AddressZerto - Cloud & Channel Solution Architect
Who We Are:
Hewlett Packard Enterprise is the global edge-to-cloud company advancing the way people live and work. We help companies connect, protect, analyze, and act on their data and applications wherever they live, from edge to cloud, so they can turn insights into outcomes at the speed required to thrive in today's complex world. Our culture thrives on finding new and better ways to accelerate what's next. We know diverse 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. If you are looking to stretch and grow your career our culture will embrace you. Open up opportunities with HPE.
:
The Cloud and Channel Solution Architect is responsible for the end-to-end technical design of the complete solution which address the customer's business problems, needs, and opportunities, including both the company products and services plus all necessary third-party components (e.g. software, hardware, consulting). Is aligned to a single or small group of related solutions (such as cloud, big data, mobility, etc.) that are aligned with the company's corporate strategy. These jobs focus on selling to customers, typically through work that occurs outside HPE offices.
Your Key Responsibilities:
- Provide ongoing and proactive technical management of assigned partners including, but not limited to: monthly status calls and meetings, quarterly product updates, and regular design review and case review, along with annual or semi-annual business review with your Account Executive to ensure the continued rapid expansion of our partners
- Deliver the Zerto message and vision including technical architecture presentations and product demonstrations to prospective partners
- Conduct remote calls and face-to-face meetings to discuss partner business and technical fit with Zerto software products
- Establish reputation with your partners as a trusted technical adviser on Zerto software products
- Provide technical guidance and support of sales efforts to drive team-based selling with aligned Channel/Cloud Account Executives
- Guide prospective MSPs and partners through installation of proof of concept solutions, working with their engineers and the account executive to ensure that the partner joins the ZCE following the POC
- Evangelize Zerto solutions at local, regional, and national events and trade shows such as HPE Discover, VMUGs, VMworld, Microsoft TechEd, Amazon re:Invent, and others
- Drive onboarding and training across assigned partners and their staff to develop strong and deep strategic relationships and enable engineers, sales persons, program managers, operations teams and others to deliver Zerto-based DR-as-a-Service solutions to the market
- Interact with Development and Engineering to ensure the product fills partner requirements and communicate these requirements and findings to the Product Management team
- Evangelize Zerto solutions online through social media
About You:
- 10+ years in software or hardware pre-sales or technical account manager roles
- Willingness and ability to perform 50% travel across assigned Partners
- Experience with VMware products including vSphere, vCenter, and vCloud Director or other hypervisor-based products/infrastructure (e.g. Hyper-V, KVM, etc.)
- Experience with public clouds (e.g. Amazon Web Services, Microsoft Azure, etc.)
- Understanding of storage concepts, architecture and storage platforms (e.g. SAN/NAS/DAS)
- Experience participating in solution configurations/overall architecture design and the creation of PoCs to meet customer requirements.
- Demonstrates expert consultative selling techniques, including active listening, framing, white boarding, storytelling etc.
- Expert knowledge of different types of partners and products, relevant to assigned solution set, understanding of company's regional 'Go to Market' strategy.
Preferred Skills:
- BA/BS, preferably in a Computer related field
- Working knowledge of Salesforce or other major CRM
- Enterprise-level architecture and management of real-life IT environments
- Experience working for a Cloud Service Provider or Managed Service Provider delivering X-aaS solutions
- Technical certifications (VCP, MCSE, CCNA, etc.)
- Practical experience with Microsoft SQL Server, Oracle database, or other database technologies
- Ability to set up and test customer-like computing environments for demo/troubleshooting purposes
- Network administration in routing, switching, firewall configuration
Additional Skills:
Accountability, Accountability, Active Learning, Active Listening, Assertiveness, Bias, Building Rapport, Buyer Personas, Coaching, Complex Sales, Creativity, Critical Thinking, Cross-Functional Teamwork, Customer Experience Strategy, Customer Interactions, Design Thinking, Empathy, Financial Acumen, Follow-Through, Growth Mindset, Identifying Sales Opportunities, Industry Knowledge, Intellectual Curiosity, Long Term Planning, Managing Ambiguity {+ 6 more}
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 - whether you want to become a knowledge expert in your field or apply your skills to another division.
Diversity, Inclusion & Belonging
We are unconditionally inclusive in the way we work and celebrate individual uniqueness. We know diverse 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.
Let's Stay Connected:
Follow @HPECareers on Instagram to see the latest on people, culture and tech at HPE.
#australia, #singapore
Job:
Sales
Job Level:
Master
HPE is an Equal Employment Opportunity/ Veterans/Disabled/LGBT and Affirmative Action employer. We are committed to diversity and building a team that represents a variety of backgrounds, perspectives, and skills. We do not discriminate and all decisions we make are made on the basis of qualifications, merit, and business need. Our goal is to be one global diverse team that is representative of our customers, in an inclusive environment where we can continue to innovate and grow together. Please click here: Equal Employment Opportunity.
Hewlett Packard Enterprise is EEO F/M/Protected Veteran/ Individual with Disabilities.
HPE will comply with all applicable laws related to employer use of arrest and conviction records, including laws requiring employers to consider for employment qualified applicants with criminal histories.
