Presales Architect, Digital Sales – Polish speaker

Description

This is an onsite role, with most of your work done from an HPE office.

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

Digital Sales is an international team based in Prague. It grows business mainly with commercial customers across Central, East and South-East Europe, and Turkey.

The role is based in the Czech Republic and is a technical position in which you design solutions that deliver customer business outcomes. These may sit in one technical domain or span the wider portfolio of hardware, software, services and as-a-service offerings, combined with any third-party components required.

You develop clear, accurate and relevant proposals, and you make sure the customer's business and technical needs are met. You may be assigned to a specific area of expertise such as products, solutions or services, and you may be aligned to particular accounts based on business priority.

You give technical support to sales teams and customers through presentations and product or solution demonstrations, with the aim of building the company's standing within the customer's domain. The work centres on technical selling to customers and partners.

You take on assignments of limited scope by applying technical concepts and knowledge gained through training, education or earlier experience. You work as a team member, sharing information, analysis and recommendations, and you use your own judgement within set boundaries.

Responsibilities

• Help build technical solutions and customer proposals using existing product domain materials, and explain the value of the company's portfolio.
• Bring in insight on the IT trends, requirements, gaps and unmet needs of end customers.
• Check that technical designs fit the customer's workloads and expected service levels, and that they stay within budget.
• Keep up with new technologies and trends, explain how they relate to customer needs, and track what competitors offer and do.
• Join deep-dive discussions to pin down the functional requirements of a solution, drawing on basic knowledge of the customer's technical environment and the company's products, services and solutions.
• Work with internal and external partners to share knowledge and deliver effective solutions, and support partner enablement programmes.
• Build relationships with key partners and stakeholders in your area of specialisation, and understand what they can and cannot do.
• Take initiative to grow the pipeline by finding unmet or unrecognised needs within an account.
• Use knowledge of competitors and the partner ecosystem to support opportunities and help move deals through the sales process to close.
• Take part in sales forecast meetings.
• Record your work on activities and tasks across the sales cycle using the designated tools, and share good practice with peers and partners.
• Learn how the customer's ecosystem works and how the company's solutions can fit into it to deliver value.
• Share what you learn with colleagues.

Requirements

• A first-level university degree in a technical field, or an equivalent technical qualification.
• 0 to 2 years of technical experience in IT.
• Basic experience helping with solution configuration and overall architecture, and with preparing demos and presentations that meet customer needs.
• Strong written and spoken Polish, and solid written and spoken English.
• Basic understanding of the company's portfolio of products, software, services and solutions, with hands-on basic technical skills in at least one product domain.
• Basic understanding of as-a-service (aaS) business model fundamentals, and of the products, services and strategic goals of the relevant business unit.
• Basic communication skills, including active listening, storytelling, collaboration and communicating in English and any local languages the role needs.
• Basic discussion and persuasion skills.
• Basic business and financial awareness, covering the sales cycle, pipeline growth, reporting, influencing and how strategy links to business outcomes, along with an awareness of the roles customers play in their own businesses.
• Basic consultative and value selling skills, including presenting, brainstorming, handling conflict and closing, so you can help customers make business decisions.
• Basic knowledge of company business processes, technical tools and standard CRM systems.
• Hands-on experience with one or more products, solutions, tools or services relevant to the role.
• Ability to run live demonstrations or walkthroughs of products, solutions, tools or services for customers, partners and other stakeholders.
• Basic project and time management skills, or strong analytical and problem-solving skills, including appropriate due diligence.
• Basic knowledge of the different partner types and products for your solution area, and of the company's go-to-market strategy, including when and how to use them on deals in your specialisation.
• Preferred: knowledge-based and experience-based industry certifications.

Conditions

Onsite work, with most days spent at an HPE office.

Based in the Czech Republic.

Job level TCP01, within the Sales function.

The company is committed to an inclusive and accessible workplace and welcomes applications from all qualified people, including those with disabilities. The company is an equal opportunity employer and makes decisions on qualifications, merit and business need, and it complies with laws on the use of arrest and conviction records.

Benefits

• Comprehensive health and wellbeing benefits covering physical, financial and emotional wellbeing for team members and their families.
• Development programmes to help you reach career goals, whether that means becoming a subject expert or moving into another division.
• Flexibility to manage work and personal needs.