Presales Architect

Role overview

Solution design and customer engagement

• Develop proposals that meet customer business and technical requirements and identify risks and value points.
• Translate functional designs into scalable technical architectures and communicate the value proposition.
• Advise on migration and integration of technologies in new or existing environments.
• Track industry trends, emerging technologies and competitor offerings and apply this knowledge to customer environments.
• Deliver demonstrations, proof-of-concept support, deep dives and high-level solution designs.
• Balance costs, scope, scale and benefits to deliver customer value.

Account and partner collaboration

• Support account planning and collaborate with HPE and partner teams on value propositions, negotiation points and complex solutions.
• Map suitable partners to opportunities and transfer knowledge to external partners.
• Identify account opportunities, build pipeline, nurture deals and participate in sales forecasts.
• Document sales-cycle activities and share practices with peers and partners.
• Build working relationships with customer technical teams and executives; share knowledge and support junior colleagues.
• Contribute content, presentations and demonstrations at industry events and through social media.

Education and experience

• First-level university technical degree or equivalent technical qualifications.
• Advanced technology degree preferred.
• 4–8 years of IT technical experience focused on technical consulting and solution selling.
• Relevant industry certifications strongly preferred.

Knowledge and skills

• Experience participating in solution configurations and creating demonstrations and proofs of concept.
• Knowledge of company solution offerings, products, software, services and their application to customer needs.
• Working knowledge of as-a-service business models, ecosystems and outcomes.
• Strong written and verbal communication, active listening, storytelling, discussion and persuasion skills.
• Business and financial acumen, including sales cycles, pipeline growth, customer KPIs, TCO/ROI and financial models.
• Consultative and value-selling skills, including whiteboarding, objection handling and closing.
• Knowledge of CRM tools, resource management and engaging subject-matter experts.
• Hands-on experience with one or more relevant products, solutions, tools or services; ability to develop demonstration playbooks.
• English and applicable local languages as needed to perform the role.

Work arrangement

• The role is designated onsite, with primary work expected from an HPE office.