Advisory & Professional Services Principal

  

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:

   

The A&PS Services Principal is a senior, hybrid role combining solution architecture leadership and programme management accountability across the full customer lifecycle—from presales shaping through delivery execution. The role is designed to ensure that A&PS solutions are technically sound, commercially viable, and deliverable at scale, with continuity from proposal to execution.

Operating across Presales and Delivery, the Services Principal works closely with A&PS Geo Presales teams, Solution Architects, Project Managers, and Delivery Solution Architects to shape customer solutions, define Statements of Work (SOWs), establish accurate pricing models, and ensure successful delivery aligned to the agreed scope, outcomes, and cost model.

Job Family Definition:

Provide business domain solution, process, strategy, business case and change consulting to external client at functional and senior management level, on a chargeable basis. The business domain includes industry specific business process and function specific business process such as HR, accounting and IT. It also includes developing and managing IT governance mechanism and various policies such as security policy, business continuity policy. Help the client innovate and formulate business solutions and “technology enabled” business models and new ways of doing business to create breakthrough positions in the marketplace. Explains how and where technology can be used to address key business processes in a particular domain. Gets involved in the strategy and business issues identification and resolution; provides input to the company account plan to develop and manage the strategic relationship with the client’s senior management, and act as a trusted advisor in transforming the client’s business.

Management Level Definition:

Unique mastery and recognized authority on relevant subject matter knowledge including technologies, theories and techniques. Contributes to the development of innovative principles and ideas. Successfully operates in the most complex disciplines, in which the company must operate to be successful. Provides highly innovative solutions. Leads large, cross-division functional teams or projects that affect the organization's long-term goals and objectives. May participate in cross-division, multi-function teams. Provides mentoring and guidance to lower level employees. Routinely exercises independent judgment in developing methods, techniques and criteria for achieving objectives. Develops strategy and sets functional policy and direction. Acts as a functional manager within area of expertise but does not manage other employees as a primary job function.

Responsibilities:

Organizes and shapes an engagement team's strategy to drive success.

Leads board level visioning sessions providing thought leadership to client.

Develops and manages relationships across the whole client base, discussing benefits and value at board level.

Commercially shapes deals based on business benefit to client rather than actual cost to complete (value based pricing)identifying risk/reward opportunities and developing business cases to work with clients in new and different ways to mutual benefits.

Drives key meetings and workshops to achieve the outcomes within the deadline.

Understands and utilizes the full range of facilitation methods and tools to run effective events.

Advises at board level on MOC strategies and implementation plans.

Consults on governance, strategy and transformation not just operations.

Builds and maintains significant alliances and support across the client's business.

Leads complex MOC initiatives.

Consults and shapes development of the client's approach to identifying and managing risks and assumptions and for realising benefits at a department level.

Shapes and directs proposals describing the company solution and the associated value proposition.

Ensures knowledge capture sessions are arranged and executed building the company consultant collateral.

Education and Experience Required:

10 years experience in commercial or public sector. Advanced Educational degree preferred.

Customer- facing leadership

Serve as the primary HPE point of contact for senior customer stakeholders and project sponsors throughout the engagement lifecycle, from discovery and presales through pilot, deployment, and operational handover.

Act as the trusted advisor for customers—guiding them through phases, clarifying decision points, and aligning technical choices to business outcomes and governance requirements.

Demonstrate executive gravitas in boardroom-level discussions; present technical recommendations, commercial trade-offs, risk mitigations, and progress updates to C-suite and senior IT leadership with confidence and clarity.

Represent HPE’s capabilities, values, and commitments; build long-term client trust and act as the public face of HPE in complex, high-visibility deployments.

Lead and coordinate executive briefings, steering committees, and stakeholder workshops; facilitate clear decision-paths and escalation routes to maintain momentum.

Manage expectations through proactive communication, change management, and when necessary, negotiation of scope and contractual trade-offs to preserve outcomes and margins.

Presales – Solution shaping and commercial alignment

Partner closely with A&PS Geo Presales teams, particularly Geo Solution Architects, to shape end-to-end A&PS solutions aligned to customer requirements, business outcomes, and HPE offerings.

Lead or co-lead the development of A&PS Statements of Work (SOWs), ensuring clarity of scope, deliverables, assumptions, dependencies, and success criteria.

Drive project costing and pricing models, ensuring alignment between technical design, delivery approach, effort estimation, and commercial assumptions.

Ensure reuse of reference architectures, delivery patterns, and prior learnings to improve speed, quality, and consistency of presales responses.

Act as a trusted advisor to sales and presales stakeholders, balancing customer value, delivery feasibility, and financial outcomes.

Delivery – Programme and solution governance

Provide continuity from presales into delivery, ensuring the solution intent and assumptions defined in presales are preserved and executed.

Partner with the Project Manager and Lead Delivery Solution Architect to govern delivery execution against the agreed scope, architecture, timeline, and cost model.

Support delivery planning, phase structuring, and risk identification to ensure projects are delivered within modelled cost and expected quality.

Act as an escalation point for solution- or scope-related challenges, supporting informed trade-offs and decision-making.

Ensure alignment between technical delivery, contractual commitments, and customer expectations.

Cross-cutting responsibilities

Bridge the gap between commercial intent and delivery reality, reducing leakage between presales assumptions and execution.

Promote standardisation, reuse, and continuous improvement of A&PS delivery models, estimation approaches, and solution patterns.

Contribute to A&PS capability building by mentoring solution architects and delivery leaders.

Collaborate across A&PS, Professional Services Delivery, Finance, and Geo teams to drive predictable, scalable outcomes.

Required skills and experience

Core capabilities

Strong experience in Solution Architecture for complex IT, AI, data, cloud, or infrastructure-enabled services.

Proven ability to perform programme or large-project leadership, including governance, risk management, and stakeholder alignment.

Solid understanding of services commercial models, including effort estimation, cost modelling, and pricing.

Experience working across presales and delivery environments, with clear understanding of how decisions made in presales impact delivery outcomes

Personal attributes

Executive presence, confident in representing HPE externally and managing high-stakes stakeholder interactions.

Systems thinker with the ability to connect strategy, architecture, delivery, and financial outcomes.

Strong collaborator who builds trust across functions and geographies.

Comfortable operating in ambiguity and influencing without formal authority.

Clear, structured communicator able to engage audiences from technical practitioners to senior executives.

Success measures

High-quality, deliverable SOWs with reduced delivery risk and improved cost predictability.

Strong alignment between presales solution design and delivery execution.

Improved delivery outcomes against cost, timeline, and customer satisfaction.

Positive feedback from presales, delivery, and customer stakeholders.

Additional Skills:

Accountability, Accountability, Action Planning, Active Learning, Active Listening, Bias, Business Growth, Business Planning, Business Processes, Business Solutions, Coaching, Commercial Acumen, Creativity, Critical Thinking, Cross-Functional Teamwork, Customer Experience Strategy, Data Analysis Management, Data Collection Management (Inactive), Data Controls, Design Thinking, Empathy, Follow-Through, Growth Mindset, Intellectual Curiosity (Inactive), Long Term Planning {+ 7 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:

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Job:

Services

Job Level:

Master

    

    

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.