Website HPE
This role has been designated as ‘Edge’, which means you will primarily work outside of an HPE office.
Job Description:
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 diverse 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.
Global Sales at HPE is about building the future. We are creating opportunities for our customers, one big idea at a time. Selling products, services, software, or solutions we provide innovation and expertise to our customers, both directly and indirectly. To make is happen, our sales teams are given the resources to develop individual talent and creativity.
Management Level Definition:
Applies advanced subject matter knowledge to solve complex business issues and is regarded as a subject matter expert. Frequently contributes to the development of new ideas and methods. Works on complex problems where analysis of situations or data requires an in-depth evaluation of multiple factors. Leads and/or provides expertise to functional project teams and may participate in cross-functional initiatives. Acts as an expert providing direction and guidance to process improvements and establishing policies. Frequently represents the organization to external customers/clients. Exercises significant independent judgment to determine best method for accomplishing work and achieving objectives. May provide mentoring and guidance to lower level employees.Acts as a functional manager within area of expertise but does not manage other employees as a primary job function.
The Solution Architect is responsible for architecting end-to-end solutions that will achieve customer business outcomes by leveraging standard solution designs within their focus domain and across the entire company portfolio (hardware, software, services, and everything as a service) in combination with all necessary third-party components (e.g. software and integration). Develops and articulates compelling, accurate, and relevant proposals and ensures customer’s business and technical requirements are met. Leverages deep knowledge of partner products and services by identifying the right solution based on partner competencies and go-to-market strengths. Manages a solution domain consisting of a single or small group of related solutions aligned with the corporate strategy.
Responsibilities:
- Demonstrates in-depth knowledge of specific solution domain, company products and solutions as well as customers’ technical and business environment. Applies knowledge to translate the functional view into a technical view and architect complex solutions and deliver joint business success.Identifies acceptable technical solution trade-offs, risks, and suggests possible remediation.
- Maintains excellent communication with customer at the C-level and delivers workshops to deepen understanding of the proposed technical solution and its financial impact.
- Orchestrates the design of complex proposals to deliver exceptional value to customers by actively promoting company strategic initiatives.
- Sets direction and delivers guidance to improve processes and establish policies that enhance business strategies.
- Monitors the changing competitive landscape and effectively counters competitor value propositions. Increases the company share of wallet through competitive takeout, demonstrating technical superiority, and leveraging other company services for better TCO/ROI.
- Partners with the account team to build the customer relationship at all levels by advocating and presenting technical strategies for customer’s transformation. Reviews account pipeline to prioritize pursuit activities, and moves opportunities to close, ensuring proper utilization of time and resources.
- Solution evangelist for a specific technology or domain. Participates in deep-dive discussions and applies market intelligence and thought leadership to enhance proposed solutions and drive opportunity/demand generation for solution area(s).
- Leverages a deep knowledge of partner products by mapping the right partner to the right solution opportunity based partner on competencies and go-to-market strengths in relevant areas.
- Creates formal networks for collaboration and best practice sharing. Mentors and guides new solution architects in conceptual designs, technical depictions, and customizations essential for solution development.
- Tracks industry developments for specific domains by attending conferences and industry events, and monitoring social media. Additionally, may contribute to industry developments utilizing those same methods.
- Works to build reputation and personal “brand” inside the company and externally by assisting peers through blogs, white papers, participating in conferences, and by effectively utilizing social media.
Education and Experience:
- 8–12 years of experience in technology industry with focus on solution consulting and solution selling.
Experience in the Financial Services Industry, Ideally having extensive experience of proposing through to implementation of end user customer projects
Knowledge and Skills:
- Expert technical understanding of assigned solution set and knowledge of leading edge and emerging technologies.
- Expert knowledge of company offerings, strategic initiatives, current trends, competitor products and strategies within the assigned solution set.
- Strong project management skills or experience with excellent analytical and problem solving skills, including appropriate due diligence.
- Expert level written and verbal communication skills and mastery over English and local languages.
- Experience participating in solution configurations/ overall architecture design and the creation of PoCs to meet customer requirements.
- Has successfully completed knowledge-based as well as one or more experienced-based industry certifications.
- Demonstrates expert consultative selling techniques, including active listening, framing, white boarding, storytelling etc.
- Expert knowledge of different types of partners and products, relevant to assigned solution set, understanding of company’s regional ‘Go to Market’ strategy.
- Demonstrates mastery of technical skills in assigned area of specialization.
In-depth knowledge of the company offerings, strategic initiatives, current trends, emerging technologies and competitor products and strategies within area of responsibility. - Expert knowledge of partner´s and non-standard partner´s offerings and how/when to leverage them for deals within area of specialization.
- Has successfully completed knowledge-based as well as one or more experienced-based industry certifications.
- Deep business and financial acumen and the ability to engage customers in strategic financial conversations.
What you’ll do:
- Expert knowledge of company offerings, strategic initiatives, current trends, competitor products and strategies within the assigned solution set.
- Strong project management skills or experience with excellent analytical and problem solving skills, including appropriate due diligence.
- Mastery in executive written and verbal communication skills with ability to communicate in English and local languages.
- Leverages a deep knowledge of partner products by mapping the right partner to the right solution opportunity based partner on competencies and go-to-market strengths in relevant areas.
- Creates formal networks for collaboration and best practice sharing. Mentors and guides new solution architects in conceptual designs, technical depictions, and customizations essential for solution development.
- The ability to map high level business requirements to a solution proposition
#ireland #unitedkingdom #netherlands #sales
Job:
Sales
Job Level:
Master
Hewlett Packard Enterprise is EEO F/M/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.