VM Essentials Digital Presales Architect This role has been designed as ‘Hybrid’ with an expectation that you will work on average 2 days per week from an HPE office. 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 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. If you are looking to stretch and grow your career our culture will embrace you. Open up opportunities with HPE. Job Description: VM Essentials is HPE’s unified, cost-effective virtualization software solution, simplifying the management of VMware and KVM-based virtual machines. Powered by technology from HPE's acquisition of Morpheus Data, it allows customers to manage existing VMware workloads and re-platform them to HPE's hypervisor, reducing costs and complexity. It simplifies infrastructure management, enhances performance, and provides seamless scalability, making it an ideal choice for organizations looking to modernize their IT environment. Job Summary: As a VM Essentials Digital Presales Architect, you will be responsible for designing and presenting technical solutions that align with customer business outcomes. You will engage with customers, sales teams, and partners to articulate the value of HPE’s VM Essentials portfolio, ensuring solutions meet technical and financial requirements. Key Responsibilities: Develop compelling customer proposals that align with business and technical needs. Provide technical expertise in virtualization (VMware ESXi, Microsoft Hyper-V, KVM) and infrastructure solutions. Support sales teams with solution demonstrations, proof-of-concept setups, and technical presentations. Identify business opportunities through customer engagements, upselling, and cross-selling. Collaborate with internal teams and partners to design cost-effective, scalable solutions. Monitor industry trends, emerging technologies, and competitor offerings to refine HPE’s value proposition. Document and track sales activities, contributing to forecasting and pipeline management. Act as a trusted advisor, addressing customer concerns and ensuring technical solutions align with their IT ecosystem. Qualifications & Experience: Bachelor’s degree in computer science, IT, or related field. 2-4 years of technical experience in IT with a focus on technical selling. Proven track record in solution configurations and architecture design, particularly in virtualization (VMware ESXi, Microsoft Hyper-V, KVM). Basic knowledge of Linux/Windows OS deployments, networking (VLANs, routing, virtual switching), and storage (SAN/NAS, iSCSI, software-defined storage). Hands-on experience with hypervisors and automation tools (PowerShell, Bash, etc.). Industry certifications in virtualization and IT infrastructure (preferred). Skills & Competencies: Strong technical selling, consultative engagement, and presentation skills. Ability to communicate complex technical concepts clearly to customers and stakeholders. Knowledge of HPE’s hardware and software portfolio, including basic hybrid IT solutions, and how it compares to competitors in terms of performance, innovation, market positioning, and value proposition. Problem-solving mindset with the ability to prioritize and manage multiple projects. Understanding of channel programs and partner collaboratio n to drive deals effectively. Knowledge and Skills: Excellent written and verbal communication skills, including 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 discussion and persuasion skills, competitive differentiation (vs. VMware, etc.), and the ability to handle objections. Applies consultative selling tactics to align solutions with customer business outcomes. 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. Consultative and value selling skills, including presenting, white-boarding, objection handling, and closing skills to proactively help customers make business decisions. Hands-on experience with relevant hypervisors, OS platforms, and basic scripting/automation (PowerShell, Bash, etc.) to support demos and solutions. Adept at prioritizing tasks, meeting deadlines, and performing due diligence on customer solutions. Skilled in problem-solving with a methodical, analytical approach. Ability to deliver live demonstrations or walk-throughs of products, solutions, tools or services to customers, partners, and other stakeholders. Intermediate-level knowledge of partner offerings, channel programs, and the company’s go-to-market approach. Able to collaborate with resellers to drive deals and leverage partner capabilities effectively. Familiarity with SAN/NAS, iSCSI, or software-defined storage and how these relate to virtualization. Understanding of VLANs, basic routing, and virtual switching concepts. Why Join HPE? At HPE, you’ll work in an innovative environment, gaining hands-on experience with cutting-edge virtualization technologies. This role offers the opportunity to develop presales expertise while contributing to the growth of HPE’s VM Essentials solutions, within HPE’s portfolio (hardware, and software) and cloud/hybrid IT concepts. Additional Skills: Accountability, Accountability, Active Learning (Inactive), 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 (Inactive), 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. 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. Let's Stay Connected: Follow HPECareers on Instagram to see the latest on people, culture and tech at HPE. unitedkingdom hybridcloud, sales Job: Sales Job Level: TCP_03 HPE is an Equal Employment Opportunity/ Veterans/Disabled/LGBT employer. We do not discriminate on the basis of race, gender, or any other protected category, and all decisions we make are made on the basis of qualifications, merit, and business need. Our goal is to be one global 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 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.