate teams to the technical solution design and identifying related training needs.
Education and Experience:- Presales Solution Architect or Sales Engineer experience
- Located locally for customers in the San Jose, CA area
- 5+ years of experience in presales
- Successful experience designing and selling storage solutions for structured and unstructured data, data protection, data availability, and cyber resilience
- Strong relationships with HPE channel partners in the region, such as WWT, CDW, SHI, Insight, IIS, Computacenter, and BlueAlly
- Strong communication skills: technical and business writing, public speaking, classroom instruction, active listening, and information discovery
- Experience working with large and complex enterprise customers
- Experience running infrastructure and software Proof of Concepts
Preferred Qualifications- Experience working with customers in the public cloud, MSP, or telco business segments
- Experience designing and selling HPE data solutions, including Alletra B10000/X10000, Data Fabric, GreenLake for File/VAST, StoreOnce, and Zerto
- Experience designing and selling HPE private cloud solutions, including Morpheus Software, PC1000/SimpliVity, PC3000/dHCI, PC7000/PCE, HPE IaaS/Flex, PCAI, and OpsRamp
- Experience designing and selling or competing against HPE's most significant competitors, such as Dell, NetApp, Pure, and Nutanix
- Experience architecting virtual or hypervisor environments, including HPE HVM, VMware, Azure Stack, Hyper-V, Acropolis, Red Hat, or other KVM-based solutions
- Experience architecting hybrid cloud environments, including hypercalers like AWS, Azure, and GCP
Knowledge and Skills:- Demonstrates excellent technical skills in the assigned area of specialization (Data Services)
- Knowledge of the company's offerings, strategic initiatives, current trends, competitor products, and strategies in the area of responsibility
- Excellent written and verbal communication skills and mastery of English and local languages
- Demonstrates excellent consultative selling techniques, including active listening, outcome-based selling, whiteboarding, and storytelling
- Knowledge of company business, technical tools, and standard CRM systems and tools
- Working knowledge and usage of social media, blogging, and related information-sharing technologies
- Knowledge of ecosystem and channel partner offerings and how to effectively access, engage, and collaborate with them
- Knowledge-based and experience-based industry certifications strongly preferred
- Project management skills or experience, with excellent analytical and problem-solving skills, including appropriate due diligence
- Business and financial acumen, with an understanding of the functional responsibilities of various customer business roles
- Experience architecting solutions and building related hardware and software configurations
- Experience planning and carrying out competitive proof of concepts showing how solutions meet customer requirements
AccessibilityHPE is committed to creating an inclusive and accessible workplace and encourages applications from all qualified individuals, including those with disabilities. If you believe you require accommodation during any stage of the application or interview process, please submit your request by completing our secure form linked here.
Note: This option is reserved for applicants needing assistance/reasonable accommodation related to a disability.
What We Can Offer You:Health & WellbeingWe 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 DevelopmentWe 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 InclusionWe 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_04
"The expected salary/wage range for this position is provided below. Actual offer may vary from this range based upon geographic location, work experience, education/training, and/or skill level.
- United States of America: Annual Salary USD 166,000 - 343,000 in California
This range reflects the minimum to maximum combined base and target-level sales compensation that would be paid if the hire performs at 100% of their sales plan. Of that on-target pay amount, the mix of base salary and target-level sales compensation is 80%/20%."
Information about employee benefits offered in the US can be found at https://myhperewards.com/main/new-hire-enrollment.html
