HPE currently has an opening for a Solution Architect for Managed Services within our HPE Services Team. As a Managed Services Solution Architect, you will work on deals and proposals with HPE sales and pre-sales teams. You lead/participate in customer calls/communications up to the C-Level and assist with presentation development; uncover challenges experienced as well as outcomes needed for customers’ businesses; and create outcome-driven HPE Management Services solutions designed to meet those needs. As an expert in Managed Services and HPE Services solution portfolios, you will also be called upon to assist with developing winning solution proposals with respective internal Subject Matter Experts (SME), helping continually improve and grow our Managed Services offerings. You will act in a pivotal role on each HPE Managed Services deal assigned throughout the entire sales cycle doing what is needed to help drive deals to win.
Responsibilities
- Act as Subject Matter Expert and lead point of contact for Managed Services deals
- Work cross-functionally / organizationally to develop solutions, pricing, offerings, etc.
- Drive new deals from proposal to win, which will include but is not limited to:End to end solution and proposal development.
Assists the account team with Request for Quotation (RFQs), Requests for Information (RFIs), and Requests for Proposals (RFPs) review, analysis, consulting and response.
RACI (Responsible/Accountable/Consult/Inform) development
Statement of Work development/Writing
- New offering development
- Customer meetings and presentations
- Cost model development
- Managed Services scope development
- Managed Services decision maker or liaison to Managed Services decision makers for deal approvals, escalations, and exceptions.
- Conduct negotiations for and with sales representatives during sales cycle.
- Assist with client relationship, confidence and trust building
- Cultivate and strengthen relationships within broader sales, pre-sales, portfolio, category management, delivery, and their decision makers.
- Build and maintain an expert working knowledge of Managed Services portfolio and from what we sell to how we deliver.
- Confidently own the knowledge transfer between sales, pre-sales, delivery, and our customers.
- Participate and lead Managed Services business development identifying emerging solution areas and strategic business opportunities for New Services Introduction and/or New Product Introduction and investment consideration
- Track data and deal status within Salesforce.
Qualifications
- Bachelor's (or Higher) degree from an accredited, 4-year college or university, or equivalent experience
- 8+ years of progressive experience in managed services solutions, pre-sales, strategy, delivery, or functional equivalent
- Proven ease of communication with C-levels and decision-makers.
- Ability to identify opportunities through knowledge of pain points and relative solutions.
- Strong technical and functional understanding of Managed Services and HPE products and solutions
