Principal Presales Architect This role has been designed as Onsite with an expectation that you will primarily work from an HPE office Who We Are Hewlett Packard Enterprise is the global edge-to-cloud company advancing the way people live and work We help companies connect protect analyze and act on their data and applications wherever they live from edge to cloud so they can turn insights into outcomes at the speed required to thrive in today s complex world Our culture thrives on finding recent and better ways to accelerate what s next We know varied backgrounds are valued and succeed here We have the flexibility to manage our work and personal needs We make bold moves together and are a force for good If you are looking to stretch and grow your career our culture will embrace you Open up opportunities with HPE Global Sales at HPE is about building the future We are redefining what s next and combining our legacy of innovation with a bold new goal to accelerate everything we do Our sales organization is comprised of 10 000 professionals in sales presales service and support functions Together with our partners we deliver global commercial public sector small medium business customers throughout 11 geographies We re transforming businesses Join us redefine what s next for you What you ll do 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 chance 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 What you need to bring Education and Experience Advanced 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 Knowledge and Skills Unique mastery and experience leading solution configurations and overall architecture design and creating managing and positioning demos and proofs-of-concept POC to meet customer requirements Unique mastery of the company portfolio of products software services solution domain specialization and adjacent solution domain s showing how they can be combined to address customer needs and how the workload solution can be adapted for strategic customer and industry solutions Unique mastery with expertise and deep working knowledge with the as-a-service aaS business model business value and complete ecosystem and how that drives aaS 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 aaS models Mastery of executive-level written verbal and nonverbal communication skills including active listening and storytelling with ability to communicate in English and applicable local languages as need to perform job requirements Demonstrates unique mastery of discussion and persuasion skills used to support company point-of-view while respectfully questioning and challenging proposed solutions Unique mastery of financial and business acumen- sales cycle funnel management reporting ability to influence business strategy linkage - including typical KPIs important to CxOs knowledgeable about TCO ROI concepts and calculations financial models and understand how customers generate revenue Unique mastery of consultative and value selling skills advisory influence and executive gravitas including presenting white boarding storytelling objection-handling and closing skills Unique mastery of company business knowledge technical tools and standard customer relationship management CRM systems and tools Strong resource management skills including how and when to effectively engage SMEs specialists Hands on experience with multiple products solutions tools or services aligned to respective job responsibility Ability to design and develop a playbook for demonstrations or walk throughs of products solutions tools or service Ability to deliver live demonstrations or walk throughs of products solutions tools or service to customers partners and other stakeholders Unique mastery of project and time management skills or experience with excellent analytical and problem-solving skills including appropriate due diligence Unique mastery of partner offerings and how when to leverage them for deals within an area of specialization Unique mastery of and understanding of company s preferred go-to-market strategy global context coverage options relative to partners and has expert knowledge of partner offerings along with how when to leverage them for deals within area of specialization Unique mastery of strategic planning and account planning skills and expert at using business and technical tools and standard customer relationship management CRM systems Additional Skills Accountability Accountability Active Learning Active Listening Assertiveness Bias Building Rapport Buyer Personas Coaching Complex Sales Creativity Critical Thinking Cross-Functional Teamwork Customer Experience Strategy Customer Interactions Design Thinking Empathy Financial Acumen Follow-Through Growth Mindset Identifying Sales Opportunities Industry Knowledge Intellectual Curiosity Inactive Long Term Planning Managing Ambiguity 6 more What We Can Offer You Health Wellbeing We strive to provide our team members and their loved ones with a comprehensive suite of benefits that supports their physical financial and emotional wellbeing Personal Professional Development We also invest in your career because the better you are the better we all are We have specific programs catered to helping you reach any career goals you have whether you want to become a knowledge expert in your field or apply your skills to another division Unconditional Inclusion We are unconditionally inclusive in the way we work and celebrate individual uniqueness We know varied backgrounds are valued and succeed here We have the flexibility to manage our work and personal needs We make bold moves together and are a force for good Let s Stay Connected Follow on Instagram to see the latest on people culture and tech at HPE india sales Job Sales Job Level TCP 05 HPE is an Equal Employment Opportunity Veterans Disabled LGBT employer We do not discriminate on the basis of race gender or any other protected category and all decisions we make are made on the basis of qualifications merit and business need Our goal is to be one global team that is representative of our customers in an inclusive environment where we can continue to innovate and grow together Please click here Hewlett Packard Enterprise is EEO Protected Veteran Individual with Disabilities HPE 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 No Fees Notice Recruitment Fraud Disclaimer It has come to HPE s attention that there has been an increase in recruitment fraud whereby scammer impersonate HPE or HPE-authorized recruiting agencies and offer fake employment opportunities to candidates These scammers often seek to obtain personal information or money from candidates Please note that Hewlett Packard Enterprise HPE its direct and indirect subsidiaries and affiliated companies and its authorized recruitment agencies vendors will never charge any candidate a registration fee hiring fee or any other fee in connection with its recruitment and hiring process The credentials of any hiring agency that claims to be working with HPE for recruitment of talent should be verified by candidates and candidates shall be solely responsible to conduct such verification Any candidate individual who relies on the erroneous representations made by fraudulent employment agencies does so at their own risk and HPE disclaims liability for any damages or claims that may result from any such communication

📌 Principal Presales Architect (Gurugram)
🏢 Hewlett Packard Enterprise
📍 Gurugram