Presales architect for Telco Public Core Domain - Telco Solutions 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: Job Family Definition: Responsible for architecting solutions that will achieve customer business outcomes either within a specific technical domain, or across the broader company portfolio (hardware, software, services, and as a service offerings) in combination with all necessary third-party components (e.g. software and integration). Develops and articulates compelling, accurate, and relevant proposals and ensures customer's business and technical requirements are met. Can be aligned to a specific area of technical expertise (e.g., products, solutions, services). Provides technical expertise to sales teams and customers (through sales presentations, product/solution demonstrations, etc.) aimed at gaining the customer mindshare within their domain. These jobs focus on technical selling to customers/partners. May be aligned to specific accounts based on business priority. Management Level Definition: Contributions have visible technical impact on a product or major subcomponent. Applies in-depth professional knowledge and innovative ideas to solve complex problems. Visible contributions improve time-to-market, achieve cost reductions, or satisfy current and future unmet customer needs. Recognized internal authority on key technology area applying innovative principles and ideas. Provides technical leadership for significant project/program work. Leads or participates in cross-functional initiatives and contributes to mentorship and knowledge sharing across the organization. Responsibilities: - Demonstrates unique mastery within the company in one or more solution domains as well as the customer's technical and business environment. - Orchestrates the design of complex proposals to deliver and communicate tangible business value to customers. - Mitigates risk to the company by managing both customer and company stakeholder expectations. - Critical review proposal, applies market intelligence and thought leadership to translate the functional view into a technical view, enhancing proposed workload-optimized solutions. - Provides input to all global business units to address key end-customer IT trends, requirements, gaps, or unmet needs. - Leads the team to develop and present high-level, unique, and imaginative outcome-based solutions to customer business challenges, translating the business needs of the customer into a functional solution design aligned to those needs. - Communicates HPE’s end solution value propositions in the language of the customer and demonstrates how the proposition aligns to business outcomes and customer needs. - Develops and maintains adjacent technology knowledge, along with in-depth knowledge of current and emerging technologies and trends. - Contributes to the industry for one or more domains with an active presence at conferences (content support/presentations, demos, booth support), social media, business events, etc. - Monitors changing competitive landscape (emerging competitors, start-ups etc.). - Drives the Account Business Planning process, leverage knowledge of industry trends and the customer’s technical environment. - Facilitates and leads deep-dive discussions with the client and accounts teams to build customer relationships, understand business needs, evaluate the customer's ecosystem and advocate and present technical strategies for a customer's transformation. - Identifies acceptable technical solution trade-offs, risks, and suggests possible remediation. - Drives collaboration among internal account teams, sets direction, provides guidance, and engages the full portfolio of partners to build effective solution strategies aligned to customer's technical and business challenges. - Successfully transfers knowledge to external partners to deliver an effective solution to the customer. - Proactively builds the pipeline by identifying opportunities (e.g., enhancements, unmet or unrecognized needs, up-selling, and cross-selling opportunities) within the account. - Monitors the account pipeline and nurtures active deals from the opportunity to close. - Uses pipeline insights to help prioritize activities in a way that ensures time, and resources are invested wisely in pursuit of deals with the highest potential. - 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 and sharing best practices with peers and partners to collaborate more effectively. - Engages with and builds consultative presence and advisory influence with VPs, CxO, and line-of-business (LOB) management and customer thought leaders. - Anticipates customer needs and proactively engages partners and resources to design innovative solutions and generate customer demand. - Proactively shares knowledge with peers and actively helps develop knowledge and expertise within the Presales community. Education and Experience: - Advanced knowledge on Public Core Domain portfolio (HLR, HSS, SDM) and 2G, 3G, 4G, 5G technologies - 12+ years of technical experience in IT with a focus on technical consulting and solution selling; - 2+ Industry standard relevant technology certifications or equivalent experience expected. - Enterprise architecture frameworks and project management methodologies and certifications are helpful, but not required. Knowledge and Skills: - Unique mastery and experience leading solution configurations and overall architecture design and creating, managing, and positioning demos and proofs-of-concept (POC) to meet customer requirements. - Unique mastery of the company portfolio of products, software, services, solution domain specialization, and adjacent solution domain(s), showing how they can be combined to address customer needs, and how the workload solution can be adapted for strategic customer and industry solutions. - Unique mastery with expertise and deep working knowledge with the as-a-service (aaS) business model, business value, and complete ecosystem and how that drives aaS strategic goals within one or more domains. - Expert ability to collaborate cross-functionally and across HPE to generate new revenue through increased subscription consumption and other aaS models. - Mastery of executive-level written, verbal and nonverbal communication skills, including active listening and storytelling, with ability to communicate in English and applicable local languages as need to perform job requirements. - Demonstrates unique mastery of discussion and persuasion skills used to support company point-of-view, while respectfully questioning and challenging proposed solutions. - Unique mastery of financial and business acumen- sales cycle, funnel management, reporting, ability to influence, business strategy linkage - including typical KPIs important to CxOs; knowledgeable about TCO/ROI concepts and calculations, financial models, and understand how customers generate revenue. - Unique mastery of consultative and value selling skills, advisory influence, and executive gravitas, including presenting, white boarding, storytelling, objection-handling, and closing skills. - Unique mastery of company business knowledge, technical tools, and standard customer relationship management (CRM) systems and tools. - Strong resource management skills, including how and when to effectively engage SMEs/specialists. - Hands on experience with multiple products, solutions, tools, or services aligned to respective job responsibility. - Ability to design and develop a playbook for demonstrations or walk throughs of products, solutions, tools, or service. - Ability to deliver live demonstrations or walk throughs of products, solutions, tools, or service to customers, partners, and other stakeholders. - Unique mastery of project and time management skills or experience with excellent analytical and problem-solving skills, including appropriate due diligence. - Unique mastery of partner offerings and how/when to leverage them for deals within an area of specialization. - Unique mastery of and understanding of company’s preferred go-to-market strategy, global context, coverage options relative to partners and has expert knowledge of partner offerings, along with how/when to leverage them for deals within area of specialization. - Unique mastery of strategic planning and account planning skills and expert at using business and technical tools, and standard customer relationship management (CRM) systems. 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. Job: SalesJob Level: TCP_05 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. 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• Responsible for increasing sales of Walter products and services focusing on target customers in Key Accounts. • Establishes and maintains effective relationships with customers, and internal and external stakeholders. • Plans sales activities through market analysis to define appropriate customers. • Schedules customer visits that are productive for the customer and company. • Engages in active listening with the customer to learn their needs and requirements. • Communicates effectively with both internal and external stakeholders. • Negotiates agreements in collaboration with customers and business partners. • Works with internal stakeholders to coordinate and align company products and processes. • Promotes the complete range of company products and services. • Actively seeks the sales order from the customer upon obtaining their agreement.

Veeam is the Data and AI Trust Company, specializing in helping organizations ensure their data and AI are fully understood, secured, and resilient to enable the acceleration of safe AI at scale. As the market leader in both data resilience and data security posture management, Veeam is built for the convergence of identity, data, security, and AI risk. Headquartered in Seattle with offices in more than 30 countries, Veeam protects over 550,000 customers worldwide, who trust Veeam to keep their businesses running. Join us as we go fearlessly forward together, growing, learning, and making a real impact for some of the world’s biggest brands. About the Role Veeam Software is seeking an experienced Regional Partner SE - GSI (India) to lead and scale our Global System Integrator partnerships across the region. In this strategic, India-based remote role, you will serve as a technical leader and trusted advisor to GSIs, driving joint solutions, partner readiness, and partner-led growth. As part of the Center of Excellence (COE), you will play a critical role in enabling partners to win and deliver complex data protection and cloud solutions. What You’ll Do - Build and maintain strong technical relationships with key Global System Integrators across India, aligning Veeam solutions to partner and customer needs - Provide technical leadership and guidance on Veeam’s data protection, cloud-native, and public cloud solutions - Collaborate with GSIs to design joint solution architectures and go-to-market strategies tailored to the Indian market - Lead partner support during RFP cycles by clarifying technical requirements, providing timely feedback, and ensuring alignment with customer objectives - Drive technical positioning and competitive differentiation by equipping partners with compelling technical narratives and differentiators - Engage hands-on with partner teams through onsite workshops, technical deep dives, and real-world solution demonstrations - Work cross-functionally with Veeam sales, engineering, product, and partner SE teams to support the full opportunity lifecycle - Develop and maintain standardized RFP toolkits, including sample responses, diagrams, and compliance checklists - Gather market insights on GSI trends and customer requirements to inform regional and global strategy - Represent Veeam as a technical evangelist at industry events, partner forums, and conferences What You’ll Bring - 10+ years of experience in the IT industry, preferably within data protection, cloud, or infrastructure technologies - Proven success building and managing technical relationships with Global System Integrators - Deep expertise in backup, recovery, disaster recovery, and cloud-native data protection solutions - Strong knowledge of public cloud platforms such as AWS, Microsoft Azure, and Google Cloud - Ability to translate complex technical concepts into clear, value-driven messaging for diverse audiences - Excellent communication, presentation, and stakeholder management skills - Bachelor’s degree in Computer Science, Information Technology, or a related field Bonus Skills - Experience operating within a Center of Excellence (COE) or partner enablement function - Strong background in RFP leadership, technical validation, and competitive analysis - Experience working across regions and in multicultural, global environments - Proven track record of influencing partner win rates through hands-on technical engagement - Passion for emerging markets and scaling partner ecosystems in high-growth regions What You’ll Get - 18 paid vacation days, plus 4 extra global VeeaMe Days for self-care and 24 paid volunteer hours annually through Veeam Cares - Private medical coverage for you and up to four dependents - Life, accident, and disability insurance with enhanced coverage - Annual flexible wellbeing allowance for physical and mental wellness - Free confidential counselling and coaching via Employee Assistance Program (EAP), including legal and financial advice - Meal, fuel, and transportation benefits based on work arrangement - Daycare reimbursement and safe cab facility for eligible employees - Opportunities to learn and grow through on-demand libraries (LinkedIn Learning, O’Reilly), mentoring, workshops, and learning events like our annual Global Day of Learning #LI-TR1 Veeam Software is an equal opportunity employer and does not tolerate discrimination in any form on the basis of race, color, religion, gender, age, national origin, citizenship, disability, veteran status or any other classification protected by federal, state or local law. All your information will be kept confidential. Please note that any personal data collected from you during the recruitment process will be processed in accordance with our Recruiting Privacy Notice. The Privacy Notice sets out the basis on which the personal data collected from you, or that you provide to us, will be processed by us in connection with our recruitment processes. By applying for this position, you consent to the processing of your personal data in accordance with our Recruiting Privacy Notice. By submitting your application, you acknowledge that the information provided in your job application and any supporting documents is complete and accurate to the best of your knowledge. Any misrepresentation, omission, or falsification of information may result in disqualification from consideration for employment or, if discovered after employment begins, termination of employment.

• Drive pre-sales technical discovery and solutioning discussions with data architects, data engineers, database administrators, systems architects, and other technical professionals at all levels of customer organizations interested in getting more value out from their data • Plan, manage, and effectively close out technical demonstrations and proof of concept (POC) projects, often serving as both the subject matter expert and project manager • Respond to technical enquiries including Requests for Informations (RFIs), Proposals (RFPs) and similar formal documents • Enable Fivetran staff, partner teams, and the data engineering community at large on data concepts, product features, competitive positioning, and best practices; this may take a variety of forms including but not limited to written articles, group presentations, bespoke training sessions, recorded videos, one-to-one coaching, etc. • Provide technical guidance and assistance to new customers to ensure successful adoption and scale • Be intimately familiar with and have a positive reputation within the ASEAN region.