NonStop Principal Pre-Sales Architect

1 maand geleden

Amstelveen, Noord-Holland, Nederland HPE Voltijd
NonStop Principal Pre-Sales Architect This role has been designed as 'Hybrid' with an expectation that you will work on average 2-3 days per week from an HPE office.

Who We Are:

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.

Job Description:

Job Family Definition:

Responsible for architecting NonStop solutions that will achieve customer business outcomes either within the NonStop technical domain (hardware, software, services, and as a service offerings) in combination with all necessary third-party components (e.g. application software and integration). Develops and articulates compelling, accurate, and relevant proposals and ensures customer's business, commercial and technical requirements are met. Provides technical expertise to internal sales teams and direct to customers (through sales presentations, product/solution demonstrations, etc.) aimed at gaining the customer mindshare within their domain. These jobs focus on technical selling to customers/partners, aligned to NonStop accounts across Benelux and France as part of the wider NonStop EMEA and Latin America team.

Management Level Definition:

Contributions impact technical components of HPE NonStop products, solutions, and services. Applies advanced subject matter knowledge to solve complex business issues and is regarded as a subject matter expert. Provides expertise and partnership to functional and technical project teams and may participate in cross-functional initiatives. Exercises significant independent judgment to determine best method for achieving objectives. May provide team leadership and mentoring to others.

Responsibilities:

  • Demonstrates in-depth knowledge in the NonStop solution domain, products, services, and solutions as well as the customer's technical and business environment, and industries notably Financial Services and Retail Payments.
  • Develops compelling customer proposals and critically reviews them, manages the expectations of internal stakeholders and customers, ensuring the meeting of customer's business, commercial and technical requirements are met.
  • Quantifies the impact of the business problem(s), positions business value, identifies the strengths and weaknesses of the overall proposed solution to achieve long-term business objectives.
  • Provides input to all global business units to address IT trends, requirements, gaps, or unmet needs.
  • Translates outcome-based solutions into a functional solution design that aligns to the customers business needs, and then translates that functional design into a technical design and architecture that can be scaled to accommodate growth.
  • Communicates how the solution value propositions addresses customer business needs.
  • Tracks leading-edge and emerging technologies.
  • Contributes to industry development for one or more domains through conferences (content support/presentations, demos, booth support) and industry events, while also monitoring social media.
  • Incorporates an understanding of technology trends within the IT industry, as well as the customer's industry.
  • Actively gathers and applies competitive intelligence as a critical component of account support.
  • Drives the Account Business Planning process, leveraging knowledge of industry trends and the customer's technical environment.
  • Participates in deep-dive discussions and partners with the account team to build customer relationships at all levels by advocating and presenting technical strategies for a customer's transformation.
  • Produces in-depth comparative analysis of alternative approaches to meet solution requirements.
  • Develops, configures, and right sizes an optimal workload solution, balancing cost, scope, scale, boundaries, and benefits to deliver superior value and increase the win rate.
  • Leverages deep knowledge of partner products and services and adjusts strategies to leverage the relationship between the service provider/partner and the customer.
  • Successfully transfers knowledge to external partners to deliver effective solutions to customers.
  • Proactively builds the pipeline by identifying opportunities (e.g., enhancements, unmet or unrecognized needs, up-selling, and cross-selling opportunities) within the account.
  • Monitors the account pipeline and nurtures active deals from the opportunity to close.
  • Uses pipeline insights to help prioritize activities in a way that ensures time, and resources are invested wisely in pursuit of deals with the highest potential.
  • Actively participates in sales forecast meetings and provides feedback to accelerate the sales lifecycle.
  • Documents ongoing work (activities, tasks) throughout the sales cycle using specific tools and resources and sharing best practices with peers and partners to collaborate more effectively.
  • Builds strong professional relationships with customer key executives across the business and industry.
  • Proactively shares knowledge with peers and helps develop more junior team members.

Education and Experience:

  • First-level university technical degree or equivalent technical qualifications or relevant industry experience.
  • At least 5 years of technical customer facing experience in IT with a focus on technical consulting and solution selling. Sales/Presales experience is preferred but not required.
  • Knowledge-based as well as experience in relevant industry sectors strongly preferred, notably Financial Services and/or Manufacturing.
  • Enterprise architecture frameworks and project management methodologies and certifications are helpful, but not required.
  • Mission Critical Systems experience required.
  • English fluency is required. Dutch and/or French are a nice to have.

Knowledge and Skills:

  • Advanced experience participating in and leading solution configurations and the creation of demos and proofs-of-concept (POC) to meet customer requirements.
  • Advanced understanding of the company portfolio of products, software, services, solution domain specialization, adjacent solution domain(s), and how they can be combined to address customer needs.
  • Ability to translate aaS and complete ecosystem, differentiated value, solutions, and workloads and ability to prioritize aaS offerings and consumption models that will achieve the customer's outcomes and greatest return.
  • Advanced written and verbal communication skills, including active listening and storytelling, and the ability to communicate in English and applicable local languages as needed to perform job requirements.
  • Demonstrates advanced discussion and persuasion skills used to support company point-of-view, while respectfully questioning and challenging proposed solutions.
  • Advanced business and financial acumen—sales cycle, pipeline growth, reporting, ability to influence, business strategy linkage— with an understanding of functional responsibilities of various customer business roles, including typical KPIs important to, CxOs and line-of-business (LOB) executives; knowledgeable about TCO/ROI concepts and calculations, financial models, and understand how customers generate revenue.
  • Advanced consultative/value selling skills, including, whiteboarding, objection handling, and closing skills to proactively help customers make business decisions.
  • Resource management skills, including how and when to effectively engage SMEs/specialists.
  • Ability to design and develop a playbook for demonstrations or walk throughs of products, solutions, tools, or service.
  • Ability to deliver live demonstrations or walk throughs of products, solutions, tools, or service to customers, partners, and other stakeholders.
  • Project and time management knowledge or experience with excellent analytical and problem-solving skills, including appropriate due diligence.
  • Advanced knowledge of partner offerings and how/when to leverage them for deals within an area of specialization, understanding of the company's go-to-market strategy.
  • Strategic planning and account planning skills, as well as being an expert at using business and technical tools, and standard customer relationship management (CRM) systems.

#LI-Hybrid

Additional Skills:

Accountability, Accountability, Active Learning, Active Listening, Assertiveness, Bias, Building Rapport, Buyer Personas, Coaching, Complex Sales, Creativity, Critical Thinking, Cross-Functional Teamwork, Customer Experience Strategy, Customer Interactions, Design Thinking, Empathy, Financial Acumen, Follow-Through, Growth Mindset, Identifying Sales Opportunities, Industry Knowledge, Intellectual Curiosity, Long Term Planning, Managing Ambiguity {+ 6 more}

What We Can Offer You:

Health & Wellbeing

We strive to provide our team members and their loved ones with a comprehensive suite of benefits that supports their physical, financial and emotional wellbeing.

Personal & Professional Development

We also invest in your career because the better you are, the better we all are. We have specific programs catered to helping you reach any career goals you have — whether you want to become a knowledge expert in your field or apply your skills to another division.

Diversity, Inclusion & Belonging

We are unconditionally inclusive in the way we work and celebrate individual uniqueness. 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.

Let's Stay Connected:

Follow @HPECareers on Instagram to see the latest on people, culture and tech at HPE.

Job:

Sales

Job Level:

TCP_04

HPE is an Equal Employment Opportunity/ Veterans/Disabled/LGBT and Affirmative Action employer. We are committed to diversity and building a team that represents a variety of backgrounds, perspectives, and skills. We do not discriminate and all decisions we make are made on the basis of qualifications, merit, and business need. Our goal is to be one global diverse team that is representative of our customers, in an inclusive environment where we can continue to innovate and grow together. Please click here: Equal Employment Opportunity.

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.

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