Nonstop Presales Architect, Houston or Alpharetta or Atlanta, Ga
Hewlett Packard Enterprise, Spring, TX, United States
Job Summary
This role has been designated as ‘Remote/Teleworker’, which means you will primarily work from home. However, you will need to travel to and work from the office two days per week and be flexible to travel at least 15 to 20% of the time to the customer site if required. This is not a 100% remote position.
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 value varied backgrounds, offer flexibility to manage work and personal needs, and together make bold moves as a force for good. If you want to stretch and grow your career, our culture will embrace you.
Job Description This is an entry‑level presales opportunity that includes customer‑facing sales activities. The position is sales‑coded with an 80/20 base/commission compensation plan. Responsibilities include architecting solutions to achieve customer business outcomes across hardware, software, services, and as‑a‑service offerings, including relevant third‑party components. You will develop and articulate compelling, accurate, and relevant proposals, ensuring customer business and technical requirements are met. You may align to a specific area of technical expertise and provide technical expertise to sales teams and customers through presentations and demonstrations.
Work Schedule Employee will have to travel to and work from the office two days per week.
Travel Must be flexible to travel at least 15–20% of the time to customer sites if required.
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.
Develops and maintains awareness of leading‑edge and emerging technologies, understanding these resources to find, both inside and outside of HPE, information regarding trends and standards, while also actively monitoring competitor offerings and activities.
Creates and develops the implementation design of technical products, services, and solutions that address specific customer needs by participating in deep‑dive discussions and leveraging deep knowledge of customers’ technical environment and the company’s portfolio.
Addresses customer questions and concerns regarding technical products, services, and solutions within a specific scope.
Collaborates with internal and external partners to successfully transfer knowledge and deliver effective solutions to customers.
Connects with key partners and stakeholders within an area of specialization and understands their capabilities and limitations, supporting all partner enablement and initiatives as needed.
Proactively builds the pipeline by identifying opportunities (e.g., enhancements, unmet or unrecognized needs, up‑selling, and cross‑selling opportunities) within the account.
Supports the opportunity pipeline and helps drive through the sales process to closure.
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, sharing best practices with peers and partners to collaborate effectively.
Develops a working relationship with the customer technical teams by understanding the customer’s ecosystem and how HPE’s solutions can align to the ecosystem and deliver value.
Proactively shares knowledge with peers.
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 as‑a‑service business models, differentiated value, solutions, and workloads, along with the ability to prioritize as‑a‑service 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, whiteboard, 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 walkthroughs 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.
Education and Experience
First‑level university technical degree or equivalent technical qualifications.
1–3 years of technical experience in IT with a focus on technical selling.
Knowledge‑based and experienced‑based relevant industry certifications are preferred.
Additional Skills 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.
Benefits 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.
Unconditional Inclusion We are unconditionally inclusive in the way we work and celebrate individual uniqueness.
Job Level TCP_02
Compensation The expected salary/wage range for this position is provided below. Actual offer may vary from this range based on geographic location, work experience, education/training, and/or skill level. United States of America: Annual Salary USD 91,000–209,500 in Texas. This range reflects the minimum to maximum combined base and target‑level sales compensation that would be paid if the hire performs at 100% of their sales plan. The mix of base salary and target‑level sales compensation is 80%/20%.
Legal and EEO Statements HPE is an Equal Employment Opportunity/Veterans/Disabled/LGBT employer. We do not discriminate on the basis of race, gender, or any other protected category, and all decisions we make are based on qualifications, merit, and business need. 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.
Recruitment Fraud Disclaimer No fees will be charged for candidates in the recruitment and hiring process. HPE will never charge any candidate a registration fee, hiring fee, or any other fee in connection with its recruitment and hiring process. Candidates should verify any hiring agency claims to be working with HPE for recruitment of talent.
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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 value varied backgrounds, offer flexibility to manage work and personal needs, and together make bold moves as a force for good. If you want to stretch and grow your career, our culture will embrace you.
Job Description This is an entry‑level presales opportunity that includes customer‑facing sales activities. The position is sales‑coded with an 80/20 base/commission compensation plan. Responsibilities include architecting solutions to achieve customer business outcomes across hardware, software, services, and as‑a‑service offerings, including relevant third‑party components. You will develop and articulate compelling, accurate, and relevant proposals, ensuring customer business and technical requirements are met. You may align to a specific area of technical expertise and provide technical expertise to sales teams and customers through presentations and demonstrations.
Work Schedule Employee will have to travel to and work from the office two days per week.
Travel Must be flexible to travel at least 15–20% of the time to customer sites if required.
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.
Develops and maintains awareness of leading‑edge and emerging technologies, understanding these resources to find, both inside and outside of HPE, information regarding trends and standards, while also actively monitoring competitor offerings and activities.
Creates and develops the implementation design of technical products, services, and solutions that address specific customer needs by participating in deep‑dive discussions and leveraging deep knowledge of customers’ technical environment and the company’s portfolio.
Addresses customer questions and concerns regarding technical products, services, and solutions within a specific scope.
Collaborates with internal and external partners to successfully transfer knowledge and deliver effective solutions to customers.
Connects with key partners and stakeholders within an area of specialization and understands their capabilities and limitations, supporting all partner enablement and initiatives as needed.
Proactively builds the pipeline by identifying opportunities (e.g., enhancements, unmet or unrecognized needs, up‑selling, and cross‑selling opportunities) within the account.
Supports the opportunity pipeline and helps drive through the sales process to closure.
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, sharing best practices with peers and partners to collaborate effectively.
Develops a working relationship with the customer technical teams by understanding the customer’s ecosystem and how HPE’s solutions can align to the ecosystem and deliver value.
Proactively shares knowledge with peers.
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 as‑a‑service business models, differentiated value, solutions, and workloads, along with the ability to prioritize as‑a‑service 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, whiteboard, 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 walkthroughs 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.
Education and Experience
First‑level university technical degree or equivalent technical qualifications.
1–3 years of technical experience in IT with a focus on technical selling.
Knowledge‑based and experienced‑based relevant industry certifications are preferred.
Additional Skills 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.
Benefits 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.
Unconditional Inclusion We are unconditionally inclusive in the way we work and celebrate individual uniqueness.
Job Level TCP_02
Compensation The expected salary/wage range for this position is provided below. Actual offer may vary from this range based on geographic location, work experience, education/training, and/or skill level. United States of America: Annual Salary USD 91,000–209,500 in Texas. This range reflects the minimum to maximum combined base and target‑level sales compensation that would be paid if the hire performs at 100% of their sales plan. The mix of base salary and target‑level sales compensation is 80%/20%.
Legal and EEO Statements HPE is an Equal Employment Opportunity/Veterans/Disabled/LGBT employer. We do not discriminate on the basis of race, gender, or any other protected category, and all decisions we make are based on qualifications, merit, and business need. 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.
Recruitment Fraud Disclaimer No fees will be charged for candidates in the recruitment and hiring process. HPE will never charge any candidate a registration fee, hiring fee, or any other fee in connection with its recruitment and hiring process. Candidates should verify any hiring agency claims to be working with HPE for recruitment of talent.
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