Enterprise Architect

Description

The role is hybrid. You will work in an HPE office on average 2 days per week.

The company helps organisations connect, protect, analyse and act on their data and applications, from the edge to the cloud, so they can turn insight into results quickly.

You will join the sales team as an Enterprise Architect in the presales group, working with customers, account teams and partners.

Responsibilities

• Build deep command of several solution areas, along with the customer's technical and business setting.
• Lead the design of complex proposals that show customers the business value they will gain.
• Reduce company risk by managing expectations of both customers and internal stakeholders.
• Critically review proposals, using market insight and thought leadership to turn the functional view into a technical one and strengthen workload-optimised solutions.
• Feed end-customer IT trends, requirements, gaps and unmet needs to every global business unit.
• Lead the team in creating high-level, original, outcome-based solutions that match customer business challenges to a functional design.
• Explain the company's solution value in the customer's own language and show how it links to business outcomes.
• Keep up with adjacent technologies and with current and emerging trends in depth.
• Contribute to your domain industry through conferences (content, talks, demos, booth support), social media and business events.
• Track the changing competitive landscape, including new competitors and start-ups.
• Drive the account business planning process using industry trends and knowledge of the customer's technical setting.
• Lead in-depth discussions with the customer and account teams to build relationships, understand needs, assess the customer's ecosystem and present technical transformation strategies.
• Identify workable technical trade-offs and risks, and suggest ways to address them.
• Coordinate internal account teams, set direction, give guidance and bring in the full partner portfolio to build solution strategies that fit customer challenges.
• Pass knowledge on to external partners so they can deliver an effective solution.
• Build the pipeline by finding opportunities within the account, such as enhancements, unmet or unrecognised needs, upselling and cross-selling.
• Monitor the account pipeline and push active deals from opportunity to close.
• Use pipeline insight to decide where time and resources will do the most good on the highest-potential deals.
• Take part in sales forecast meetings and give feedback that speeds up the sales cycle.
• Record ongoing work throughout the sales cycle in the designated tools and share good practice with peers and partners.
• Build a consultative, advisory presence with VPs, CxOs, line-of-business management and customer thought leaders.
• Anticipate customer needs, work with partners and resources to design new solutions and create demand.
• Share knowledge with peers and help grow expertise across the presales community.

Requirements

• 12+ years of technical IT experience, with a focus on technical consulting and solution selling.
• 2+ relevant industry-standard technology certifications, or equivalent experience.
• An advanced degree in technology or a related field is preferred, or equivalent technical qualifications.
• Knowledge of enterprise architecture frameworks and project management methodologies and certifications is helpful but not required.
• Unique mastery of leading solution configuration and overall architecture design, and of building, managing and presenting demos and proofs-of-concept that meet customer requirements.
• Unique mastery of the company's product, software and service portfolio, your specialist domain and adjacent domains, including how to combine them and adapt workloads for customer and industry solutions.
• Unique mastery of the as-a-service (aaS) model, its business value and ecosystem, and how it supports aaS goals in one or more domains.
• Expert ability to work across functions and across the company to grow revenue through subscription consumption and other aaS models.
• Executive-level written, verbal and non-verbal communication, including active listening and storytelling, in English and other local languages where the job requires them.
• Persuasion skills to support the company's point of view, while respectfully questioning and challenging proposed solutions.
• Unique mastery of financial and business acumen: sales cycle, funnel management, reporting, influencing, linking strategy to business, CxO KPIs, TCO/ROI concepts and calculations, financial models and how customers earn revenue.
• Unique mastery of consultative and value selling, advisory influence and executive presence, including presenting, whiteboarding, storytelling, handling objections and closing.
• Unique mastery of company business knowledge, technical tools and standard CRM systems.
• Strong resource management, including knowing how and when to bring in SMEs and specialists.
• Hands-on experience with several products, solutions, tools or services relevant to your role.
• Ability to design a playbook for demonstrations or walkthroughs of products, solutions, tools or services.
• Ability to deliver live demonstrations or walkthroughs to customers, partners and other stakeholders.
• Unique mastery of project and time management, or equivalent experience, with strong analytical and problem-solving skills, including appropriate due diligence.

Conditions

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

Job level TCP05 in the sales job family, based in Poland.

Annual base salary in Poland of PLN 351,000 to 653,000, depending on location, experience, education and skill level.

The range covers combined base and target sales pay at 100% of the sales plan, split 80% base and 20% target sales compensation.

The company is an equal opportunity employer that makes decisions on qualifications, merit and business need, and it will comply with laws on arrest and conviction records. Accommodation is available on request at any stage of the hiring process.

Benefits

• A broad package of health and wellbeing support covering physical, financial and emotional wellbeing.
• Personal and professional development programmes to help you reach career goals, whether that means becoming a knowledge expert in your field or moving into another division.
• Flexibility to balance work with personal needs.