Principal Presales Architect - Federal Clearance Required

Zerto; Germany (OH); Remote; USD 155,000 - 365,000; Full time

Job summary

A leading technology company is seeking a Federal Solution Architect with TS/SCI clearance. This remote role involves engaging with federal agencies, designing proposals, and leveraging extensive IT knowledge to provide innovative solutions. Strong communication and strategic skills are essential, along with 12+ years of technical experience in IT sales and consulting.

Benefits

Comprehensive benefits supporting physical, financial, and emotional wellbeing

Programs for personal and professional development

Inclusive culture with flexible work options

Qualifications

• TS/SCI with FSP clearance required.
• 12+ years of IT technical experience with a focus on technical consulting.
• 2+ years supporting sales to build technical solutions.

Responsibilities

• Lead proposal designs for delivering business value.
• Engage with clients to build relationships and advocate for strategies.
• Monitor account pipeline and nurture deals through the sales cycle.

Skills

Solution architecture design

Executive-level communication

Financial and business acumen

Consultative selling skills

Strategic planning

Problem-solving

Education

Advanced degree in technology or related field

2+ industry-standard relevant technology certifications

Tools

CRM systems

Job description

Overview

Principal Presales Architect - Federal Clearance Required This role is remote/teleworker; 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, to turn insights into outcomes at the speed required to thrive in today’s complex world. We value varied backgrounds, promote flexibility, and support work-life balance. We are inclusive, strive to grow our careers, and pursue bold moves together as a force for good.

Job Description

The Federal Solution Architect - Cleared will be supporting a federal agency in Maryland. The role requires travel to on-site customer meetings 2-3 times per week in the Washington DC area and requires a TS/SCI with FSP clearance.

Responsibilities

• Demonstrates mastery within one or more solution domains and in the customer’s technical and business environment.
• Orchestrates the design of complex proposals to deliver tangible business value to customers.
• Mitigates risk by managing customer and company stakeholder expectations.
• Reviews proposals, applies market intelligence and thought leadership to translate functional views into technical solutions.
• Provides input to global business units to address key end-customer IT trends, requirements, gaps, or unmet needs.
• Leads teams to develop and present high-level, innovative outcome-based solutions aligned to customer needs.
• Communicates HPE’s end-to-end solution value propositions in customer language and aligns to business outcomes.
• Develops and maintains knowledge of current and emerging technologies and trends.
• Contributes to the industry with active presence at conferences, content support, demos, and events.
• Monitors competitive landscape and evolving market dynamics.
• Drives Account Business Planning and leverages industry trends and the customer’s technical environment.
• Facilitates deep-dive discussions with clients and account teams to build relationships and advocate technical strategies for transformation.
• Identifies acceptable technical trade-offs and remediation options.
• Fosters collaboration across internal teams and partners to build effective solution strategies.
• Transfers knowledge to external partners to deliver solutions.
• Proactively builds the pipeline by identifying opportunities, including enhancements and cross-sell.
• Monitors the account pipeline and nurtures deals from opportunity to close.
• Uses pipeline insights to prioritize activities and optimize time and resources.
• Participates in sales forecast meetings and accelerates the sales lifecycle.
• Documents ongoing work throughout the sales cycle and shares best practices with peers and partners.
• Engages with executives and thought leaders to build advisory influence.
• Anticipates customer needs and engages partners to design innovative solutions and generate demand.
• Shares knowledge with peers to develop Presales capabilities.

Education and Experience

• TS/SCI with FSP (Full Scope Poly) clearance required
• Extensive knowledge of the customer’s mission, requirements, and competitive landscape.
• Advanced degree in technology or related field preferred, or equivalent technical qualifications.
• 2+ years supporting sales and end users to build or develop technical enterprise solutions.
• 12+ years of IT technical experience with focus on technical consulting and solution selling.
• 2+ industry-standard relevant technology certifications or equivalent experience.
• Enterprise architecture frameworks and project management methodologies and certifications are helpful, but not required.

Knowledge and Skills

• Mastery in leading solution configurations and architecture design, and in creating demos and proofs-of-concept to meet customer requirements.
• Deep knowledge of HPE portfolio and how to combine products and services to address customer needs.
• Understanding of as-a-service (aaS) business models and related strategic goals.
• Ability to collaborate cross-functionally within HPE to generate new revenue through subscriptions and aaS models.
• Executive-level communication skills, including storytelling and the ability to communicate in English and other local languages as needed.
• Strong discussion and persuasion skills, with the ability to question and challenge proposed solutions respectfully.
• Financial and business acumen, including sales cycles, funnel management, KPIs for CXOs, and knowledge of TCO/ROI concepts and financial models.
• Consultative and value-selling skills, advisory influence, and executive presence, including presenting, white-boarding, storytelling, objection-handling, and closing.
• CRM proficiency and understanding of standard tools, and strong collaboration with SMEs and partners.
• Strong time management, problem-solving, and analytical skills; ability to design and deliver demonstrations or walk-throughs for customers and partners.
• Experience with multiple products and solutions aligned to role responsibilities; ability to leverage partner offerings for deals.
• Understanding of the company’s go-to-market strategy and partner ecosystem.
• Strategic and account planning skills and ability to use business and technical tools and CRM systems.

Additional Skills

Accountability, Active Listening, Assertiveness, Building Rapport, Creativity, Critical Thinking, Cross-Functional Teamwork, Customer Experience Strategy, Design Thinking, Empathy, Financial Acumen, Follow-Through, Growth Mindset, Industry Knowledge, Long Term Planning, Managing Ambiguity, and related skills.

What We Can Offer You

Health & Wellbeing

Comprehensive benefits supporting physical, financial, and emotional wellbeing.

Personal & Professional Development

Programs to help you reach career goals and grow within or across divisions.

Unconditional Inclusion

Inclusive culture with flexible work options and a focus on collaboration and innovation.

Let’s Stay Connected

Follow @HPECareers on social channels to see the latest on people, culture, and tech at HPE.

Job Details

Job: Sales

Job Level: TCP_05

Salary: USD Annual Salary: $155,500.00 - $365,000.00

EEO

HPE is an Equal Employment Opportunity employer. We do not discriminate on the basis of race, gender, or any other protected category. We are an inclusive global team and encourage applicants from diverse backgrounds. HPE will comply with all applicable laws related to employer use of arrest and conviction records as required by law.