Hewlett Packard Enterprise

HPC & AI Solution Architect

Hewlett Packard Enterprise

full-time

Posted on:

Location Type: Remote

Location: California • Texas • United States

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Salary

💰 $137,500 - $284,000 per year

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 (hardware, software, services, and as a service offerings) in combination with all necessary third-party components (e.g. software and integration)
  • 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 (through sales presentations, product/solution demonstrations, etc.) aimed at gaining the customer mindshare within their domain
  • Applies advanced knowledge of the company's portfolio, articulating proposals, and ensuring customer's business and technical needs are being met
  • Identifies key risks to ensure the customer's business and technical requirements are met, detailing key value points for the rest of the account team
  • Tracks industry trends and emerging technologies (as well as competitor offerings and activities) leveraging this knowledge with the customer’s technical environment
  • Communicates how the solution value proposition addresses customer business needs
  • Designs and delivers solutions aligned to customer's business requirements, leveraging knowledge of the industry and the customer's technical environment
  • Participates in deep-dive discussions and ability to articulate the value proposition, define key differentiators, and draft high-level solution designs
  • Collaborates proactively with account team leadership (HPE and Partners) to develop and communicate key value propositions, negotiation points, and identify overlooked opportunities within assigned accounts; uses expertise to lead the creation of complex solutions
  • Documents ongoing work (activities, tasks) throughout the sales cycle using specific tools and resources and sharing best practices with peers and partners to collaborate more effectively
  • Develops and nurtures professional working relationships with the customer technical teams and with key executives, based on an understanding of the customer's ecosystem, business needs, and how HPE can deliver value and business outcomes

Requirements

  • First-level university technical degree or equivalent technical qualifications
  • Advanced degree in technology preferred
  • 4–8 years of technical experience in IT with a focus on technical consulting and solution selling
  • Knowledge-based and experienced-based relevant industry certifications are strongly preferred
  • Well-developed experience participating in solution configurations and the creation of demos and proofs-of-concept (POC) to meet customer requirements
  • Well-developed understanding of company solution offerings and portfolio of products (and their application with strategic customers or industries), software, services, and how they can be combined to address customer needs
  • Well-developed, strong working knowledge with the as-a-service (aaS) business model, business value, complete ecosystem, and outcomes that drive aaS strategic goals within own domain
  • Well-developed written and verbal communication skills, including active listening and storytelling, and ability to communicate in English and applicable local languages (both in-person and virtual) as needed to perform job requirements
  • Demonstrates well-developed discussion and persuasion skills used to support the company point-of-view, while respectfully questioning and challenging proposed solutions
  • Well-developed 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
  • Understanding of typical KPIs is important to CxOs and line-of-business (LOB) executives; knowledgeable about TCO/ROI concepts and calculations, financial models, and understanding how customers generate revenue
  • Well-developed consultative and value selling skills, including whiteboarding, objection handling, and closing skills to proactively help customers make business decisions
  • Well-developed company business knowledge, technical tools, standard customer relationship management (CRM) systems and tools
  • Well-developed 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 services to customers, partners, and other stakeholders
  • Well-developed project and time management skills or experience, with excellent analytical and problem-solving skills, including appropriate due diligence
  • Well-developed knowledge of partners' offerings and how to effectively access, engage, and collaborate with them
  • Well-developed understanding of Geo application of company’s go-to-market strategy as it relates to partners, has a broad knowledge of partner offerings, along with how/when to leverage them for deals
  • Demonstrates well developed strategic planning and account planning skills and expert at using business and technical tools, and standard customer relationship management (CRM) systems.
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 & Tools
technical consultingsolution sellingsolution configurationsproofs-of-concept (POC)as-a-service (aaS) business modelbusiness valuefinancial modelsTCO/ROI conceptsproject managementanalytical skills
Soft Skills
written communicationverbal communicationactive listeningstorytellingdiscussion skillspersuasion skillsconsultative sellingobjection handlingtime managementstrategic planning
Certifications
industry certificationstechnical qualificationsadvanced degree in technology