Storage Presales Architect

1 day ago

Jakarta, Jakarta, Indonesia HPE Full time

Storage Presales Architect

This role is designed as a hybrid position, with an expectation of working 2-3 days per week from an HPE office.

About Us

Hewlett Packard Enterprise is the 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 wherever they live, from edge to cloud, so they can turn insights into outcomes at the speed required to thrive in today's complex world.

Job Description

As a Storage Presales Architect, you will be responsible for architecting solutions that achieve customer business outcomes 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.

Key Responsibilities
  • Apply advanced knowledge of the company's portfolio to articulate proposals and ensure customer business and technical needs are met.
  • Identify key risks to ensure customer business and technical requirements are met, detailing key value points for the account team.
  • Provide input to address key end-customer IT trends, requirements, gaps, or unmet needs.
  • Translate the functional design of a solution into a technical design and architecture that can be scaled to accommodate growth.
  • Communicate how the solution value proposition addresses customer business needs.
  • Track industry trends and emerging technologies, leveraging this knowledge with the customer's technical environment.
  • 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 at conferences and industry events.
  • Design and deliver solutions aligned to customer business requirements, leveraging knowledge of the industry and the customer's technical environment.
  • Participate in deep-dive discussions and articulate the value proposition, define key differentiators, and draft high-level solution designs.
  • Deliver optimal results, balancing costs, scope, scale, and benefits to deliver superior value.
  • Participate in the account's business planning processes.
  • Collaborate proactively with account team leadership to develop and communicate key value propositions, negotiation points, and identify overlooked opportunities within assigned accounts.
  • Successfully map the right partner to an opportunity and transfer knowledge to external partners, delivering effective results to the customer.
  • Proactively build the pipeline by identifying opportunities within the account.
  • Monitor the account pipeline and nurture active deals from the opportunity to close.
  • Actively participate in sales forecast meetings and provide feedback to accelerate the sales lifecycle.
  • Document ongoing work throughout the sales cycle using specific tools and resources and share best practices with peers and partners.
  • 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.
Requirements
  • 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.
Key Skills
  • Well-developed experience participating in solution configurations and the creation of demos and proofs-of-concept to meet customer requirements.
  • Well-developed understanding of company solution offerings and portfolio of products, 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.
  • Demonstrates well-developed discussion and persuasion skills used to support the company point-of-view.
  • Well-developed business and financial acumen, including sales cycle, pipeline growth, reporting, and ability to influence business strategy linkage.
  • Understanding of typical KPIs is important to CxOs and line-of-business (LOB) executives.
  • Well-developed consultative and value selling skills, including whiteboarding, objection handling, and closing skills.
  • 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 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.
What We Can Offer You
  • A comprehensive suite of benefits that supports your physical, financial, and emotional wellbeing.
  • Investment in your career, with specific programs to help you reach your career goals.
  • An inclusive work environment that celebrates individual uniqueness and diversity.
  • The flexibility to manage your work and personal needs.

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