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Hewlett Packard Enterprise develops enterprise technology for organizations running hybrid cloud and AI-driven operations. Its portfolio spans HPE ProLiant servers and HPE Cray high-performance computing, HPE Alletra storage, HPE Aruba networking, AI platforms and turnkey AI factories, and GreenLake as-a-service solutions. HPE also provides security capabilities such as Zero Trust and SASE, alongside professional, advisory, and support services that help large organizations modernize infrastructure, manage data-center environments, and deploy AI at scale.
Senior Enterprise Architect, Cloud and AI - California Remote
Lead cloud, AI, networking, compute, and storage solution architecture for Hewlett Packard Enterprise strategic accounts. Shape customer transformations, technical sales, proposals, and pipeline growth.
United States
California$137,600 – $284,000 / year
RemoteFull-timeSeniorLeadEnglish RequiredIT SupportDescription
- Lead architecture and solution design for strategic accounts
- Create customer value propositions and advance opportunities spanning network virtualization, hybrid cloud, networking, compute, storage, AI, and managed services
- Partner with account teams to develop technical and commercial approaches aligned with customer needs
- Establish and strengthen relationships across customer organizations
- Create and rigorously evaluate customer proposals
- Align internal and customer expectations with business and technical requirements
- Assess the impact of business challenges and communicate their value implications
- Convert outcome-focused solutions into functional, technical, and scalable architectures
- Monitor emerging technologies and apply relevant industry trends
- Support industry advancement through conferences, demonstrations, presentations, and events
- Collect and use competitive intelligence
- Lead account planning and contribute to in-depth account discussions
- Compare alternative approaches through structured analysis
- Configure and size workload solutions according to cost, scope, scale, constraints, and value
- Use partner products and services while sharing knowledge with external partners
- Generate pipeline through upselling, cross-selling, enhancements, and newly identified needs
- Track account pipelines and advance opportunities through closing
- Support sales forecasting and help shorten the sales cycle
- Record sales-cycle activities and distribute effective practices
- Develop relationships with executive-level customers
- Exchange expertise with peers and mentor junior team members
Requirements
- Technical university degree or equivalent technical qualifications
- Advanced technology degree preferred
- At least seven years of IT experience focused on technical consulting and solution sales
- Relevant knowledge-based and experience-based industry certifications strongly preferred
- Prior solution-selling experience in cloud or AI strongly preferred
- Enterprise architecture frameworks and project management certifications or methodologies are useful but not required
- Willingness to travel up to 35% of the time
- Advanced experience leading solution configurations and developing demos and proofs of concept
- Advanced knowledge of company products, software, services, solution domains, and their use in addressing customer needs
- Advanced ability to connect as-a-service models, ecosystems, value propositions, solutions, and workloads to customer outcomes
- Advanced understanding of variations in as-a-service business models
- Advanced ability to collaborate across functions
- Advanced written and verbal communication, including active listening and storytelling
- Ability to communicate in English and relevant local languages when required
- Advanced ability to lead discussions and influence decisions
- Advanced business and financial acumen covering sales cycles, pipeline growth, reporting, strategy, TCO/ROI concepts, and financial models
- Advanced consultative and value-selling skills, including whiteboarding, objection handling, and closing
- Advanced knowledge of company business processes, technical tools, and CRM systems
- Advanced resource planning and management skills
- Practical experience with products, solutions, tools, or services relevant to the role
- Ability to create demonstration and walkthrough playbooks
- Ability to conduct live demonstrations and walkthroughs
- Advanced project and time management knowledge or experience
- Strong analytical and problem-solving abilities
- Advanced knowledge of partner offerings and go-to-market strategy
- Advanced strategic and account planning capabilities
- Expertise with business, technical, and CRM tools
Benefits
- Benefits programs supporting physical, financial, and emotional wellbeing
- Programs for personal and professional growth
- Flexible work options that support work and personal responsibilities
- Remote or teleworker work arrangement
- Inclusive work environment
- Reasonable accommodation throughout the application and interview process
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