Inside Solutions Architect / Specialist - Datacenter

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

This role serves as the inside counterpart to field-led enterprise specialist coverage, owning a defined segment of accounts where opportunities may involve meaningful technical complexity, multi-stakeholder buying processes, and executive alignment. In addition to sales responsibilities, the role acts as a subject matter expert (SME) for the NFAI portfolio, providing solution design guidance and architectural perspective to Account Managers and Sales Engineers.

Success in this role requires a seller who can balance the efficiency of an inside model with the technical depth required to design credible architectures, guide solution direction, and support account teams in positioning HPE Networking technologies effectively. The role frequently partners with Account Managers, Sales Engineers, partners, and field specialists to develop pipeline, shape opportunities, and deliver technically sound networking solutions., Sales Execution & Opportunity Development

• Drive pipeline development and revenue growth for HPE Networking's data center networking, routing, and AI infrastructure connectivity portfolio across assigned commercial and lower-tier enterprise accounts.

• Lead consultative discovery conversations to understand customer business objectives, infrastructure requirements, and modernization initiatives.

• Translate business and technical requirements into solution architectures in collaboration with Sales Engineers, recommending appropriate designs, deployment models, and phased adoption strategies.

• Provide architectural guidance during early opportunity stages, helping customers and internal teams evaluate topology options, fabric architectures, scalability considerations, and integration points.

• Progress opportunities using structured sales methodologies (such as MEDDPICC), ensuring alignment around decision criteria, business value, and stakeholder sponsorship.

• Build and communicate compelling business cases that connect networking modernization initiatives to measurable business outcomes such as scalability, performance, resilience, operational efficiency, and cost optimization.

Customer & Executive Engagement

• Establish trusted relationships with technical and business stakeholders including network architects, IT managers, infrastructure leaders, and operations teams.

• Engage confidently with director-, VP-, and selected C-level stakeholders when executive sponsorship is required to advance an opportunity.

• Navigate complex buying committees and align internal and external stakeholders around architecture direction and investment rationale.

Technical Leadership & SME Support

• Act as a subject matter expert for the NFAI portfolio, supporting Account Managers and Sales Engineers with technical positioning, solution architecture guidance, and competitive differentiation.

• Assist account teams in designing networking solutions that align with validated architectures, customer requirements, and HPE Networking best practices.

• Provide architectural input during account strategy development, helping teams identify modernization opportunities and expansion paths.

• Support technical discussions such as solution topology, scalability planning, integration with compute/storage platforms, and AI infrastructure connectivity requirements.

• Collaborate with Sales Engineers on detailed solution validation while maintaining ownership of overall solution strategy and value articulation.

Partner & Internal Collaboration

• Collaborate closely with Account Managers, Sales Engineers, channel partners, and field specialists to advance complex opportunities and ensure coordinated pursuit strategies.

• Qualify when to lead independently versus when to engage additional technical, executive, or specialist resources based on opportunity complexity and account dynamics.

• Leverage partner ecosystems to expand reach, accelerate solution adoption, and support joint account strategies.

Pipeline & Forecast Discipline

• Maintain accurate pipeline visibility, forecasting, and opportunity hygiene within Salesforce and associated sales tools.

• Apply disciplined opportunity qualification and prioritization to ensure efficient use of time and resources across a higher-volume inside sales environment.

Portfolio & Market Expertise

• Maintain deep working knowledge of HPE Networking's data center switching, routing, AI networking, and fabric architectures.

• Understand how networking infrastructure integrates with compute, storage, and AI workloads within modern data center and hybrid cloud environments.

• Stay current on validated designs, architectural best practices, and evolving networking technologies relevant to AI and data center modernization.

• Maintain awareness of competitive networking technologies to articulate architectural differentiation and displacement strategies.

Scope & Complexity

• Owns a defined set of commercial and lower-tier enterprise accounts, typically domestic or regional in scope.

• Opportunities may range from incremental infrastructure expansion to competitive replacements and architectural modernization initiatives.

• Handles a higher volume of opportunities than field-led specialist roles while still navigating meaningful technical complexity and multi-stakeholder buying environments.

• Frequently supports account teams as an architectural SME while advancing sales pursuits through an inside engagement model.

• 6-8+ years of experience in networking technology sales, specialist sales, or hybrid technical-commercial roles.

• Proven success selling and positioning networking infrastructure solutions within commercial and/or enterprise environments.

• Demonstrated ability to participate in or lead solution architecture discussions related to switching, routing, and data center networking.

• Experience collaborating with Sales Engineers on solution design and technical validation.

• Candidates with slightly less experience must demonstrate exceptional technical credibility, executive communication skills, and a track record of supporting complex infrastructure solutions.

Knowledge & Skills

• Strong understanding of data center networking architectures including leaf-spine designs, fabric architectures, and scalable routing solutions.

• Ability to translate customer requirements into credible solution designs and architectural approaches.

• Capability to provide SME support to account teams by guiding solution positioning, architecture decisions, and technical strategy.

• Strong executive communication skills and ability to build credibility with both technical and business stakeholders.

• High level of sales discipline, forecasting accuracy, and opportunity management rigor.

• Ability to thrive in a fast-paced inside sales environment that requires balancing technical engagement with opportunity volume.

Additional Skills:

Accountability, 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 (Inactive), Long Term Planning, Managing Ambiguity {+ 6 more}

United States of America: Annual Salary USD 120,500 - 284,000 in Arkansas & Florida & Georgia & Illinois & North Carolina & Texas This range reflects the minimum to maximum combined base and target-level sales compensation that would be paid if the hire performs at 100% of their sales plan. Of that on-target pay amount, the mix of base salary and target-level sales compensation is 75%/25%."

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