Senior Presales Architect (Data Solutions)

• 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
• 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

Benefits

• A hybrid, flexible work model that ensures connectivity, a commitment to our culture and continued impact for team members
• Subsidized health insurance, retirement programs and paid time off, including an industry-leading maternity and paternity leave package
• The chance to earn an annual bonus based on performance
• Recognition for your contributions, and potential participation in long-term incentives like annual equity awards
• Opportunities for personal and professional development to help you reach your career goals

• Strong communication skills: technical and business writing, public speaking, classroom instruction, active listening, and information discovery
• Located locally for customers in the San Jose, CA area
• Successful experience designing and selling storage solutions for structured and unstructured data, data protection, data availability, and cyber resilience
• Experience working with large and complex enterprise customers
• Experience running infrastructure and software Proof of Concepts
• Presales Solution Architect or Sales Engineer experience
• Strong relationships with HPE channel partners in the region, such as WWT, CDW, SHI, Insight, IIS, Computacenter, and BlueAlly
• 5+ years of experience in presales
• Knowledge of the company’s offerings, strategic initiatives, current trends, competitor products, and strategies in the area of responsibility
• Experience planning and carrying out competitive proof of concepts showing how solutions meet customer requirements
• Experience architecting solutions and building related hardware and software configurations
• Demonstrates excellent technical skills in the assigned area of specialization (Data Services)
• Business and financial acumen, with an understanding of the functional responsibilities of various customer business roles
• Knowledge of company business, technical tools, and standard CRM systems and tools
• Excellent written and verbal communication skills and mastery of English and local languages
• 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
• Knowledge of ecosystem and channel partner offerings and how to effectively access, engage, and collaborate with them
• Working knowledge and usage of social media, blogging, and related information-sharing technologies
• Demonstrates excellent consultative selling techniques, including active listening, outcome-based selling, whiteboarding, and storytelling
• 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