Storage Presales Architect
1 month ago
**Storage Presales Architect**
**Job Summary:**
Design and architect solutions that achieve customer business outcomes, combining technical expertise with business acumen to drive sales and revenue growth.
**Who We Are:**
Hewlett Packard Enterprise is a global edge-to-cloud company advancing the way people live and work. We help companies connect, protect, analyze, and act on their data and applications, from edge to cloud.
**Job Description:**
As a Storage Presales Architect, you will be responsible for architecting solutions that meet customer business outcomes, either within a specific technical domain or across the broader company portfolio. You will develop and articulate compelling proposals, ensuring customer business and technical requirements are met. You will provide technical expertise to sales teams and customers, aimed at gaining customer mindshare within their domain.
**Responsibilities:**
* Apply advanced knowledge of the company's portfolio to ensure customer business and technical needs are met
* Identify key risks and detail key value points for the account team
* Provide input on key end-customer IT trends, requirements, gaps, or unmet needs
* Translate functional design into technical design and architecture
* Communicate how the solution value proposition addresses customer business needs
* Track industry trends and emerging technologies
* Show customers how to migrate and/or integrate technologies in new or existing environments
* Contribute to industry developments through content support, presentations, demos, and booth support
* Design and deliver solutions aligned to customer business requirements
* Participate in deep-dive discussions and articulate the value proposition
* Deliver optimal results, balancing costs, scope, scale, and benefits
* Participate in account business planning processes
* Collaborate with account team leadership to develop and communicate key value propositions
* Successfully map the right partner to an opportunity and transfer knowledge to external partners
* Proactively build the pipeline by identifying opportunities
* Monitor the account pipeline and nurture active deals
* Actively participate in sales forecast meetings and provide feedback to accelerate the sales lifecycle
* Document ongoing work using specific tools and resources
* Develop and nurture professional working relationships with customer technical teams and key executives
* Proactively share knowledge with peers and help develop more junior team members
**Education and Experience:**
* First-level university technical degree or equivalent technical qualifications
* 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
**Knowledge and Skills:**
* Well-developed experience participating in solution configurations and creation of demos and proofs-of-concept
* Well-developed understanding of company solution offerings and portfolio of products
* Well-developed, strong working knowledge with the as-a-service (aaS) business model
* Well-developed written and verbal communication skills
* Demonstrates well-developed discussion and persuasion skills
* Well-developed business and financial acumen
* Understanding of typical KPIs is important to CxOs and line-of-business (LOB) executives
* Well-developed consultative and value selling skills
* Well-developed company business knowledge, technical tools, standard customer relationship management (CRM) systems, and resource management skills
* 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 services
* 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
* 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
* Demonstrates well-developed strategic planning and account planning skills and expert at using business and technical tools, and standard customer relationship management (CRM) systems
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