Principal Presales Architect, Enterprise Architect

• Demonstrates unique mastery within the company in one or more solution domains
• Orchestrates the design of complex proposals to deliver and communicate tangible business value to customers
• Mitigates risk to the company by managing both customer and company stakeholder expectations
• Critical review proposal, applies market intelligence and thought leadership to translate the functional view into a technical view
• Provides input to all global business units to address key end-customer IT trends, requirements, gaps, or unmet needs
• Leads the team to develop and present high-level, unique, and imaginative outcome-based solutions to customer business challenges
• Communicates HPE’s end solution value propositions in the language of the customer
• Develops and maintains adjacent technology knowledge
• Contributes to the industry for one or more domains with an active presence at conferences
• Monitors changing competitive landscape
• Drives the Account Business Planning process
• Facilitates and leads deep-dive discussions with the client and accounts teams
• Identifies acceptable technical solution trade-offs, risks, and suggests possible remediation
• Drives collaboration among internal account teams
• Successfully transfers knowledge to external partners
• Proactively builds the pipeline by identifying opportunities
• Monitors the account pipeline and nurtures active deals
• Actively participates in sales forecast meetings
• Documents ongoing work throughout the sales cycle
• Engages with and builds consultative presence and advisory influence with VPs, CxO, and line-of-business (LOB) management
• Anticipates customer needs and proactively engages partners and resources
• Proactively shares knowledge with peers

• Advanced degree in technology or related field preferred, or equivalent technical qualifications
• 12+ years of technical experience in IT with a focus on technical consulting and solution selling
• 2+ Industry standard relevant technology certifications or equivalent experience expected
• Enterprise architecture frameworks and project management methodologies and certifications are helpful, but not required
• Unique mastery and experience leading solution configurations and overall architecture design
• Unique mastery of the company portfolio of products, software, services, solution domain specialization, and adjacent solution domain(s)
• Unique mastery with expertise and deep working knowledge with the as-a-service (aaS) business model
• Mastery of executive-level written, verbal and nonverbal communication skills
• Unique mastery of financial and business acumen
• Unique mastery of consultative and value selling skills
• Unique mastery of company business knowledge, technical tools, and standard customer relationship management (CRM) systems and tools
• Strong resource management skills
• Hands on experience with multiple products, solutions, tools, or services
• Ability to design and develop a playbook for demonstrations or walk throughs
• Unique mastery of project and time management skills
• Unique mastery of partner offerings and how/when to leverage them for deals
• Unique mastery of strategic planning and account planning skills

Accountability, Active Learning, Active Listening, Assertiveness, Bias, Building Rapport, Buyer Personas, Coaching, Complex Sales, Creativity, Critical Thinking, Cross-Functional Teamwork, Customer Experience Strategy, Customer Interactions, Design Thinking, Empathy, Financial Acumen, Follow-Through, Growth Mindset, Identifying Sales Opportunities, Industry Knowledge, Intellectual Curiosity, Long Term Planning, Managing Ambiguity

• Health & Wellbeing
• Personal & Professional Development
• Diversity, Inclusion & Belonging