Channel Presales Technical Architect
Hewlett Packard Enterprise Development LP
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Benefits offered by this job
Job summary
Hewlett Packard Enterprise Development LP is seeking a Channel Presales Technical Architect in Reston, VA. This hybrid role requires you to split time between partner engagements and in-office work, averaging two days per week onsite.
You will act as a trusted technical advisor to top partners, designing and presenting HPE storage and data protection solutions to generate pipeline and revenue. You will collaborate with partner teams, deliver hands-on enablement, and guide end customers from
Qualifications
- Bachelor's degree in engineering, computer science or related field, or equivalent practical experience.
- 5+ years of technical presales experience with storage vendors or partners.
- Hands-on expertise in pitching, demoing and architecting storage solutions.
- Experience with virtualization and multiple application stacks; cloud knowledge is a plus.
Responsibilities
- Build and maintain relationships with partner technical and sales teams as the go-to resource for HPE storage.
- Enable partner engineers through workshops, labs and training to position HPE storage solutions.
- Translate customer needs into architected storage solutions and PoCs.
- Deliver compelling demos and presentations aligning technical capabilities with business value.
- Support solution configurations and develop competitive strategies with partners.
Skills
Education
Tools
Job description
This role has been designed as 'Hybrid' with a requirement that you will work on average 2 days per week from an HPE office.
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.
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.
- 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.
- 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.
- 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.
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.
HPE is committed to creating an inclusive and accessible workplace and encourages applications from all qualified individuals, including those with disabilities. If you believe you require accommodation during any stage of the application or interview process, please submit your request by completing our secure form linked here. Note: This option is reserved for applicants needing assistance/reasonable accommodation related to a disability.
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.
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.
We are unconditionally inclusive in the way we work and celebrate individual uniqueness. We know varied backgrounds are valued and succeeded here. We have the flexibility to manage our work and personal needs. We make bold moves, together, and are a force for good.
Follow @HPECareers on Instagram to see the latest on people, culture and tech at HPE. #unitedstates #storage
Job 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 146,000 - 343,000 in Virginia 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.
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