Federal Principal Presales Architect

Hewlett Packard Enterprise; Maryland; Hybrid; USD 161,000 - 378,000; Full time

Benefits offered by this job

Comprehensive benefits for wellbeing

Programs for career growth

Inclusive workplace culture

Job summary

Hewlett Packard Enterprise is seeking a Senior Presales Enterprise Architect in Maryland. This role leads the design of technology solutions for Federal Government clients, providing deep technical insight and strategic guidance during the sales process.

The ideal candidate will have over 8 years of experience in Enterprise IT, along with knowledge of AI and cloud software. The position offers a competitive salary range and comprehensive benefits.

Qualifications

• 8+ years of technical experience in Enterprise IT focusing on technical consulting.
• 5+ years of experience with AI and cloud software tools.
• 2+ industry-standard relevant technology certifications or equivalent experience preferred.

Responsibilities

• Lead technical discussions with clients to assess their business needs.
• Present strategic technology recommendations aligned to customer initiatives.
• Monitor the account pipeline and nurture existing opportunities.

Skills

Technical consulting

Solution selling

AI and cloud software

High-performance computing

Hybrid cloud architectures

Education

Degree in Information Technology, Computer Science, Data Science, or equivalent

Tools

AWS Certified Solutions Architect

Microsoft Certified: Azure Solutions Architect

Google Cloud Architect

Job description

Job Description

Senior Presales Enterprise Architect responsible for leading the design of technology solutions that address Federal Government customer business requirements. This role provides technical leadership and support throughout the solution development, ensuring alignment with customer objectives and organizational capabilities.

The architect builds and sustains strong customer relationships to drive satisfaction and long-term engagement. Provides product and technology expertise to the sales organization during deal pursuit, offering strategic guidance and deep technical insight aligned to products or solution areas.

As part of the Public Sector presales team, this role collaborates closely with Account Managers and Client Specialists to develop strategic customer partnerships, assess current environments, and define future‑state architectures. Responsibilities include designing comprehensive IT solutions spanning hardware, software, services, and as‑a‑service offerings.

Candidates must demonstrate proven experience architecting complex IT solutions that deliver measurable business outcomes. This may include deep expertise within a specific technical domain or the ability to design integrated solutions across a broader company portfolio, incorporating required third‑party technologies such as software platforms and system integrations. Experience with cloud‑based architectures, including infrastructure, software, and consumption models, is preferred.

Responsibilities

• Lead and facilitate in-depth technical discussions with clients and account teams to build strong relationships, assess business needs, and evaluate existing environments.
• Develop and present strategic technology recommendations that support customer transformation initiatives. Articulate solution value propositions, highlight key differentiators, and create high‑level solution designs by aligning HPE technologies to customer business and technical requirements.
• Orchestrate cross‑functional account team collaboration to define technical strategy, providing the guidance and partner engagement necessary to deliver comprehensive solutions tailored to complex business requirements.
• Contribute to the Account Business Planning process by applying a technical lens to industry developments and the customer’s technical landscape to drive account approach.
• Monitor the account pipeline and nurture existing opportunities through successful closure while strategically identifying growth potential within the customer base.
• Remain ahead of industry trends by engaging with professional communities, attending key events, and contributing to domain‑specific advancements.
• Continuously advance knowledge of core and adjacent technologies to stay at the forefront of industry trends and evolving market developments.
• Mentor peers, account managers, and partners, serving as a subject matter expert, promoting best practice sharing and collective growth.
• Serve as a bridge between customers and global business units. Provide actionable feedback regarding key customer requirements, market trends, gaps, and unmet needs.
• Maintain a comprehensive awareness of the evolving competitive landscape, including emerging players and disruptive start‑ups.
• Engage effectively with C‑suite executives, VPs, and line‑of‑business leaders to drive strategic technical alignment.

Education and Experience

• Location: Northern VA, Washington D.C. area or Maryland
• TS/SCI with Full Scope Polygraph required at time of hire
• Requires US citizenship due to federal customer support
• 8+ years of technical experience in Enterprise IT with a focus on technical consulting and solution selling
• 5+ years of work with AI, cloud software (open source, containers, virtualization, system management) and hardware (server, storage, networking)
• Enterprise IT architecture frameworks and project management methodologies and certifications are helpful but not required
• 2+ industry‑standard relevant technology certifications or equivalent experience highly preferred
• Preferences for technical customer sales experience and related certifications, such as AWS Certified Solutions Architect, Microsoft Certified: Azure Solutions Architect, and/or Google Cloud Architect
• Degree in Information Technology, Computer Science, Data Science, Cybersecurity, Science/Analytics, Engineering (or equivalent practical experience)

Knowledge and Skills

• Familiarity with HPE’s solution portfolio, including software, services, and specialized domains, is preferred. Ability to architect these offerings into cohesive, workload‑optimized solutions for strategic industry initiatives is a plus.
• Federal procurement knowledge preferred.
• Experience leading solution configurations and overall architecture design and delivering complex, large‑scale, end‑to‑end technical solutions that align with business objectives and budgetary requirements.
• Demonstrated technical proficiency and hands‑on experience across a diverse suite of products, solutions, and tools directly relevant to enterprise‑level architecture and solutions – high‑performance computing, hybrid cloud architectures, and data center technologies (including server, storage, and networking components).
• Exceptional ability to translate complex technical concepts into business‑value propositions for technical decision makers and executive stakeholders, balancing championing strategic viewpoints with respectfully questioning and challenging proposed solutions.
• Capable of delivering live product demonstrations and technical walkthroughs to customers, partners, and internal stakeholders, ensuring a clear articulation of solution value and functional capabilities.
• Proficient in white‑boarding, objection handling, and formal presentations; utilizes persuasive storytelling to effectively emphasize value propositions to key stakeholders.
• Proven ability to identify technical growth opportunities within existing accounts and partner with account teams providing technical guidance to identify account expansion areas and navigating complex requirements to ensure successful deal conversion.
• Knowledgeable in the Account Business Planning process, synthesizing deep insights into industry trends and the customer’s unique technical environment to shape long‑term strategy.
• Skilled in orchestrating cross‑functional collaboration across company and partner resources to build comprehensive, revenue‑generating solutions, with the organizational savvy to mobilize subject matter experts and specialized talent for superior customer outcomes.
• Proven track record of providing high‑level technical mentorship, fostering the professional growth of peers, and championing a culture of knowledge‑sharing across the organization.

Benefits

Health and Wellbeing: Comprehensive benefits supporting personal physical, financial, and emotional wellbeing for team members and their loved ones.

Personal and Professional Development: Programs to support career growth, including knowledge‑expertise development and cross‑division skill application.

Unconditional Inclusion: Inclusive workplace culture that values diverse backgrounds and offers flexibility to manage work and personal needs.

Compensation

Annual salary USD 161,000 – 378,000 in Maryland & Virginia (minimum to maximum combined base and target‑level sales compensation). Pay mix 80% base, 20% target‑level compensation.

Equal Employment Opportunity

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 based on qualifications, merit, and business need. HPE will comply with all applicable laws related to employer use of arrest and conviction records, including laws requiring consideration for qualified applicants with criminal histories.

Hewlett Packard Enterprise is EEO Protected Veteran/ Individual with Disabilities.