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About the Role

Responsible for architecting solutions that achieve customer business outcomes within a specific technical domain or across the broader company portfolio. Develops and articulates compelling proposals, ensuring customer business and technical requirements are met. Provides technical expertise to sales teams and customers through presentations and demonstrations.

Responsibilities

Demonstrates in-depth knowledge in one or more solution domains, company products, services, and solutions, as well as the customer’s technical and business environment.
Develops compelling customer proposals, critically reviews them, and manages stakeholder expectations to ensure customer requirements are met.
Quantifies business problem impact, positions business value, and identifies solution strengths and weaknesses for long-term business objectives.
Translates outcome-based solutions into functional and technical designs that align with customer needs and accommodate growth.
Communicates how solution value propositions address customer business needs.
Tracks leading-edge and emerging technologies and incorporates an understanding of IT and customer industry trends.
Gathers and applies competitive intelligence for account support.
Drives the Account Business Planning process using industry trends and customer technical environment knowledge.
Produces in-depth comparative analysis of alternative approaches.
Develops, configures, and right sizes optimal workload solutions, balancing cost, scope, scale, boundaries, and benefits.
Leverages deep knowledge of partner products and services to adjust strategies.
Transfers knowledge to external partners to deliver effective customer solutions.
Proactively builds the pipeline by identifying opportunities within the account.
Monitors the account pipeline and nurtures active deals from opportunity to close.
Uses pipeline insights to prioritize activities for maximum potential.
Actively participates in sales forecast meetings and provides feedback to accelerate the sales lifecycle.
Documents ongoing work using specific tools and resources, sharing best practices with peers.
Builds strong professional relationships with customer key executives.
Proactively shares knowledge with peers and helps develop more junior team members.

Requirements

First-level university technical degree or equivalent technical qualifications.
10–12 years of technical experience in IT with a focus on technical consulting and solution selling.
Enterprise architecture frameworks and project management methodologies and certifications are helpful, but not required.

Skills

Advanced experience participating in and leading solution configurations and the creation of demos and proofs-of-concept (POC) to meet customer requirements.
Advanced understanding of the company portfolio of products, software, services, solution domain specialization, adjacent solution domain(s), and how they can be combined to address customer needs.
Advanced ability to translate aaS and complete ecosystem, differentiated value, solutions, and workloads and ability to prioritize aaS offerings and consumption models that will achieve the customer’s outcomes and greatest return.
Advanced understanding of aaS business model variations.
Advanced ability to collaborate cross-functionally to ensure consistency of output and meet aaS strategic goals.
Advanced written and verbal communication skills, including active listening and storytelling.
Advanced consultative/value selling skills, including whiteboarding, objection handling, and closing skills.
Advanced company business knowledge, technical tools, and standard customer relationship management (CRM) systems and tools.
Advanced resource management skills, including how and when to effectively engage SMEs/specialists.
Hands-on experience with one or more products, solutions, tools, or services aligned to respective job responsibility.
Ability to design and develop a playbook for demonstrations or walk-throughs of products, solutions, tools, or services.
Ability to deliver live demonstrations or walk-throughs of products, solutions, tools, or services to customers, partners, and other stakeholders.

Location

United Kingdom

Work Type

Onsite

Experience Level

10-12 years of technical experience in IT with a focus on technical consulting and solution selling

Education Level

First-level university technical degree or equivalent technical qualifications
Advanced degree in technology preferred

Benefits

Health & Wellbeing comprehensive suite of benefits that supports their physical, financial and emotional wellbeing.
Personal & Professional Development specific programs catered to helping you reach any career goals.
Unconditional Inclusion: flexibility to manage work and personal needs.

About the Company

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.

Equal Opportunity

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 able אחד global team that is representative of our customers, in an inclusive environment where we can continue to innovate and grow together.
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.