Enterprise Architect for Telco, Service Providers and Digital Native Companies - Responsable Avant Vente Architecte H/F

Responsible for architecting solutions that will achieve customer business outcomes across the broader company portfolio (IA, Hybrid Cloud, Networking) in combination with all necessary third-party components (e.g. software and integration). Accountable for shaping long-term technology evolution, being a trusted advisor to the key decision makers, and securing that HPE is perceived as a preferred partner with end-to-end solutions that provide customer value. The role requires strong business & technology acumen, deep pre-sales experience in complex Infrastructure and Software environments, and the ability to operate and influence at C-level internally and with customers.

Responsibilities:

• Demonstrates unique mastery within the company in one or more solution domains as well as the customer's technical and business environment.
• Orchestrates the design of complex proposals to deliver and communicate tangible business value to customers.
• Mitigates risk to the company by managing both customer and company stakeholder expectations.
• Critical review proposal, applies market intelligence and thought leadership to translate the functional view into a technical view, enhancing proposed workload-optimized solutions.
• Provides input to all global business units to address key end-customer IT trends, requirements, gaps, or unmet needs.
• Leads the team to develop and present high-level, unique, and imaginative outcome-based solutions to customer business challenges, translating the business needs of the customer into a functional solution design aligned to those needs.
• Communicates HPE's end solution value propositions in the language of the customer and demonstrates how the proposition aligns to business outcomes and customer needs.
• Develops and maintains adjacent technology knowledge, along with in-depth knowledge of current and emerging technologies and trends.
• Contributes to the industry for one or more domains with an active presence at conferences (content support/presentations, demos, booth support), social media, business events, etc.
• Monitors changing competitive landscape (emerging competitors, start-ups etc.).
• Drives the Account Business Planning process, leverage knowledge of industry trends and the customer's technical environment.
• Facilitates and leads deep-dive discussions with the client and accounts teams to build customer relationships, understand business needs, evaluate the customer's ecosystem and advocate and present technical strategies for a customer's transformation.
• Identifies acceptable technical solution trade-offs, risks, and suggests possible remediation.
• Drives collaboration among internal account teams, sets direction, provides guidance, and engages the full portfolio of partners to build effective solution strategies aligned to customer's technical and business challenges.
• Successfully transfers knowledge to external partners to deliver an effective solution to the customer.
• 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.
• Engages with and builds consultative presence and advisory influence with VPs, CxO, and line-of-business (LOB) management and customer thought leaders.
• Anticipates customer needs and proactively engages partners and resources to design innovative solutions and generate customer demand.
• Proactively shares knowledge with peers and actively helps develop knowledge and expertise within the Presales community.

• Advanced degree in technology or related field preferred, or equivalent technical qualifications
• 12+ years of technical experience in IT with a focus on technical consulting and solution selling;
• 2+ Industry standard relevant technology certifications or equivalent experience expected.
• Enterprise architecture frameworks and project management methodologies and certifications are helpful, but not required.

• Unique mastery and experience leading solution configurations and overall architecture design to meet customer requirements.
• Mastery of executive-level written, verbal and nonverbal communication skills, including active listening and storytelling, with ability to communicate in English and applicable local languages as need to perform job requirements.
• Demonstrates unique mastery of discussion and persuasion skills used to support company point-of-view, while respectfully questioning and challenging proposed solutions.
• Unique mastery of financial and business acumen- sales cycle, funnel management, reporting, ability to influence, business strategy linkage - including typical KPIs important to CxOs; knowledgeable about TCO/ROI concepts and calculations, financial models, and understand how customers generate revenue.
• Unique mastery of consultative and value selling skills, advisory influence, and executive gravitas, including presenting, white boarding, storytelling, objection-handling, and closing skills.
• Strong resource management skills, including how and when to effectively engage SMEs/specialists.
• Unique mastery of and understanding of company's preferred go-to-market strategy, global context, coverage options relative to partners and has expert knowledge of partner offerings, along with how/when to leverage them for deals within area of specialization.