Managed Services Sr Solution Architect MEA

Applying technical knowledge to a sales situation and crafting solutions for customers with a focus on Hybrid Cloud Managed Services (HPE MS) solutions/services. Establish and maintain a professional working relationship at multiple levels both internally and with the customer by developing a core understanding of the customer's unique business needs and competitive challenges. Tailor solutions to meet the needs of the client, and interface with both internal and external industry experts to anticipate customer needs and facilitate solution and development. Revise solution or services designs as required to address client concerns and emergent opportunities/challenges. Collaborate with others in advancing client selection or internal acceptance of proposed solutions. Collaborate with others to address and resolve challenges posed in design to successful implementation. Creation of the financial models for the solutions or services designed, reflecting cost of service and customer pricing. Must be able to multi-task and work many different types of solution or service opportunities concurrently Objectives: Serving as the technical expert and valued partner with HPE sales team members. Assessing customer business needs to tailor the right solution with the right HPE services to help the customer succeed. Creating solution proposals, pricing, presentations, and other customer communications. Linking the business need to the proposed IT solution. Identifying likely problem areas that require attention and addressing those areas. Combating competitive threats in accounts and educating the customer on HPE's key values and benefits. Anticipating potential challenges for the proposed project plan and bringing those to the customer's attention with a resolution. Facilitating smooth transition from sales to implementation by orienting the appropriate teams to the solution design. Engaging with peers and partners on technical matters and helping educate others on HPE's key value and benefits. Knowledge and

Skills

• Architecting: Ability to understand the customer's business problem, need, or opportunity and to design a services oriented platform based solution that appropriately addresses the business problem Ability to create the design, development, deployment, and technical quality of medium to large IT-based solutions (typically within one or more technology or specialty areas) Able to provide architectural direction for medium to large sized projects
• Ability to visualize customer's IT transformation needs and architect the solution to meet the end state that is in-line with customer's vision Ability to understand customer's IT operational issues and design solutions that are efficient and cost effective
• Business Acumen: Identifies technical risks and challenges the customer should expect to encounter with the solution
• Translate a customer RFP into a requirements document and proposal Ability to apply business management and financial concepts and general aspects of business contracts
• Use this knowledge to analyze business needs and develop meaningful technical recommendations
• Translate verbal requirements gathered in customer meetings into requirements documents, statements of work, and proposals
• Technical: Managed Services IT industry knowledge in specific areas including AI-Ops, Agentic AI, DevOps and ITIL frameworks
• Is aware of future technology or operational trends as they relate to and support customer technical requirements
• Demonstrates a basic knowledge across multiple technical or operational disciplines Master of at least one technical or operational discipline
• Able to design planning for accessibility, scalability, and availability Engagement Delivery: Ability to write Statements of Work (SoW) for small to medium size solutions for single technologies or operational areas
• Ability to apply program/project management methods and processes to define, plan, cost, resource, track and ensure the accomplishment of targeted goals for small to medium size projects
• Able to assist the project manager to develop detailed project plans and work breakdown structures
• Successfully works on project teams (individual success is defined by impact to the project) Opportunity Pursuit: Able to play a leadership role in business development activities for small to medium opportunities
• Lead in identifying, qualifying, and closing small to medium opportunities
• Develop and deliver sales presentations at CIO and IT management levels for small to medium opportunities (R) Position the company offering against the competition
• Play key role in preparing proposals and bids for small to medium opportunities
• Participate in internal review and Solution Opportunity Approval and Review (SOAR) process
• Demonstrates good consultative, solution selling skills
• Leadership Thought leadership in the services & technology space Assists the Country business teams, Solution and Pursuit teams as necessary
• Participates in the Architect profession at the local level
• Coaches and mentors aspiring architects
• Works with the Remote Delivery organization in building delivery capabilities for assigned projects through the sales life cycle
• Consulting: Being a services & technology evangelist for HPE in the market and partner ecosystem Build and manage relationship at customers IT Management team and Staff level
• Has the ability to influence customers
• Ability to technically or operationally consider all sides of an issue within the contexts of time, breadth, and range of options
• Ability to systematically gather, assess and apply technical or operational and sales/marketing information for business decisions
• Ability to prepare clear, concise, and persuasive communications for multiple audiences, including demonstrating effective writing and presentation skills, listening actively, and projecting a trustable image
• Ability to articulate technical or operational problems or issues into understandable business terms
• Communication: Able to design and present high-impact messages to customer

Desired Candidate Profile

Education and Experience Required: Industry

Experience

15+ years of experience in Managed Services environment in a similar role. Bachelor's degree in computer science or related field, or equivalent experience. Preferred post-graduation or Master's degree in the relevant domain.