Presales Solutions Architect (Channel) - NJ

Hewlett Packard Enterprise; Berkeley Heights (NJ); Remote; USD 120,000 - 160,000; Full time

Job summary

Hewlett Packard Enterprise in New Jersey seeks a Channel Presales Solutions Architect to enable partners and design complex hybrid-cloud solutions. This remote/teleworker role focuses on guiding partner deployments and delivering detailed solutions across multi-cloud environments.

You will bridge HPE with strategic partners, architecting virtualization-centric architectures (VMware ESXi, Hyper‑V, KVM) and leveraging OpsRamp/Aria platforms to drive joint outcomes and business value.

Qualifications

• Bachelor's degree in computer science, IT, or related field.
• 5–10 years of technical experience in IT with a focus on technical selling.
• Experience with virtualization (VMware ESXi, Hyper‑V, KVM) and infrastructure solutions.
• Experience designing solutions for Aria Operations and/or Aria Automation; working knowledge of Linux/Windows OS, networking, storage.

Responsibilities

• Develop compelling customer proposals aligned with business and technical needs.
• Provide technical expertise in virtualization and infrastructure solutions.
• Support partner sales with demos, PoC setups, and technical presentations.
• Identify business opportunities through partner engagements and upselling.
• Collaborate with internal teams and partners to design scalable solutions.
• Monitor industry trends and refine the value proposition.
• Document partner activities and contribute to forecasting and pipeline.
• Act as trusted advisor, addressing partner concerns and alignment with IT ecosystems.

Skills

Technical selling

Solution architecture

Channel partner enablement

Virtualization

Aria Operations

Aria Automation

Dynatrace

PowerShell

Bash

VMware ESXi

Hyper-V

KVM

Education

Bachelor’s degree in computer science, IT, or related field

Tools

OpsRamp

Aria Operations

Aria Automation

Dynatrace

Job description

Presales Solutions Architect (Channel) - NJ

This role has been designated as ‘Remote/Teleworker’, which means you will primarily work from home.

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 CloudOps Suite is a comprehensive, AI-driven platform that empowers organizations to seamlessly manage, monitor, and optimize their hybrid and multi-cloud environments with unprecedented visibility and control. Built on a foundation of industry-leading solutions, including OpsRamp for intelligent monitoring and incident management, Morpheus Enterprise for hybrid cloud orchestration and automation, Morpheus VM Essentials for virtualized infrastructure, and Zerto for data protection and disaster recovery, the suite delivers unified operations management across on‑premises, private cloud, and public cloud resources. By combining advanced machine learning capabilities with these proven technologies, HPE Cloud Operations Suite enables IT teams to proactively identify and resolve issues, optimize performance and costs, ensure business continuity, and accelerate digital transformation initiatives while reducing operational complexity and risk across their entire technology stack.

We are seeking a Channel Presales Solutions Architect to drive technical enablement and solution design with our strategic partner ecosystem. You will work directly with partners to architect and implement complex solutions, guide them through deployments, and ensure successful customer outcomes across hybrid and multi-cloud environments. This role requires deep technical expertise combined with exceptional partner relationship management skills to accelerate joint go‑to‑market initiatives. The ideal candidate will serve as the technical bridge between HPE and our partners, driving mutual business success through innovative solution delivery and technical excellence.

Key Responsibilities:

• Develop compelling customer proposals that align with business and technical needs.
• Provide technical expertise in virtualization (VMware ESXi, Microsoft Hyper‑V, KVM) and infrastructure solutions.
• Support partner sales teams with solution demonstrations, proof‑of‑concept setups, and technical presentations.
• Identify business opportunities through partner engagements, upselling, and cross‑selling.
• Collaborate with internal teams and partners to design cost‑effective, scalable solutions.
• Monitor industry trends, emerging technologies, and competitor offerings to refine HPE’s value proposition.
• Document and track partner activities, contributing to forecasting and pipeline management.
• Act as a trusted advisor, addressing partner concerns and ensuring technical solutions align with their IT ecosystem.

Qualifications & Experience:

• Bachelor’s degree in computer science, IT, or related field.
• 5-10 years of technical experience in IT with a focus on technical selling.
• Proven track record in solution configurations and architecture design, particularly in virtualization (VMware ESXi, Microsoft Hyper‑V, KVM).
• Experience with solution designs for Aria Operations and/or Aria Automation Basic knowledge of Linux/Windows OS deployments, networking (VLANs, routing, virtual switching), and storage (SAN/NAS, iSCSI, software‑defined storage).
• Hands‑on experience with hypervisors and automation tools (PowerShell, Bash, etc.).
• Industry certifications in virtualization and IT infrastructure (preferred).

Skills & Competencies:

• Strong technical selling, consultative engagement, and presentation skills.
• Ability to communicate complex technical concepts clearly to customers, partners, and stakeholders.
• Knowledge of HPE’s hardware and software portfolio, including basic hybrid IT solutions, and how it compares to competitors in terms of performance, innovation, market positioning, and value proposition.
• Problem‑solving mindset with the ability to prioritize and manage multiple projects.
• Understanding of channel programs and partner collaboration to drive deals effectively.
• Knowledge and Skills: Intermediate‑level written and verbal communication skills, including active listening and storytelling, and ability to communicate in English and applicable local languages (both in‑person and virtual) as needed to perform job requirements.
• Demonstrates intermediate discussion and persuasion skills, competitive differentiation (vs. VMware, etc.), and the ability to handle objections.
• Applies consultative selling tactics to align solutions with customer business outcomes.
• Intermediate‑level business and financial acumen—sales cycle, pipeline growth, reporting, ability to influence, business strategy linkage, with an awareness of functional responsibilities of various customer business roles.
• Intermediate consultative and value selling skills, including presenting, white‑boarding, objection handling, and closing skills to proactively help customers make business decisions.
• Hands‑on experience with relevant hypervisors, OS platforms, and basic scripting/automation (PowerShell, Bash, etc.) to support demos and solutions.
• Hands‑on experience with IT operations frameworks and solutions like OpsRamp, Aria Operations, or Dynatrace.
• Adept at prioritizing tasks, meeting deadlines, and performing due diligence on customer solutions.
• Skilled in problem‑solving with a methodical, analytical approach.
• Ability to deliver live demonstrations or walk‑throughs of products, solutions, tools or services to customers, partners, and other stakeholders.
• Intermediate‑level knowledge of partner offerings, channel programs, and the company’s go‑to‑market approach.
• Able to collaborate with resellers to drive deals and leverage partner capabilities effectively.
• Familiarity with SAN/NAS, iSCSI, or software‑defined storage and how these relate to virtualization.
• Understanding of VLANs, basic routing, and virtual switching concepts.

Knowledge and Skills:

• Intermediate‑level written and verbal communication skills, including active listening and storytelling, and ability to communicate in English and applicable local languages (both in‑person and virtual) as needed to perform job requirements.
• Demonstrates intermediate discussion and persuasion skills, competitive differentiation (vs. VMware, etc.), and the ability to handle objections.
• Applies consultative selling tactics to align solutions with customer business outcomes.
• Intermediate‑level business and financial acumen—sales cycle, pipeline growth, reporting, ability to influence, business strategy linkage, with an awareness of functional responsibilities of various customer business roles.
• Intermediate consultative and value selling skills, including presenting, white‑boarding, objection handling, and closing skills to proactively help customers make business decisions.
• Hands‑on experience with relevant hypervisors, OS platforms, and basic scripting/automation (PowerShell, Bash, etc.) to support demos and solutions.
• Hands‑on experience with IT operations frameworks and solutions