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Principal Presale Architect - Morpheus Enterprise Software

https://www.hpe.com/ Logo

Hewlett Packard Enterprise

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Location:
United States, New York

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Category:
Sales

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Contract Type:
Not provided

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Salary:

155500.00 - 365000.00 USD / Year
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Job Description:

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.

Job Responsibility:

  • 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

Requirements:

  • University 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
  • Experience with Cloud management platforms required
  • Experience with database clusters and application servers preferred
  • Must be located within New York and have the ability to travel within the New England region to customer sites on a regular basis
  • Experience selling to Enterprise level accounts strongly preferred

Nice to have:

  • Enterprise architecture frameworks and project management methodologies and certifications
  • Experience with database clusters and application servers
What we offer:
  • Health & Wellbeing
  • Personal & Professional Development
  • Unconditional Inclusion

Additional Information:

Job Posted:
July 02, 2025

Employment Type:
Fulltime
Work Type:
Remote work
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