Storage Presales Solution 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”).

Responsibilities:

• 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.

Education and Experience:

• Bachelor’s degree in engineering or from technical university.

• 5-8 years of selling experience with a major storage company (Dell/EMC, Pure, NetApp)

• 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.

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.