Solutions Architect​/Specialist - Datacenter

Remote/Teleworker:
This role is primarily remote or home-based.

Hewlett Packard Enterprise is a global edge‑to‑cloud company that advances the way people live and work by connecting, protecting, analyzing, and acting on data and applications across edge‑to‑cloud environments.

Network for AI (NFAI) Inside Sales Specialist responsible for driving data center networking and routing solution opportunities across commercial and lower‑tier enterprise accounts using a virtual‑first engagement model.

The specialist is the inside counterpart to field‑led enterprise specialists, owning a segment of accounts with technical complexity and multi‑stakeholder buying processes. The role also serves as a subject matter expert for the NFAI portfolio, providing solution architecture guidance to Account Managers and Sales Engineers.

• Drive pipeline and revenue growth for HPE Networking’s data center networking, routing, and AI infrastructure connectivity portfolio.
• Lead consultative discovery conversations to understand customer business objectives and infrastructure requirements.
• Translate business and technical requirements into solution architectures with Sales Engineers.
• Provide architecture guidance at early opportunity stages to evaluate topology, fabric, scalability, and integration.
• Progress opportunities with MEDDPICC and build business cases linking modernization initiatives to measurable outcomes.

• Establish trusted relationships with technical and business stakeholders.
• Engage director, VP, and selected C‑level stakeholders when executive sponsorship is needed.
• Navigate complex buying committees and align internal and external stakeholders around architecture direction.

• Act as a subject matter expert for the NFAI portfolio, supporting solutions and differentiation.
• Assist account teams in designing networking solutions aligned with validated architectures and requirements.
• Provide architectural input during account strategy development.
• Support technical discussions on topology, scalability, integration with compute and storage, and AI connectivity.
• Collaborate with Sales Engineers on detailed solution validation while owning overall strategy.

• Collaborate closely with Account Managers, Sales Engineers, channel partners, and field specialists.
• Qualify when to lead independently versus engaging additional resources based on complexity.
• Leverage partner ecosystems to expand reach and support joint strategies.

• Maintain accurate pipeline visibility and forecast within Salesforce and other tools.
• Apply disciplined qualification and prioritization to ensure efficient use of time and resources.

• Maintain deep knowledge of HPE Networking’s data center switching, routing, AI networking, and fabric architectures.
• Understand integration with compute, storage, and AI workloads in modern data center and hybrid cloud environments.
• Stay current on validated designs, best practices, and emerging networking technologies.
• Maintain awareness of competitive technologies to articulate differentiation and displacement strategies.

• Owns a defined set of commercial and lower‑tier enterprise accounts, typically domestic or regional.
• Opportunities range from incremental expansion to competitive replacements and architectural modernization initiatives.
• Handles a higher volume of opportunities than field‑led specialist roles while navigating technical complexity.
• Frequently supports account teams as an architectural SME while advancing sales pursuits.

• 6–8+ years of experience in networking technology sales or hybrid technical‑commercial roles.
• Proven success selling and positioning networking infrastructure solutions.
• Demonstrated ability to participate in or lead solution architecture discussions.
• Experience collaborating with Sales Engineers on design and validation.
• Less experience must demonstrate exceptional technical credibility, executive communication, and…