Storage Senior Presales Architect

The Solution Architect is responsible for providing deep technical expertise for hardware, software, or services in the creation and delivery of proposals designed to meet customers’ business needs. Creates and maintains effective customer relationships to secure customer satisfaction. Breadth of awareness includes all company portfolio offerings (hardware, software, services, and everything as a service) in deal pursuit situations. Develops and maintains knowledge of adjacent, leading-edge, and emerging technologies in the industry and market segments; and guides customers on how to migrate and/or integrate technologies in new or existing environments. Typically aligned to a specific business unit or, in smaller markets, may represent the deep technical expertise across multiple product or services areas (“multi-product Technology Architect”)., * Participates in deep-dive discussions and gathers information about customer technical needs and assesses customer’s current IT infrastructure and translates the technical view into the implementation view to architect an overall technical solution. Additionally, defines technical alternatives and possible shortcomings to the proposed solution.

• Collaborates with account teams and other company organizations in developing and communicating key value propositions and negotiation points for a specific product set and technology.
• Delivers compelling and convincing presentations addressing specific requirements and expectations; effectively links the technical features and functions of company´s solutions with tangible business benefits that meet customer challenges.
• Protects and expands HPE’s footprint with the customer by leveraging new technologies, upgrades, and refreshes to the company’s installed base. Develops strategies to counter likely competitive threats.
• Responsible for pipeline information to be updated and accurately reflect the area of responsibility to ensure nurturing of all deals and constant movement of opportunities to close.
• Facilitates smooth transition from sales to implementation by orienting the appropriate teams to the technical solution design and identifying related training needs.

• 4+ years of selling experience with a major storage company (Dell/EMC, Pure, NetApp)
• 4+ years of Data/Cyber Resiliency Experience - deep understanding of how to protect data, secure it (ransomware), and ability to create a Disaster recovery plan, backup and recovery -Zerto, Cohesity, Veeam knowledge required
• 4+ years of experience with Data fabric - ability to understand Enterprise Storage technology, experience with HPE products is preferred.
• 4+ years Single Plane Data management - manage the data path and flow for every part of the data life cycle - create, store, secure, protect, replicate, archive, recover
• Experience Solving problems
• Experience driving positive business outcomes for customers
• Ability to articulate and showcase your experience as a solution architect to help retain, grow and bring on net new customer accounts through critical thinking, design and architecting technical solutions.
• Experience with data for everything AI is a plus- deep understanding how data services and storage relate to AI and where it can be positioned, designed, architected and sold and why. Experience with HPE AI is preferred.
• Deep hands-on technical expertise in pitching, demoing, and architecting complex solutions
• Demonstrable knowledge in virtualization, and at least 2 application stacks (MSSQL, Oracle, SAP etc.)
• Working knowledge of hands-on with one of major public clouds (Amazon, Azure, Google) - certifications preferred.
• Expert in selling complete data lifecycle management portfolio - block, file, backup, ransomware protection & others.
• Deep competitive knowledge of at least 1 major storage vendor.
• Demonstrable technical knowledge of storage industry and major trends.
• Deep expertise in at least one of the major verticals (FSI, manufacturing, Healthcare) and related solutions preferred.
• Self-starter and able to ramp quickly.
• Bachelor’s degree in engineering or from technical university.

Knowledge and Skills:

• Demonstrates deep technical skills in assigned area of specialization.
• Good knowledge of the company offerings, strategic initiatives, current trends, competitor products and strategies within area of responsibility.
• Excellent written and verbal communication skills and mastery over English and local languages
• Demonstrates excellent consultative selling techniques, including active listening, framing, white boarding, storytelling etc.
• Knowledge of company business, technical tools, and standard CRM systems and tools.
• Working knowledge and usage of social media, blogging, and related information sharing technologies
• Solid knowledge of partner´s offerings and how to effectively access, engage, and collaborate with them
• Knowledge-based and experienced-based industry certifications strongly preferred
• Solid project management skills or experience, with excellent analytical and problem solving skills, including appropriate due diligence.
• Strong business and financial acumen, with an understanding of functional responsibilities of various customer business roles
• Experience participating in solution configurations and the creation of PoCs to meet customer requirements.

United States of America: Annual Salary USD 172,000 - 355,000 in New York // 151,500 - 355,000 in Delaware & New Jersey & Pennsylvania 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 80%/20%.” f

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.