Channel Storage Architect – Presales

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

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.