Senior Presales Architect

* Applies knowledge of the unstructured data market and technology and HPE portfolio, articulating proposals, and ensuring customer's business and technical needs are being met.
* Tracks industry trends and emerging technologies (as well as competitor offerings and activities) leveraging this knowledge with the customer’s technical environment.
* Contributes to industry developments through contributions (content support, presentations, demos, booth support) at conferences, industry events, and utilizing social media.
* Designs storage solutions aligned to customer's business requirements, leveraging their knowledge and the customer's technical environment.
* Participates in deep-dive discussions and ability to articulate the value proposition, define key differentiators, and draft high-level solution designs.
* Delivers optimal results, balancing costs, scope, scale, and benefits to deliver superior value.
* Participates in the account's business planning processes.
* Collaborates proactively with account team leadership (HPE and Partners) to develop and communicate key value propositions, negotiation points, and identify overlooked opportunities within assigned accounts.
* Proactively contribute to the building of pipeline by identifying opportunities (e.g., enhancements, unmet or unrecognized needs, up-selling, and cross-selling opportunities) within the territory.
* Documents ongoing work (activities, tasks) throughout the sales cycle using specific tools and resources and sharing best practices with peers and partners to collaborate more effectively.
* Develops and nurtures professional working relationships with the customer technical teams and with key executives, based on an understanding of the customer's ecosystem, business needs, and how HPE can deliver value and business outcomes.
* Proactively shares knowledge with peers and helps develop more junior team members.
* First-level university technical degree or equivalent technical qualifications. Advanced degree in technology preferred.
* Technical experience in IT with a focus on unstructured data (file and object) solutions.
* 3–5 years experience in file and object technologies
* Knowledge-based and experienced-based relevant industry certifications are strongly preferred.
* Well-developed knowledge and experience in identifying and exploiting unstructured data opportunities
* Well-developed consultative and value selling skills, including whiteboarding, customer demonstrations, objection handling, and closing skills to proactively help customers make business decisions.
* Understanding of the indirect selling model including direct and joint engagement with partners.
* Leveraging communication skills, including active listening and storytelling, to support the development of strong discussions and the persuasion of customers / partners of the company point-of-view, while respectfully questioning and challenging their position.
* Business and financial acumen—sales cycle, pipeline growth, reporting, ability to influence, business strategy linkage—with an understanding of functional responsibilities of various customer business roles.

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.

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** Hewlett Packard Enterprise
** Technology innovation that fosters business transformation.

We help customers use technology to slash the time it takes to turn ideas into value. In turn, they transform industries, markets and lives.

Some of our customers run traditional IT environments. Most are transitioning to a secure, cloud-enabled, mobile-friendly infrastructure. Many rely on a combination of both. Wherever they are in that journey, we provide the technology and solutions to help them succeed.
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