Solution Consultant

Solution Architect

JOB DESCRIPTION

Hewlett Packard Enterprise is an industry leading technology company that enables customers to go further, faster. With the industry’s most comprehensive portfolio, spanning the cloud to the data center to workplace applications, our technology and services help customers around the world make IT more efficient, more productive and more secure.

We’re solving the world’s most complex challenges, and our people are at the forefront of progress. In a Sales role at HPE, you’ll play a part in building the future – one big idea at a time. You’ll be selling HPE products, services, software, or solutions to customers, both directly and indirectly. Working at HPE, you’ll have the resources to develop your talent and creativity. Are you ready to unleash your potential?

Enterprise Services is one of the world’s leading services organizations, serving more than 400 of the Fortune 500 companies and more than 1,000 businesses and government agencies in 135 countries. We help our clients focus their IT investments to better engage with their customers, manage risk, tackle the explosion of data, and transition to a new style of IT. Through our seven interconnected practices, we advise, transform, and advance each enterprise, no matter where they are in their journey. We also bring the best of HPE together to deliver innovative solutions that matter to our clients. Leveraging HPE’s portfolio we offer end-to-end solutions for today’s IT environments.

For more than 50 years, we have built a strong reputation of industry expertise and delivering the best client experience in the industry. Our clients rely on HPE Enterprise Services as a partner they can trust to deliver mission-critical services and value to their enterprise.

Solution Architect

Opportunity analysis

Gathers and assesses customer needs, both business and technical; works with customer IT and LOB management to develop an accurate understanding of business needs and related issues

Identifies related needs (lead generation, opportunity expansion)

Identifies customer-wide IT parameters and constraints that impact the solution

Identifies probable competition and evaluates relative company strengths

Solution Planning and Design

Architects an appropriate technical solution to meet the customer’s requirements

Optimizes a solution’s fit to the requirements of an opportunity plus the broader customer IT strategy

Balances and incorporates the inputs of specialists in the solution design

Adapts solution design to new requirements

Anticipates and plans for competitive threats

Establishes the validity of a solution and its components with both short and long term implications

Identifies the growth path , scalability options and implications for customer IT strategy and/or related LOB implications of a solution and includes these in design activities and account planning

Client/customer relationship

Builds strong professional relationship with key IT and LOB executives across the Region

Understands and addresses CxO issues

Applies consultative selling techniques to advance opportunities

Builds customer loyalty through being a trusted advisor

Partners effectively with others in the account to ensure problem resolution and customer satisfaction

Effectively communicates and articulates the details of their component roles in a proposed customer solution

Account team collaboration

May actively participate with the account team in account and opportunity planning across the Region

Provides solution advice, drives proposals, presentations, and other customer communications during pursuit

Transfers knowledge to account team

Understands the roles and proactively engages other teams and resources within the company and partners

Applies technical skills to identifying overlooked opportunities within the account

Facilitates smooth transition from sales to implementation by orienting the appropriate teams to the solution design

Scope and Impact

Contributions have major impact across the company Region and some BU’s, and solid impact on Regional company business

Leads the presales direction for assigned account(s) or solution area and contributes to the presales direction for the Region

Breadth of influence goes across multiple organizations within the Business and is sought, valued and used

Hewlett Packard Enterprise Values:

Partnership first: We believe in the power of collaboration – building long term relationships with our customers, our partners and each other

Bias for action: We never sit still – we take advantage of every opportunity

Innovators at heart: We are driven to innovate – creating both practical and breakthrough advancements

What do we offer?

Extensive social benefits, flexible working hours, a competitive salary and shared values, make Hewlett Packard Enterprise one of the world´s most attractive employers. At HPE our goal is to provide equal opportunities, work-life balance, and constantly evolving career opportunities.

If you are looking for challenges in a pleasant and international work environment, then we definitely want to hear from you. Apply now below, or directly via our Careers Portal at www.hpe.com/careers

You can also find us on:

https://www.facebook.com/HPECareers

https://twitter.com/HPE_Careers

Education and Experience Required:

  • Technical University degree or Bachelor’s degree preferred
  • 8-12 years experience in technical consultative selling and solution/account management
  • Technical and solution experience in IT industry
  • Experience in vertical industry preferred
  • 5-7 years experience in project/program management
  • Appropriate solution or career certifications

Knowledge and Skills Required:

Technical/Solution acumen

  • Demonstrates a broad knowledge of company’s technology & solutions, with deep expertise in area of specialization
  • Links company solutions with data business center needs to create customer business value
  • Applies broad understanding of technical innovations & trends to solving customer business problems
  • Establishes thought leadership in solution or technical specialty area with customers
  • Demonstrated ability to work as the lead for components of large complex projects
  • Has a high level understanding of the company product/services roadmaps for multiple BU’s
  • Has demonstrated hands-on level skills with some of the technology in their solution area

Business acumen

  • Leverages financial and accounting concepts as well as capital investment concepts in demonstrating business value of proposed solutions to customers
  • Creates solutions that creatively address customer value chain and business requirements
  • Persuasively communicates the value of the solution in terms of financial return and impact on customer business goals
  • Appropriately tailors communications to varying levels of customer management

Industry acumen

  • Extensive level of industry acumen; keeps current with trends and able to converse with client on issues and challenges

Solution selling

  • Demonstrates strong communications skills with IT and LOB managers, as well as some C-level executives
  • Leverages strong understanding of the competition – both positioning strategy and technology – to create competitive advantage for the company

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