Presales Architect – Turkish Speaker

Role Overview

• Develops and articulates compelling customer proposals, ensuring the customer’s business and technical requirements are met.
• Identifies and articulates key risks related to the respective scope.
• Provides work estimations as well as recommendations on sourcing models.
• Review customer proposals for accuracy, relevance, and competitiveness, ensuring customer enthusiasm and collaborating with senior colleagues in review processes as necessary.
• Offers input to address key end-customer IT trends, requirements, gaps, or unmet needs.
• Performs due diligence by ensuring technical design solutions work, meet customer workload needs, service level expectations, and are within budget.
• Develops and maintains awareness of leading-edge and emerging technologies, understanding these resources to find, both inside and outside of HPE, information regarding trends and standards, while also actively monitoring competitor offerings and activities.
• Creates and develops the implementation design of technical products, services, and solutions that address specific customer needs by participating in deep-dive discussions and leveraging a solid knowledge of customers' technical environment and a thorough knowledge of company's portfolio.
• Addresses customer questions and concerns regarding technical products, services, and solutions within a specific scope.
• Collaborates with internal and external partners to successfully transfer knowledge and deliver effective solutions to customers.
• Connect with key partners and stakeholders within an area of specialization and understand their capabilities, and limitations, supporting all partner enablement and initiatives as needed.
• Proactively build the pipeline by identifying opportunities (e.g., enhancements, unmet or unrecognized needs, up-selling, and cross-selling opportunities) within the account.
• Supports the opportunity pipeline and help drive through the sales process to closure.
• 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, sharing best practices with peers and partners to collaborate effectively.
• Develops a working relationship with the customer technical teams by understanding the customer’s ecosystem and how HPE's solutions can align to the ecosystem and deliver value.
• Proactively share knowledge with peers.
• Contributes to Education of Digital Sales Community by providing Technical sessions as needed.

Requirements

• First-level university technical degree or equivalent technical qualifications
• 2-4 years of technical experience in IT with a focus on technical selling
• Knowledge-based and experienced-based relevant industry certifications are preferred.
• Demonstrates good technical skills in computer product technologies including Servers, Storage, Hyper Converged and Composable Infrastructure and knowledge of emerging technologies.
• Fluent written and verbal communication skills in English, alongside strong proficiency in Turkish are required for this role.
• Intermediate level experience participating in solution configurations and overall architecture design along with assisting in creating demos and proofs-of-concept (POC) to meet customer requirements.
• Intermediate level understanding of aaS business models, differentiated value, solutions, and workloads, along with the ability to prioritize aaS offerings and consumption models that will achieve the customer’s outcomes.
• Intermediate-level written and verbal communication skills, including emphasizing, collaborating, active listening and storytelling, and ability to communicate in English and applicable local languages (both in-person and virtual) as needed to perform job requirements.
• Demonstrates intermediate-level discussion and persuasion skills, as well as respectfully questioning and challenging proposed solutions.
• Intermediate-level business and financial acumen—sales cycle, pipeline growth, reporting, ability to influence, business strategy linkage—with an awareness of functional responsibilities of various customer business roles.
• Intermediate consultative and value selling skills, including presenting, whiteboarding, objection handling, and closing skills to proactively help customers make business decisions.
• Intermediate-level company business knowledge, technical tools, and standard customer relationship management (CRM) systems and tools.
• Hands on experience with one or more products, solutions, tools, or services aligned to respective job responsibility.
• Ability to deliver live demonstrations or walk throughs of products, solutions, tools or services to customers, partners, and other stakeholders.
• Intermediate-level project and time management skills or experience with excellent analytical and problem-solving skills, including appropriate due diligence.
• Intermediate-level knowledge of partner offerings and how/when to leverage them for deals within an area of specialization.
• Intermediate level knowledge of different types of partners and products, relevant to assigned solution domain and understanding of the company's go-to-market strategy.

Benefits

• Health & Wellbeing
• Personal & Professional Development
• Unconditional Inclusion