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About the Role

This Enterprise Architect role is a critical, highly technical resource focused on strategic accounts. The role owns architecture and solution design, develops customer value propositions, and drives engagement across opportunities in network virtualization, hybrid cloud, Networking, compute, Storage, AI, and managed services.

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 and critically reviews them, managing expectations of internal stakeholders and customers.
Quantifies the impact of business problems, positions business value, and identifies solution strengths and weaknesses for long-term business objectives.
Provides input to global business units to address IT trends, requirements, gaps, or unmet needs.
Translates outcome-based solutions into functional and technical designs that align with customer business needs and can be scaled for growth.
Communicates how solution value propositions address customer business needs.
Tracks leading-edge and emerging technologies.
Contributes to industry development through conferences and industry events, while also monitoring social media.
Incorporates an understanding of technology trends within the IT industry and the customer’s industry.
Gathers and applies competitive intelligence as a critical component of account support.
Drives the Account Business Planning process, leveraging knowledge of industry trends and the customer’s technical environment.
Participates in deep-dive discussions and partners with the account team to build customer relationships by advocating and presenting technical strategies for customer transformation.
Produces in-depth comparative analysis of alternative approaches to meet solution requirements.
Develops, configures, and right sizes optimal workload solutions, balancing cost, scope, scale, boundaries, and benefits.
Leverages deep knowledge of partner products and services and adjusts strategies to leverage the relationship between the service provider/partner and the customer.
Transfers knowledge to external partners to deliver effective solutions to customers.
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 help prioritize activities and invest resources wisely in pursuit of deals with the highest potential.
Actively participates in sales forecast meetings and provides feedback to accelerate the sales lifecycle.
Documents ongoing work using specific tools and resources and shares best practices with peers and partners.
Builds strong professional relationships with customer key executives across the business and industry.
Proactively shares knowledge with peers and helps develop more junior team members.

Requirements

First-level university technical degree or equivalent technical qualifications.
Advanced degree in technology preferred.
7+ years of technical experience in IT with a focus on technical consulting and solution selling.
Knowledge-based as well as 1+ experienced-based relevant industry certifications very strongly preferred.
Previous experience solution selling within the Cloud or AI space is highly preferred.
Enterprise architecture frameworks and project management methodologies and certifications are helpful, but not required.
Ability to travel up to 35% of the time.

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, and the ability to communicate in English and applicable local languages as needed.
Demonstrates advanced discussion and persuasion skills used to support company point-of-view, while respectfully questioning and challenging proposed solutions.
Advanced 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, including typical KPIs important to, CxOs and line-of-business (LOB) executives; knowledgeable about TCO/ROI concepts and calculations, financial models, and understand how customers generate revenue.
Advanced consultative/value selling skills, including, whiteboarding, objection handling, and closing skills to proactively help customers make business decisions.
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 service.
Ability to deliver live demonstrations or walk throughs of products, solutions, tools, or service to customers, partners, and other stakeholders.
Advanced project and time management knowledge or experience with excellent analytical and problem-solving skills, including appropriate due diligence.
Advanced knowledge of partner offerings and how/when to leverage them for deals within an area of specialization, understanding of the company's go-to-market strategy.
Advanced understanding of Geo application of company’s go-to-market strategy as it relates to partners; has broad knowledge of partner offerings, along with how/when to leverage them for deals.
Advanced strategic planning and account planning skills, as well as being an expert at using business and technical tools, and standard customer relationship management (CRM) systems.

Location

Remote/Teleworker
New York

Work Type

Remote
Full-time

Experience Level

7+ years of technical experience

Education Level

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

Salary/Compensations

USD 189,000 - 390,500 in New York

Benefits

Comprehensive suite of benefits that supports their physical, financial and emotional wellbeing.
Specific programs catered to helping you reach any career goals.
Unconditional inclusion and 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 committed to creating an inclusive and accessible workplace and encourages applications from all qualified individuals, including those with disabilities.
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.
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.