Channel Storage Presales Architect

Description

The role is hybrid, with an average of 2 days per week in an HPE office.

The company is a global edge-to-cloud business that helps customers connect, protect, analyze and act on data and applications, from the edge to the cloud.

This is a management-level technical role. You are the subject matter expert others turn to, and you use advanced knowledge to solve complex business problems and decide the best route to an objective.

You will configure and design customer solutions built on the storage portfolio of block, object, file and data protection products, combining hardware, software, services and third-party technology. You write proposals, match solutions to business and technical needs, and support sales and customer engagement.

Responsibilities

• Build deep knowledge in one or more of these areas: block, file, object storage, and backup and data protection.
• Write persuasive customer proposals, review them critically, and make sure they meet the customer's business and technical requirements while managing the expectations of internal stakeholders and customers.
• Size the business problem, show its value, and assess the strengths and weaknesses of the proposed solution against long-term goals.
• Follow emerging technology and IT industry trends, along with trends in the customer's industry.
• Join deep-dive sessions with the account team, build relationships with customer contacts at every level, and present technical strategy for the customer's transformation.
• Use your knowledge of partner products and services to adapt strategies around the relationship between partner and customer.
• Pass your knowledge to external partners so they can deliver solutions well.
• Use pipeline data to decide where time and resources go, focusing on the deals with the greatest potential.
• Build working relationships with senior executives at customers, across their business and their industry.
• Share what you know with peers and coach more junior team members.

Requirements

• A first-level university degree in a technical field, or equivalent technical qualifications.
• 5 to 8 years of technical experience in IT, focused on technical consulting and solution selling.
• Advanced experience leading solution configurations and building demos and proofs of concept (POC) that meet customer needs.
• Advanced understanding of the company's products, software, services and specialist domains, and how they combine to meet customer needs, including adjacent domains.
• Advanced ability to work across functions to keep output consistent and meet as-a-service strategic goals.
• Advanced written and verbal communication, including active listening and storytelling, and the ability to communicate in English and Swedish as the job requires.
• Advanced consultative and value-selling skills, including whiteboarding, handling objections and closing, to help customers make business decisions.
• Advanced resource management, including knowing how and when to bring in SMEs and specialists.
• Hands-on experience with one or more products, solutions, tools or services relevant to the role.
• Ability to design a playbook for demonstrations or walkthroughs of products, solutions, tools or services.
• Ability to run live demonstrations or walkthroughs for customers, partners and other stakeholders.
• Knowledge of partner offerings and when to use them on deals in your specialist area, plus an understanding of the company's go-to-market strategy.
• Advanced degree in technology is preferred.
• At least one experience-based industry certification is very strongly preferred, alongside knowledge-based certifications.
• Enterprise architecture frameworks and project management methodologies and certifications are helpful but not required.

Conditions

Hybrid working, with an average of 2 days per week in an HPE office.

Job level TCP04, in Sales, for storage, based in Sweden.

The company is an equal opportunity employer and makes hiring decisions on qualifications, merit and business need.

The company will follow all applicable laws on the use of arrest and conviction records in hiring.

Benefits

• Health and wellbeing benefits covering physical, financial and emotional wellbeing.
• Personal and professional development programs, including routes to become a knowledge expert or to move into another division.
• Flexibility to manage work and personal needs.