Channel Presales Technical Architect

Hewlett Packard Enterprise Development LP; Reston (VA); Hybrid; USD 120,000 - 180,000; Full time

Job summary

Hewlett Packard Enterprise Development LP in Reston, VA, seeks a Channel Presales Technical Architect to lead technical advocacy for storage solutions with partners. This hybrid role requires ~2 days in-office per week.

You will design architected storage solutions, deliver demos and PoCs, enable partner engineers, and help convert opportunities into pipeline and revenue while traveling as needed.

Qualifications

• Bachelor’s degree in engineering, computer science or a related technical field, or equivalent practical experience.
• 5+ years of technical presales experience with a major storage vendor or storage-focused channel partner.
• Deep hands-on expertise in pitching, demoing and architecting complex storage solutions.
• Demonstrated knowledge of virtualization, including VMware or KVM-based environments, and at least two application stacks (such as Microsoft SQL Server, Oracle or SAP).
• Hands-on working knowledge of at least one major public cloud (AWS, Azure or Google Cloud); certifications preferred.
• Expertise across the full data lifecycle: block, file, backup, ransomware protection and related solutions.
• Deep competitive knowledge of at least one major storage vendor.
• Expertise in at least one major vertical (financial services, manufacturing or healthcare) and its related solutions is preferred.

Responsibilities

• Build strong, lasting relationships with partner technical and sales teams, and become their go-to resource for HPE storage.
• Grow the number of partner engineers who can confidently position, demo and design HPE storage solutions, through enablement sessions, workshops, whiteboarding and hands-on labs.
• Identify and develop technical champions within partner organizations, and support their progress through HPE certifications and partner program requirements.
• Represent HPE at partner events, tech days and customer-facing briefings.
• Join deep-dive discussions with partners and end customers to understand technical needs and assess current IT infrastructure.
• Translate those needs into an architected solution, including technical alternatives and potential gaps.
• Deliver compelling presentations and demos that tie HPE's technical capabilities to tangible business outcomes for partners and their customers.
• Support solution configurations and proofs of concept (PoCs) that meet partner and end-customer requirements.
• Develop competitive strategies with partners to win against competing vendors.
• Work with HPE account teams, channel managers and partners to generate, qualify and progress storage opportunities.
• Protect and expand HPE's footprint through the partner community by driving new technology adoption, upgrades and refreshes across the installed base.
• Keep pipeline information accurate and current for your partners so every deal is nurtured and moves toward close.
• Ensure a smooth handoff from sale to implementation by orienting partners and internal teams to the solution design and identifying training needs.

Skills

Presales experience

Technical communication

Partner enablement

Demo & pitch

Cloud knowledge

Virtualization (VMware/KVM)

Storage architecture

Education

Bachelor's degree in engineering or CS

Equivalent practical experience

Tools

CRM systems

Sales tools

Job description

## Channel Presales Technical ArchitectApply: Reston, Virginia, United States of America: Full time: Posted Today: 1215384Channel Presales Technical ArchitectThis role has been designed as 'Hybrid' with a requirement 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:**HPE is looking for a Channel Presales Technical Architect to grow technical advocacy for HPE storage solutions across our partner community. You'll be the trusted technical advisor to our top channel partners. You'll help their teams position, design and deliver HPE storage and data protection solutions for their customers, and turn that partner capability into pipeline and revenue growth. This role combines deep storage architecture expertise with partner enablement. You'll work alongside partner sellers and engineers on live opportunities, and you'll also build their long-term ability to lead with HPE on their own. ## *What you'll do*### Partner technical advocacy and enablement* Build strong, lasting relationships with partner technical and sales teams, and become their go-to resource for HPE storage.* Grow the number of partner engineers who can confidently position, demo and design HPE storage solutions, through enablement sessions, workshops, whiteboarding and hands-on labs.* Identify and develop technical champions within partner organizations, and support their progress through HPE certifications and partner program requirements.* Represent HPE at partner events, tech days and customer-facing briefings. ### Solution architecture and opportunity support* Join deep-dive discussions with partners and end customers to understand technical needs and assess current IT infrastructure. Translate those needs into an architected solution, including technical alternatives and potential gaps.* Deliver compelling presentations and demos that tie HPE's technical capabilities to tangible business outcomes for partners and their customers.* Support solution configurations and proofs of concept (PoCs) that meet partner and end-customer requirements.* Develop competitive strategies with partners to win against competing vendors. ### Pipeline and growth* Work with HPE account teams, channel managers and partners to generate, qualify and progress storage opportunities.* Protect and expand HPE's footprint through the partner community by driving new technology adoption, upgrades and refreshes across the installed base.* Keep pipeline information accurate and current for your partners so every deal is nurtured and moves toward close.* Ensure a smooth handoff from sale to implementation by orienting partners and internal teams to the solution design and identifying training needs. ## *What you bring* ### Education and experience* Bachelor’s degree in engineering, computer science or a related technical field, or equivalent practical experience.* 5+ years of technical presales experience with a major storage vendor or storage-focused channel partner.* Deep hands-on expertise in pitching, demoing and architecting complex storage solutions.* Demonstrated knowledge of virtualization, including VMware or KVM-based environments, and at least two application stacks (such as Microsoft SQL Server, Oracle or SAP).* Hands-on working knowledge of at least one major public cloud (AWS, Azure or Google Cloud); certifications preferred.* Expertise across the full data lifecycle: block, file, backup, ransomware protection and related solutions.* Deep competitive knowledge of at least one major storage vendor.* Expertise in at least one major vertical (financial services, manufacturing or healthcare) and its related solutions is preferred. ### Knowledge and skills* Strong knowledge of channel partner business models and offerings, with proven ability to engage, collaborate with and technically enable partners throughout the sales cycle.* Excellent consultative selling skills, including active listening, framing, whiteboarding and storytelling.* Excellent written and verbal communication skills, comfortable presenting to technical teams and business executives alike.* Strong knowledge of storage industry trends, competitor products and strategies.* Strong business and financial acumen, with an understanding of the roles and priorities of different customer stakeholders.* Solid project management, analytical and problem-solving skills.* Familiarity with CRM systems and sales tools, and comfort using social media and other channels to share technical content.* Storage-related industry certifications strongly preferred. ### Location and travel* Must reside within the greater Reston, Virginia region and have the ability to travel approximately 50% of the time to partner and customer locations, based on assigned partner coverage.