Data Solutions Presales Architect

Hewlett-Packard

Job Description:

Job Family Definition:

Responsible for architecting solutions that will achieve customer business outcomes either within a specific technical domain, or across the broader company portfolio (hardware, software, services, and as a service offerings) 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. Can be aligned to a specific area of technical expertise (e.g., products, solutions, services). Provides technical expertise to sales teams and 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. May be aligned to specific accounts based on business priority.

Management Level Definition:

Contributions include applying intermediate level of subject matter expertise to solve common technical problems. Acts as an informed team member providing analysis of information and recommendations for appropriate action. Works independently within an established framework and with moderate supervision.

Responsibilities:

• Develops and articulates compelling customer proposals, ensuring the customer s business and technical requirements are met.
• Identifies and articulates key risks related to the respective scope.
• Provides work estimations as well as recommendations on sourcing models.
• Review customer proposals for accuracy, relevance, and competitiveness, ensuring customer enthusiasm and collaborating with senior colleagues in review processes as necessary.
• Offers input to address key end-customer IT trends, requirements, gaps, or unmet needs.
• Performs due diligence by ensuring technical design solutions work, meet customer workload needs, service level expectations, and are within budget.
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Education and Experience:

• First-level university technical degree or equivalent technical qualifications
• 2-4 years of technical experience in IT with a focus on technical selling
• Knowledge-based and experienced-based relevant industry certifications are preferred.

Knowledge and Skills:

• Intermediate level experience participating in solution configurations and overall architecture design along with assisting in creating demos and proofs-of-concept (POC) to meet customer requirements.
• Intermediate level understanding of the company portfolio of products, software, and services and how these fit into solution domain specialization.
• Intermediate level understanding of aaS business models, differentiated value, solutions, and workloads, along with the ability to prioritize aaS offerings and consumption models that will achieve the customer s outcomes.
• Intermediate-level written and verbal communication skills, including emphasizing, collaborating, active listening and storytelling, and ability to communicate in English and applicable local languages (both in-person and virtual) as needed to perform job requirements.
• Demonstrates intermediate-level discussion and persuasion skills, as well as respectfully questioning and challenging proposed solutions.
• Intermediate-level business and financial acumen sales cycle, pipeline growth, reporting, ability to influence, business strategy linkage with an awareness of functional responsibilities of various customer business roles.
• Intermediate consultative and value selling skills, including presenting, whiteboarding, objection handling, and closing skills to proactively help customers make business decisions.
• Intermediate-level company business knowledge, technical tools, and standard customer relationship management (CRM) systems and tools.
• Hands on experience with one or more products, solutions, tools, or services aligned to respective job responsibility.
• Ability to deliver live demonstrations or walk throughs of products, solutions, tools or services to customers, partners, and other stakeholders.
• Intermediate-level project and time management skills or experience with excellent analytical and problem-solving skills, including appropriate due diligence.
• Intermediate-level knowledge of partner offerings and how/when to leverage them for deals within an area of specialization.
• Intermediate level knowledge of different types of partners and products, relevant to assigned solution domain and understanding of the company's go-to-market strategy.

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 (Inactive), Long Term Planning, Managing Ambiguity {+ 6 more}