Channel Presales Architect, Storage
Hewlett Packard Enterprise
full-time
Posted on:
Location Type: Hybrid
Location: Manchester • 🇬🇧 United Kingdom
Visit company websiteJob Level
SeniorLead
About the role
- Responsible for architecting solutions that will achieve customer business outcomes either within a specific technical domain, or across the broader company portfolio.
- Develops and articulates compelling, accurate, and relevant proposals and ensures customer's business and technical requirements are met.
- Provides technical expertise to sales teams and customers aimed at gaining the customer mindshare within their domain.
- Demonstrates in-depth knowledge in one or more solution domains, company products, services, and solutions as well as the customer’s technical and business environment.
- Develops compelling customer proposals and critically reviews them.
- Communicates how the solution value propositions address customer business needs.
- Participates in deep-dive discussions and partners with the account team to build customer relationships at all levels.
- Produces in-depth comparative analysis of alternative approaches to meet solution requirements.
- Actively participates in sales forecast meetings and provides feedback to accelerate the sales lifecycle.
- Builds strong professional relationships with customer key executives across the business and industry.
- Proactively shares knowledge with peers and helps develop more junior team members.
Requirements
- First-level university technical degree or equivalent technical qualifications
- Advanced degree in technology preferred
- 8–12 years of technical experience in IT with a focus on technical consulting and solution selling
- Knowledge-based and 1+ experienced-based relevant industry certifications very strongly preferred
- Advanced experience participating in and leading solution configurations and the creation of demos and proofs-of-concept (POC) to meet customer requirements
- Advanced understanding of the company portfolio of products, software, services, solution domain specialization, adjacent solution domain(s), and how they can be combined to address customer needs.
- Advanced ability to translate aaS and complete ecosystem, differentiated value, solutions, and workloads and ability to prioritize aaS offerings and consumption models that will achieve the customer’s outcomes and greatest return.
- Advanced understanding of aaS business model variations.
- Advanced ability to collaborate cross-functionally to ensure consistency of output and meet aaS strategic goals.
- Advanced written and verbal communication skills, including active listening and storytelling, and the ability to communicate in English and applicable local languages as needed to perform job requirements.
- Demonstrates advanced discussion and persuasion skills used to support company point-of-view, while respectfully questioning and challenging proposed solutions.
- Advanced business and financial acumen—sales cycle, pipeline growth, reporting, ability to influence, business strategy linkage—with an understanding of functional responsibilities of various customer business roles, including typical KPIs important to, CxOs and line-of-business (LOB) executives; knowledgeable about TCO/ROI concepts and calculations, financial models, and understand how customers generate revenue.
- Advanced consultative/value selling skills, including, whiteboarding, objection handling, and closing skills to proactively help customers make business decisions.
- Advanced company business knowledge, technical tools, and standard customer relationship management (CRM) systems and tools.
- Advanced resource management skills, including how and when to effectively engage SMEs/specialists.
- Hands-on experience with one or more products, solutions, tools, or services aligned to respective job responsibility.
- Ability to design and develop a playbook for demonstrations or walk-throughs of products, solutions, tools, or service.
- Ability to deliver live demonstrations or walk-throughs of products, solutions, tools, or service to customers, partners, and other stakeholders.
- Advanced project and time management knowledge or experience with excellent analytical and problem-solving skills, including appropriate due diligence.
- Advanced knowledge of partner offerings and how/when to leverage them for deals within an area of specialization, understanding of the company's go-to-market strategy.
- Advanced understanding of Geo application of company’s go-to-market strategy as it relates to partners; has broad knowledge of partner offerings, along with how/when to leverage them for deals.
Benefits
- Health & Wellbeing
- Personal & Professional Development
- Unconditional Inclusion
Applicant Tracking System Keywords
Tip: use these terms in your resume and cover letter to boost ATS matches.
Hard skills
technical consultingsolution sellingsolution configurationsdemosproofs-of-conceptaaS business modelfinancial modelsconsultative sellingproject managementanalytical skills
Soft skills
communication skillsactive listeningstorytellingpersuasion skillscollaborationresource managementproblem-solvingrelationship buildingobjection handlingtime management
Certifications
industry certificationstechnical qualifications