Presales Architect

Job description

Hewlett Packard Enterprise is hiring a Presales Architect for its Doha office. This is an onsite role where you design solutions that achieve customer business outcomes, either within a specific technical domain or across the broader HPE portfolio of hardware, software, services and as-a-service offerings combined with the necessary third-party components.

You develop and present clear, accurate proposals, make sure the customer's business and technical requirements are met, and work with the account team and partners to build the pipeline and move deals from opportunity to close. The role works independently on common and sometimes complex technical problems and may lead projects and help more junior colleagues.

Responsibilities

• Apply advanced knowledge of the HPE portfolio to articulate proposals and make sure the customer's business and technical needs are met
• Identify key risks and detail key value points for the rest of the account team
• Translate the functional design of a solution into a technical design and architecture that can scale with growth
• Communicate how the solution value proposition addresses customer business needs
• Show customers how to migrate or integrate technologies in new or existing environments
• Take part in deep-dive discussions, define key differentiators and draft high-level solution designs
• Balance cost, scope, scale and benefits to deliver superior value
• Work with account team leadership and partners to develop value propositions and identify overlooked opportunities
• Map the right partner to an opportunity and transfer knowledge to external partners
• Build and monitor the account pipeline and take part in sales forecast meetings
• Document activities and tasks throughout the sales cycle and share best practices with peers and partners
• Build working relationships with customer technical teams and executives based on an understanding of their ecosystem and business needs
• Share knowledge with peers and help develop more junior team members

Requirements

• First-level university technical degree or equivalent technical qualifications; an advanced degree in technology is preferred
• 4 to 8 years of technical experience in IT with a focus on technical consulting and solution selling
• Industry certifications are strongly preferred
• Experience taking part in solution configurations and building demos and proofs of concept
• Understanding of the HPE solution portfolio and the as-a-service business model
• Written and verbal communication skills, with the ability to communicate in English and applicable local languages
• Business and financial acumen, including sales cycle, pipeline growth and reporting
• Knowledge of KPIs important to CxOs and line-of-business executives, and of TCO and ROI concepts
• Consultative and value-selling skills, including whiteboarding, objection handling and closing
• Hands-on experience with products, solutions, tools or services aligned to the role
• Ability to design a playbook for demonstrations or walk-throughs of products, solutions, tools or services

Skills

• As-a-service
• CRM
• Customer engagement
• Presales
• Proof of concept
• Solution architecture
• Technical consulting