Technical Architect Storage
- Juniper Networks
- 10 - 15 years
- Mumbai
- 3 months ago
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Job Description
Job Description
Global Sales at HPE is about building the future. We are redefining whatus 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. Weure transforming businesses. Join us redefine whatus next for you.
Job Family Definition:
Responsible for architecting solutions that will achieve customer business outcomes either within a specific technical domain, or across the broader company portfolio (hardware, software, services, and as a service offerings) in combination with all necessary third-party components (e.g. software and integration). Develops and articulates compelling, accurate, and relevant proposals and ensures customers business and technical requirements are met. Can be aligned to a specific area of technical expertise (e.g., products, solutions, services). Provides technical expertise to sales teams and customers (through sales presentations, product/solution demonstrations, etc.) aimed at gaining the customer mindshare within their domain. These jobs focus on technical selling to customers/partners. May be aligned to specific accounts based on business priority.
Management Level Definition:
Contributions impact technical components of HPE products, solutions, or services regularly and sustainable. Applies advanced subject matter knowledge to solve complex business issues and is regarded as a subject matter expert. Provides expertise and partnership to functional and technical project teams and may participate in cross-functional initiatives. Exercises significant independent judgment to determine best method for achieving objectives. May provide team leadership and mentoring to others.
What youull do:
Responsibilities:
- Demonstrates in-depth knowledge in one or more solution domains, company products, services, and solutions as well as the customerus technical and business environment.
- Develops compelling customer proposals and critically reviews them, manages the expectations of internal stakeholders and customers, ensuring the meeting of customerus business and technical requirements are met.
- Quantifies the impact of the business problem(s), positions business value, identifies the strengths and weaknesses of the overall proposed solution to achieve long-term business objectives.
- Provides input to all global business units to address IT trends, requirements, gaps, or unmet needs.
- Translates outcome-based solutions into a functional solution design that aligns to the customers business needs, and then translates that functional design into a technical design and architecture that can be scaled to accommodate growth.
- Communicates how the solution value propositions addresses customer business needs.
- Tracks leading-edge and emerging technologies.
- Contributes to industry development for one or more domains through conferences (content support/presentations, demos, booth support) and industry events, while also monitoring social media.
- Incorporates an understanding of technology trends within the IT industry, as well as the customerus industry.
- Actively gathers and applies competitive intelligence as a critical component of account support.
- Drives the Account Business Planning process, leveraging knowledge of industry trends and the customerus technical environment.
- Participates in deep-dive discussions and partners with the account team to build customer relationships at all levels by advocating and presenting technical strategies for a customers transformation.
- Produces in-depth comparative analysis of alternative approaches to meet solution requirements.
- Develops, configures, and right sizes an optimal workload solution, balancing cost, scope, scale, boundaries, and benefits to deliver superior value and increase the win rate.
- Leverages deep knowledge of partner products and services and adjusts strategies to leverage the relationship between the service provider/partner and the customer.
- Successfully transfers knowledge to external partners to deliver effective solutions to customers.
- 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 opportunity 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.
- Builds strong professional relationships with customer key executives across the business and industry.
- Proactively shares knowledge with peers and helps develop more junior team members.
What you need to bring:
Education and Experience:
- First-level university technical degree or equivalent technical qualifications. Advanced degree in technology preferred.
- 8u201312 years of technical experience in IT with a focus on technical consulting and solution selling
- Knowledge-based as well as 1+ experienced-based relevant industry certifications very strongly preferred.
- Enterprise architecture frameworks and project management methodologies and certifications are helpful, but not required.
Knowledge and Skills:
- Advanced experience participating in and leading solution configurations and the creation of demos and proofs-of-concept (POC) to meet customer requirements.
- Advanced understanding of the company portfolio of products, software, services, solution domain specialization, adjacent solution domain(s), and how they can be combined to address customer needs.
- Advanced ability to translate aaS and complete ecosystem, differentiated value, solutions, and workloads and ability to prioritize aaS offerings and consumption models that will achieve the customerus outcomes and greatest return.
- Advanced understanding of aaS business model variations.
- Advanced ability to collaborate cross-functionally to ensure consistency of output and meet aaS strategic goals.
- Advanced written and verbal communication skills, including active listening and storytelling, and the ability to communicate in English and applicable local languages as needed to perform job requirements.
- Demonstrates advanced discussion and persuasion skills used to support company point-of-view, while respectfully questioning and challenging proposed solutions.
- Advanced business and financial acumenu2014sales cycle, pipeline growth, reporting, ability to influence, business strategy linkageu2014 with an understanding of functional responsibilities of various customer business roles, including typical KPIs important to, CxOs and line-of-business (LOB) executives; knowledgeable about TCO/ROI concepts and calculations, financial models, and understand how customers generate revenue.
- Advanced consultative/value selling skills, including, whiteboarding, objection handling, and closing skills to proactively help customers make business decisions.
- Be the go-to expert in shaping end-to-end storage architectures that power mission-critical business applications, ensuring performance, scalability, and resilience.
- Lead with innovation by designing, configuring, and optimizing enterprise storage solutions across hybrid, multi-cloud, and on-premises environments.
- Own the technical vision u2014from proofs-of-concept to production rolloutsu2014guiding customers through modern storage transformations and accelerating their business outcomes.
- Leverage deep storage expertise (SAN, NAS, object storage, software-defined storage, data protection, backup recovery, disaster recovery) to deliver highly available and future-ready solutions.
- Be a trusted advisor to CxOs and technical teams, translating complex storage challenges into strategic, business-aligned solutions.
- Champion u201Cas-a-Serviceu201D models by architecting consumption-driven storage offerings that align with customer priorities and deliver measurable ROI.
- Collaborate cross-functionally with solution architects, partners, and SMEs to craft seamless integrations with compute, networking, security, and cloud platforms.
- Stay ahead of the curve with cutting-edge technologies such as NVMe, storage virtualization, container-native storage, and AI-driven storage management.
- Drive excellence in delivery by developing playbooks, demonstrations, and technical walkthroughs that showcase differentiated storage capabilities.
- Influence outcomes through strong consultative engagement, whiteboarding sessions, and solution storytelling that connects technology to business value.
- Advanced company business knowledge, technical tools, and standard customer relationship management (CRM) systems and tools.
- Advanced resource management skills, including how and when to effectively engage SMEs/specialists.
- Hands on experience with one or more 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.
- Advanced project and time management knowledge or experience with excellent analytical and problem-solving skills, including appropriate due diligence.
- Advanced knowledge of partner offerings and how/when to leverage them for deals within an area of specialization, understanding of the companys go-to-market strategy.
- Advanced understanding of Geo application of companyus go-to-market strategy as it relates to partners; has broad knowledge of partner offerings, along with how/when to leverage them for deals.
- Advanced strategic planning and account planning skills, as well as being an expert at using business and technical tools, and standard customer relationship management (CRM) systems.
Additional Skills:
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 u2014 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.
Lets Stay Connected:
Follow @HPECareers on Instagram to see the latest on people, culture and tech at HPE.
Job:
Sales Job Classification
Industry: IT Services & ConsultingFunctional Area / Department: Engineering - Software & QARole Category: Software DevelopmentRole: Technical ArchitectEmployement Type: Full timeContact Details:
Company: Juniper NetworksLocation(s): Mumbai+ View Contact
Keyskills: Project management Analytical Social media Consulting Strategic planning Business planning Business strategy Software services Monitoring CRM
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