وصف الوظيفة
Role Overview
Enterprise Architect at Hewlett Packard Enterprise. This is a hybrid role requiring an average of 2 days per week in an HPE office. Based in Saudi Arabia.
Company Overview
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.
Role Purpose
Architect solutions that achieve customer business outcomes across the broader company portfolio (hardware, software, services, and as-a-service offerings) in combination with all necessary third-party components. Develop and articulate compelling, accurate, and relevant proposals while ensuring customer business and technical requirements are met. Provide technical expertise to sales teams and customers through presentations, demonstrations, and product/solution showcases aimed at gaining customer mindshare within technical domains. Focus on technical selling to customers and partners, with possible alignment to specific accounts based on business priority.
Key Responsibilities
Solution Design & Architecture
- Orchestrate the design of complex proposals to deliver and communicate tangible business value to customers.
- Lead the team to develop and present high-level, unique, and imaginative outcome-based solutions to customer business challenges, translating business needs into functional solution design.
- Identify acceptable technical solution trade-offs, risks, and suggest possible remediation.
- Develop and maintain adjacent technology knowledge, along with in-depth knowledge of current and emerging technologies and trends.
- Design and develop playbooks for demonstrations or walk-throughs of products, solutions, tools, or services.
- Deliver live demonstrations or walk-throughs of products, solutions, tools, or services to customers, partners, and other stakeholders.
- Unique mastery and experience leading solution configurations and overall architecture design and creating, managing, and positioning demos and proofs-of-concept (POC) to meet customer requirements.
Customer & Stakeholder Engagement
- Facilitate and lead deep-dive discussions with the client and account teams to build customer relationships, understand business needs, evaluate the customer's ecosystem and advocate and present technical strategies for customer transformation.
- Engage with and build consultative presence and advisory influence with VPs, CxO, and line-of-business (LOB) management and customer thought leaders.
- Mitigate risk to the company by managing both customer and company stakeholder expectations.
Technical Leadership & Collaboration
- Drive collaboration among internal account teams, set direction, provide guidance, and engage the full portfolio of partners to build effective solution strategies aligned to customer's technical and business challenges.
- Successfully transfer knowledge to external partners to deliver an effective solution to the customer.
- Proactively share knowledge with peers and actively help develop knowledge and expertise within the Presales community.
Market Intelligence & Strategy
- Critically review proposals, apply market intelligence and thought leadership to translate the functional view into a technical view, enhancing proposed workload-optimized solutions.
- Develop and maintain unique mastery of the company portfolio of products, software, services, solution domain specialization, and adjacent solution domain(s), showing how they can be combined to address customer needs and how the workload solution can be adapted for strategic customer and industry solutions.
- Drive the Account Business Planning process, leveraging knowledge of industry trends and the customer's technical environment.
- Anticipate customer needs and proactively engage partners and resources to design innovative solutions and generate customer demand.
Pipeline & Sales Management
- Proactively build the pipeline by identifying opportunities (enhancements, unmet or unrecognized needs, upselling, and cross-selling opportunities) within the account.
- Monitor the account pipeline and nurture active deals from the opportunity to close.
- Use 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 participate in sales forecast meetings and provide feedback to accelerate the sales lifecycle.
Knowledge Management & Documentation
- Document 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.
Qualifications & Experience
- 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.
Skills & Competencies
- Unique mastery of the company portfolio of products, software, services, solution domain specialization, and adjacent solution domain(s).
- Unique mastery with expertise and deep working knowledge with the as-a-service (aaS) business model, business value, and complete ecosystem and how that drives aaS strategic goals within one or more domains.
- Expert ability to collaborate cross-functionally and across HPE to generate new revenue through increased subscription consumption and other aaS models.
- Unique mastery of financial and business acumen including sales cycle, funnel management, reporting, ability to influence, business strategy linkage, and typical KPIs important to CxOs.
- Knowledgeable about TCO/ROI concepts and calculations, financial models, and how customers generate revenue.
- Unique mastery of consultative and value selling skills, advisory influence, and executive gravitas, including presenting, whiteboarding, storytelling, objection-handling, and closing skills.
- Unique mastery of company business knowledge, technical tools, and standard customer relationship management (CRM) systems and tools.
- Strong resource management skills, including how and when to effectively engage SMEs and specialists.
- Hands-on experience with multiple products, solutions, tools, or services aligned to respective job responsibility.
- Unique mastery of project and time management skills or experience with excellent analytical and problem-solving skills, including appropriate due diligence.
Additional Information
Work Arrangement
Hybrid role requiring an average of 2 days per week from an HPE office.
Benefits & Support
Health & Wellbeing: We strive to provide team members and their loved ones with a comprehensive suite of benefits that supports their physical, financial and emotional wellbeing.
Personal & Professional Development: We invest in your career through 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.
Unconditional Inclusion: We are unconditionally inclusive in the way we work and celebrate individual uniqueness. We have the flexibility to manage our work and personal needs.
Equal Opportunity
Hewlett Packard Enterprise is an Equal Employment Opportunity/Veterans/Disabled/LGBT employer. We do not discriminate on the basis of race, gender, or any other protected category. 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. If you believe you require accommodation during any stage of the application or interview process, please submit your request through our secure form.