Enterprise Architect

Role Overview

Enterprise Architect at Hewlett Packard Enterprise (HPE), based in Saudi Arabia. This is a hybrid role requiring an average of 2 days per week in an HPE office.

Company Overview

Hewlett Packard Enterprise is the global edge-to-cloud company advancing the way people live and work. The organization helps companies connect, protect, analyze, and act on their data and applications from edge to cloud, enabling them to turn insights into outcomes. The culture values finding new and better ways to accelerate what's next, embraces varied backgrounds, and offers flexibility to manage work and personal needs.

Role Purpose

This Enterprise Architect role is responsible for architecting solutions that achieve customer business outcomes across HPE's technical domain and broader portfolio, including hardware, software, services, and as-a-service offerings in combination with necessary third-party components. The role develops and articulates compelling, accurate, and relevant proposals while ensuring customer business and technical requirements are met. Technical expertise is provided to sales teams and customers through presentations and demonstrations, focusing on technical selling and potentially aligned to specific high-priority accounts.

Key Responsibilities

Solution Architecture & Design

• 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.
• Design and develop a playbook 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.

Proposal & Technical Review

• Critically review proposals, apply market intelligence and thought leadership to translate the functional view into a technical view, and enhance proposed workload-optimized solutions.
• Develop and maintain adjacent technology knowledge, along with in-depth knowledge of current and emerging technologies and trends.

Account & Relationship Management

• Drive the Account Business Planning process, leveraging knowledge of industry trends and the customer's technical environment.
• 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 for and present technical strategies for customer transformation.
• Engage with and build consultative presence and advisory influence with VPs, CxOs, and line-of-business management and customer thought leaders.
• Anticipate customer needs and proactively engage partners and resources to design innovative solutions and generate customer demand.
• Mitigate risk to the company by managing both customer and company stakeholder expectations.

Collaboration & Partnership

• 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.
• Engage with and build consultative presence and advisory influence with VPs, CxOs, and line-of-business management and customer thought leaders.

Pipeline & Opportunity Management

• Proactively build the pipeline by identifying opportunities within the account, including enhancements, unmet or unrecognized needs, up-selling, and cross-selling opportunities.
• Monitor the account pipeline and nurture active deals from opportunity to close.
• Use pipeline insights to help prioritize activities to ensure 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 & Process Management

• Document ongoing work (activities, tasks) throughout the sales cycle using specific tools and resources and share best practices with peers and partners to collaborate more effectively.
• Proactively share knowledge with peers and actively help develop knowledge and expertise within the Presales community.

Qualifications & Experience

• Advanced degree in technology or related field preferred, or equivalent technical qualifications.
• 12 or more years of technical experience in IT with a focus on technical consulting and solution selling.
• 2 or more 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 and experience leading solution configurations and overall architecture design.
• Unique mastery of creating, managing, and positioning demos and proofs-of-concept to meet customer requirements.
• Unique mastery of the company portfolio of products, software, services, solution domain specialization, and adjacent solution domains, showing how they can be combined to address customer needs and how workload solutions can be adapted for strategic customer and industry solutions.
• Unique mastery with expertise and deep working knowledge of the as-a-service business model, business value, and complete ecosystem and how that drives 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 as-a-service models.
• Unique mastery of financial and business acumen, including sales cycle, funnel management, reporting, ability to influence, and business strategy linkage, including typical KPIs important to CxOs.
• Knowledge of total cost of ownership (TCO)/return on investment (ROI) concepts and calculations, financial models, and understanding of 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 systems and tools.
• Strong resource management skills, including how and when to effectively engage subject matter experts 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 with a requirement to work on average 2 days per week from an HPE office.

Benefits

• Health and Wellbeing: Comprehensive suite of benefits supporting physical, financial, and emotional wellbeing for team members and loved ones.
• Personal and Professional Development: Investment in career development with specific programs catering to career goals, whether becoming a knowledge expert in your field or applying skills to another division.
• Unconditional Inclusion: Flexible work environment where varied backgrounds are valued, with flexibility to manage work and personal needs.

Employment Practices

Hewlett Packard Enterprise is an Equal Employment Opportunity, Veterans, Disabled, and LGBT employer. The company does not discriminate on the basis of race, gender, or any other protected category, and all decisions are made on the basis of qualifications, merit, and business need. HPE is EEO Protected Veteran/Individual with Disabilities and 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.