• Analyzing potential hospital customers' processes and needs and demonstrating the tangible value our platform delivers • Presenting our software solutions in a targeted, relatable manner, grounded in a solid understanding of clinical realities • Supporting the sales team with your subject-matter expertise throughout the entire sales process, contributing directly to our overall success • Providing market feedback to our product development team and actively helping to further evolve our platform • Representing Avelios at trade shows, events, and on-site customer meetings

• Engage with prospective customers to understand their business needs, technical environments, and desired outcomes. • Qualify early opportunities alongside the Sales team by assessing technical fit, feasibility, and strategic alignment. • Translate customer requirements into technical and functional specifications aligned with nybl’s product suite. • Lead product demos, proofs-of-concept, and technical presentations without requiring engineering support during early sales stages. • Develop high-level solution designs, estimates (resources, effort, timelines), and associated implementation costs. • Coordinate with Engineering teams to validate technical requirements for RFIs, proposals, and solution designs. • Take full ownership of responding to PQQs, RFPs, RFIs, and tenders with clear, technically accurate submissions. • Support Sales in the development of commercial proposals (as per nybl’s sales playbook and approval workflows). • Create and present tailored solution proposals, ensuring alignment with commercial goals and client KPIs. • Develop and maintain a repository of reusable pre-sales materials (compliance matrices, architectures, diagrams, FAQs, templates) to improve speed and consistency. • Coordinate with the PMO to understand delivery resource availability and set realistic timeline expectations with clients. • Serve as the primary technical contact throughout the pre-sales cycle, ensuring smooth handover to delivery after deal closure. • Provide product and market feedback to Engineering and Product teams to influence roadmap direction. • Maintain deep understanding of nybl’s AI/ML, analytics, automation, and industrial solutions and how they integrate into client architectures. • Conduct competitor and market analysis to position nybl’s offerings effectively.

Senior Cloud Operations Suite Partner Presales Architect This role has been designated as ‘Remote/Teleworker’, which means you will primarily work from home. 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: As a key part of the HPE strategy, the Hybrid Cloud Ops Software business integrates leading solutions like Ops Ramp, Morpheus, VM Essentials, and Zerto to deliver intelligent, AI-driven operations from edge to cloud. Serving enterprises and service providers, HPE simplifies complexity, accelerates modernization, and delivers measurable results—placing team members at the forefront of innovation in hybrid cloud. Hewlett Packard Enterprise (HPE) is transforming hybrid IT through the Cloud Ops Suite — an integrated platform combining: - HPE Morpheus VM Essentials for virtualization and private-cloud management (VMware and HVM), - HPE Morpheus Enterprise for hybrid-cloud automation and self-service orchestration, and - HPE OpsRamp for AIOps-driven monitoring and observability. As a Cloud Ops Suite Architect, you will serve as a hands-on technical expert supporting mid-market customers and channel partners. You will deliver enablement sessions, assist and train partners with proof-of-concepts, and assist partners in positioning and deploying HPE’s Cloud Ops Suite solutions. This is a field-oriented, high-impact role for a technologist who thrives in dynamic, fast-moving environments and enjoys combining technical depth with real-world execution. This is a teleworker role for candidates located in the US. Due to the responsibilities of the role, and the work this position will be doing, US citizenship is required. Key Responsibilities Channel & Partner Enablement (Primary Focus) - Train and enable HPE channel partners on HPE Morpheus VM Essentials, including hands-on sessions to build expertise in unified multi-hypervisor management (VMware ESXi and KVM/HVM), policy automation, guided migrations from VMware, cost reduction, freedom from vendor lock-in, and simplified virtualization operations. - Assist strategic partners in building, maintaining, and showcasing demo/lab environments for partner and customer demonstrations of VM Essentials features. - Support partners through all stages of proof-of-concepts (POCs), evaluations, and deployments—focusing on VM Essentials for VMware unification, side-by-side operation of VMware and HVM clusters, bulk migrations, and extension to cost-effective private cloud management. - Help partners position VM Essentials during customer engagements, highlighting benefits like reduced licensing costs, simplified management from a single console, integrated migration tools, and flexible upgrade paths. Customer Engagement & POC Execution - Conduct discovery sessions to map customer virtualization environments, VMware dependencies, pain points (e.g., costs, complexity, lock-in), and needs to VM Essentials capabilities. - Deliver technical presentations, live demos, architecture reviews, and workshops that showcase key benefits such as unified control of VMware and HVM workloads, seamless side-by-side management, guided/bulk migrations, policy-based automation, and enterprise-grade features at competitive pricing. - Lead or assist partners in executing POCs and evaluations, particularly around managing/extending VMware environments, migrating to HVM, and achieving operational simplification and cost savings with VM Essentials. - Develop solution proposals, ROI/business case models (e.g., comparing to VMware licensing), and respond to technical questions in RFPs/RFIs as needed. - Collaborate with HPE sales, presales, product teams, and partners to ensure smooth hand-offs, consistent messaging, and successful outcomes. Field Readiness, Thought Leadership & Collaboration - Provide structured field feedback to improve training materials, enablement content, tools, and product roadmaps for Morpheus VM Essentials. - Share best practices, success stories, lessons learned, and playbooks to enhance partner readiness and internal knowledge sharing. - Stay current on virtualization trends, competitive landscape (e.g., VMware alternatives, KVM-based solutions), and emerging tools for hybrid IT simplification. - Contribute to a collaborative, agile culture focused on innovation, experimentation, and continuous improvement. - Qualifications & Experience - 5+ years of experience in IT infrastructure, virtualization, or cloud technologies, ideally in a technical-selling, presales, or partner enablement role. - Proven hands-on experience with at least one major hypervisor (VMware ESXi, KVM, Hyper-V); preferred direct experience with HPE Morpheus VM Essentials or comparable virtualization management platforms. - Due to the responsibilities of the role, and the work this position will be doing, US citizenship is required. - Strong background in designing/operating private cloud or virtualized architectures, including multi-hypervisor environments. - Working knowledge of Linux and Windows operating systems, networking, and storage (SAN/NAS, iSCSI, SDS). - Experience with automation and scripting tools such as PowerShell, Bash, Ansible, or Terraform. - Familiarity with HPE’s hybrid IT portfolio and competitive landscape (e.g., VMware alternatives). - Industry certifications in virtualization, cloud, or automation (preferred). - Bachelor’s degree in Computer Science, Information Technology, or related field (preferred). ​ Skills & Competencies - Strong technical-selling and presentation skills; adept at translating complex virtualization concepts (e.g., multi-hypervisor unification, migrations) into clear business value for partners, technical teams, and executives. - Excellent communication abilities, with experience tailoring messages to mixed audiences (partners, customers, technical vs. business). - Initiative-driven with a startup mindset—comfortable working autonomously, experimenting, adapting quickly, and thriving in fast-paced environments. - Solid problem-solving, troubleshooting, and attention to detail. - Deep understanding of channel ecosystems, partner collaboration models, and enablement strategies. - Proven ability to multitask and manage multiple concurrent partner enablement projects, POCs, or sales initiatives. - Business fluency in English. ​ This role offers the opportunity to be at the forefront of HPE's virtualization innovation, driving partner success and customer adoption of Morpheus VM Essentials in a high-growth, impactful capacity focused on simplifying hybrid IT for mid-market and channel ecosystems. 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 (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. #unitedstates #Morpheus Job: SalesJob Level: TCP_04 "The expected salary/wage range for this position is provided below. Actual offer may vary from this range based upon geographic location, work experience, education/training, and/or skill level. – United States of America: Annual Salary USD 166,000 - 343,000 in California // 146,000 - 343,000 in Arizona & Nevada & Oregon & Texas & Utah This range reflects the minimum to maximum combined base and target-level sales compensation that would be paid if the hire performs at 100% of their sales plan. Of that on-target pay amount, the mix of base salary and target-level sales compensation is 80%/20%." Information about employee benefits offered in the US can be found at https://myhperewards.com/main/new-hire-enrollment.html 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. No Fees Notice & Recruitment Fraud Disclaimer It has come to HPE’s attention that there has been an increase in recruitment fraud whereby scammer impersonate HPE or HPE-authorized recruiting agencies and offer fake employment opportunities to candidates. These scammers often seek to obtain personal information or money from candidates. Please note that Hewlett Packard Enterprise (HPE), its direct and indirect subsidiaries and affiliated companies, and its authorized recruitment agencies/vendors will never charge any candidate a registration fee, hiring fee, or any other fee in connection with its recruitment and hiring process. The credentials of any hiring agency that claims to be working with HPE for recruitment of talent should be verified by candidates and candidates shall be solely responsible to conduct such verification. Any candidate/individual who relies on the erroneous representations made by fraudulent employment agencies does so at their own risk, and HPE disclaims liability for any damages or claims that may result from any such communication.

• Plan and lead consulting projects (technological, methodological, and process-related) • Develop new solution concepts for clients • Advise IT organizations and business units on Contact Center, Voice, Cloud, and Chatbots • Support client projects from conception through to implementation