Enterprise Architect designing cloud, AI, edge, and managed - service solutions for HPE strategic accounts. Driving value propositions, technical strategy, pipeline growth, and customer transformation.
About the role
- Enterprise Architect designing cloud, AI, network virtualization, and managed-service solutions for HPE strategic accounts. Shaping customer value propositions, architectures, and sales opportunities.
Responsibilities
- Own architecture and solution design for strategic accounts
- Develop customer value propositions and drive engagement across network virtualization, hybrid cloud, Edge/Edge AI, and managed services opportunities
- Integrate with account teams and shape technical and business approaches to meet customer needs
- Build and nurture customer relationships at all levels and help expand accounts
- Demonstrate knowledge of solution domains, company offerings, and customer technical and business environments
- Develop and review customer proposals while managing stakeholder and customer expectations
- Quantify business problems, position business value, and assess proposed-solution strengths and weaknesses
- Provide input to global business units on IT trends, requirements, gaps, and unmet needs
- Translate outcome-based solutions into functional designs and scalable technical architectures
- Communicate solution value propositions addressing customer business needs
- Track emerging technologies and incorporate technology and industry trends
- Contribute to industry development through conferences, presentations, demos, booth support, industry events, and social media monitoring
- Gather and apply competitive intelligence
- Drive account business planning and participate in deep-dive discussions
- Present technical strategies supporting customer transformation
- Produce comparative analyses of alternative approaches
- Develop, configure, and right-size workload solutions to balance cost, scope, scale, and benefits
- Leverage partner products and services and transfer knowledge to external partners
- Build sales pipeline through opportunities, upselling, and cross-selling
- Monitor pipelines and nurture deals from opportunity to close
- Prioritize sales activities and resources using pipeline insights
- Participate in sales forecast meetings and provide feedback
- Document sales-cycle activities using designated tools and share best practices
- Build relationships with customer executives
- Share knowledge with peers and develop 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, focused on technical consulting and solution selling
- 1+ relevant industry certification strongly preferred, including knowledge-based and experience-based certifications
- Previous solution-selling experience within Cloud or AI highly preferred
- Enterprise architecture frameworks and project management methodologies/certifications helpful but not required
- Ability to travel up to 35% of the time
- Advanced experience leading solution configurations and creating demos and proofs-of-concept
- Advanced understanding of company products, software, services, solution domains, and workloads
- Advanced ability to translate aaS ecosystems, value propositions, solutions, and workloads into customer outcomes
- Advanced understanding of aaS business model variations
- Advanced cross-functional collaboration skills
- Advanced written and verbal communication skills, including English and applicable local languages as needed
- Advanced discussion and persuasion skills
- Advanced business and financial acumen, including sales cycles, pipeline growth, reporting, business strategy, TCO/ROI, and financial models
- Advanced consultative/value selling skills, including whiteboarding, objection handling, and closing
- Advanced knowledge of company business, technical tools, and CRM systems
- Advanced resource management skills
- Hands-on experience with relevant products, solutions, tools, or services
- Ability to design demonstration and walkthrough playbooks
- Ability to deliver live demonstrations and walkthroughs
- Advanced project and time management knowledge or experience
- Excellent analytical and problem-solving skills
- Advanced knowledge of partner offerings and go-to-market strategy
- Advanced strategic and account planning skills
- Expert use of business, technical, and CRM tools
Benefits
- Comprehensive benefits supporting physical, financial, and emotional wellbeing
- Personal and professional development programs
- Flexible work arrangements to manage work and personal needs
- Inclusive and accessible workplace
- Reasonable accommodation during the application or interview process
- Remote/teleworker work arrangement
- Equal employment opportunity and inclusive workplace
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