Storage Presales Solution Architect
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What you'll do
- Participates in deep-dive discussions and gathers information about customer technical needs and assesses customer's current IT infrastructure and translates the technical view into the implementation view to architect an overall technical solution.
- Defines technical alternatives and possible shortcomings to the proposed solution.
- Collaborates with account teams and other company organizations in developing and communicating key value propositions and negotiation points for a specific product set and technology.
- Delivers compelling and convincing presentations addressing specific requirements and expectations; effectively links the technical features and functions of company´s solutions with tangible business benefits that meet customer challenges.
- Protects and expands HPE's footprint with the customer by leveraging new technologies, upgrades, and refreshes to the company's installed base.
- Develops strategies to counter likely competitive threats.
- Responsible for pipeline information to be updated and accurately reflect the area of responsibility to ensure nurturing of all deals and constant movement of opportunities to close.
- Facilitates smooth transition from sales to implementation by orienting the appropriate teams to the technical solution design and identifying related training needs.
What they're looking for
- Bachelor’s degree in engineering or from technical university.
- 5-8 years of selling experience with a major storage company (Dell/EMC, Pure, NetApp)
- Deep hands-on technical expertise in pitching, demoing, and architecting complex solutions
- Demonstrable knowledge in virtualization, and at least 2 application stacks (MSSQL, Oracle, SAP etc.)
- Working knowledge of hands-on with one of major public clouds (Amazon, Azure, Google) – certifications preferred.
- Expert in selling complete data lifecycle management portfolio – block, file, backup, ransomware protection & others.
- Deep competitive knowledge of at least 1 major storage vendor.
- Demonstrable technical knowledge of storage industry and major trends.
- Self-starter and able to ramp quickly.
Nice to have
- Deep expertise in at least one of the major verticals (FSI, manufacturing, Healthcare) and related solutions preferred.
- Knowledge-based and experienced-based industry certifications strongly preferred
Summarised by NextRaise from the employer’s description, which follows in full below.
Full description from employer
This role has been designated as ‘Remote/Teleworker’, which means you will primarily work from home.
Who We Are:
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. Our culture thrives on finding new and better ways to accelerate what’s next. We know varied backgrounds are valued and succeed here. We have the flexibility to manage our work and personal needs. We make bold moves, together, and are a force for good. If you are looking to stretch and grow your career our culture will embrace you. Open up opportunities with HPE.
Job Description:
The Solution Architect is responsible for providing deep technical expertise for hardware, software, or services in the creation and delivery of proposals designed to meet customers’ business needs. Creates and maintains effective customer relationships to secure customer satisfaction. Breadth of awareness includes all company portfolio offerings (hardware, software, services, and everything as a service) in deal pursuit situations. Develops and maintains knowledge of adjacent, leading-edge, and emerging technologies in the industry and market segments; and guides customers on how to migrate and/or integrate technologies in new or existing environments. Typically aligned to a specific business unit or, in smaller markets, may represent the deep technical expertise across multiple product or services areas (“multi-product Technology Architect”).
Responsibilities:
Participates in deep-dive discussions and gathers information about customer technical needs and assesses customer's current IT infrastructure and translates the technical view into the implementation view to architect an overall technical solution. Additionally, defines technical alternatives and possible shortcomings to the proposed solution.
Collaborates with account teams and other company organizations in developing and communicating key value propositions and negotiation points for a specific product set and technology.
Delivers compelling and convincing presentations addressing specific requirements and expectations; effectively links the technical features and functions of company´s solutions with tangible business benefits that meet customer challenges.
Protects and expands HPE's footprint with the customer by leveraging new technologies, upgrades, and refreshes to the company's installed base. Develops strategies to counter likely competitive threats.
Responsible for pipeline information to be updated and accurately reflect the area of responsibility to ensure nurturing of all deals and constant movement of opportunities to close.
Facilitates smooth transition from sales to implementation by orienting the appropriate teams to the technical solution design and identifying related training needs.
Education and Experience:
Bachelor’s degree in engineering or from technical university.
5-8 years of selling experience with a major storage company (Dell/EMC, Pure, NetApp)
Deep hands-on technical expertise in pitching, demoing, and architecting complex solutions
Demonstrable knowledge in virtualization, and at least 2 application stacks (MSSQL, Oracle, SAP etc.)
Working knowledge of hands-on with one of major public clouds (Amazon, Azure, Google) – certifications preferred.
Expert in selling complete data lifecycle management portfolio – block, file, backup, ransomware protection & others.
Deep competitive knowledge of at least 1 major storage vendor.
Demonstrable technical knowledge of storage industry and major trends.
Deep expertise in at least one of the major verticals (FSI, manufacturing, Healthcare) and related solutions preferred.
Self-starter and able to ramp quickly.
Knowledge and Skills:
Demonstrates deep technical skills in assigned area of specialization.
Good knowledge of the company offerings, strategic initiatives, current trends, competitor products and strategies within area of responsibility.
Excellent written and verbal communication skills and mastery over English and local languages
Demonstrates excellent consultative selling techniques, including active listening, framing, white boarding, storytelling etc.
Knowledge of company business, technical tools, and standard CRM systems and tools.
Working knowledge and usage of social media, blogging, and related information sharing technologies
Solid knowledge of partner´s offerings and how to effectively access, engage, and collaborate with them
Knowledge-based and experienced-based industry certifications strongly preferred
Solid project management skills or experience, with excellent analytical and problem solving skills, including appropriate due diligence.
Strong business and financial acumen, with an understanding of functional responsibilities of various customer business roles
Experience participating in solution configurations and the creation of PoCs to meet customer requirements.
Accessibility
HPE is committed to creating an inclusive and accessible workplace and encourages applications from all qualified individuals, including those with disabilities. If you believe you require accommodation during any stage of the application or interview process, please submit your request by completing our secure form linked here.
Note: This option is reserved for applicants needing assistance/reasonable accommodation related to a disability.
What We Can Offer You:
Health & Wellbeing
We strive to provide our team members and their loved ones with a comprehensive suite of benefits that supports their physical, financial and emotional wellbeing.
Personal & Professional Development
We also invest in your career because the better you are, the better we all are. We have specific programs catered to helping you reach any career goals you have — whether you want to become a knowledge expert in your field or apply your skills to another division.
Unconditional Inclusion
We are unconditionally inclusive in the way we work and celebrate individual uniqueness. We know varied backgrounds are valued and succeed here. We have the flexibility to manage our work and personal needs. We make bold moves, together, and are a force for good.
Let's Stay Connected:
Follow @HPECareers on Instagram to see the latest on people, culture and tech at HPE.
Job:
SalesJob Level:
TCP_04"The expected salary/wage range for this position is provided below. Actual offer may vary from this range based upon geographic location, work experience, education/training, and/or skill level.
– United States of America: Annual Salary USD 166,000 - 343,000 in New York
This range reflects the minimum to maximum combined base and target-level sales compensation that would be paid if the hire performs at 100% of their sales plan. Of that on-target pay amount, the mix of base salary and target-level sales compensation is 80%/20%."
Information about employee benefits offered in the US can be found at https://myhperewards.com/main/new-hire-enrollment.html
HPE is an Equal Employment Opportunity/ Veterans/Disabled/LGBT employer. We do not discriminate on the basis of race, gender, or any other protected category, and all decisions we make are made on the basis of qualifications, merit, and business need. Our goal is to be one global team that is representative of our customers, in an inclusive environment where we can continue to innovate and grow together. Please click here: Equal Employment Opportunity.
Hewlett Packard Enterprise is EEO Protected Veteran/ Individual with Disabilities.
HPE will comply with all applicable laws related to employer use of arrest and conviction records, including laws requiring employers to consider for employment qualified applicants with criminal histories.
Recruitment Fraud Alert
We have become aware of an increase in fraudulent recruitment activities in which individuals impersonate our company or authorized recruitment agencies to offer fake employment opportunities. These scams may occur through false websites, emails, social media, or chat-based applications and often aim to obtain personal information or money. Please note that Hewlett Packard Enterprise (HPE), its direct and indirect subsidiaries and affiliated companies, and its authorized recruitment agencies/vendors will never charge a candidate a registration fee, hiring fee, or any other fee in connection with its recruitment and hiring process. We also never request personal information such as back account details, Social Security numbers, or national IDs via social media or chat applications.
All legitimate job opportunities will come through official company channels, and candidates are responsible for verifying the credentials of any third party claiming to represent the company. Any reliance on fraudulent communication is at the individual’s own risk, and HPE disclaims legal liability for any resulting damages. If you suspect recruitment fraud, do not share personal information or make any payments and report the incident to your local authorities immediately.
Company
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