Channel Presales Technical Architect - Arizona

Hewlett Packard Enterprise•All, AZ

7d•Remote

About The Position

Hewlett Packard Enterprise is seeking a Channel Presales Technical Architect to grow technical advocacy for HPE storage solutions across its partner community. The role serves as a trusted technical advisor to leading channel partners, helping their teams position, design, and deliver HPE storage and data protection solutions for customers while growing partner capability, pipeline, and revenue. It combines storage architecture expertise with partner enablement, supporting live opportunities and building partners’ long-term ability to lead with HPE independently. The position is designated Remote/Teleworker, with the employee primarily working from home. The successful candidate must reside in the greater Arizona region and be able to travel approximately 50% of the time to partner and customer locations, depending on assigned partner coverage. HPE describes its culture as inclusive, flexible, and focused on professional growth. It offers a comprehensive suite of benefits supporting physical, financial, and emotional wellbeing, along with career development programs.

Requirements

Bachelor’s degree in engineering, computer science, or a related technical field, or equivalent practical experience.
At least 5 years of technical presales experience with a major storage vendor or storage-focused channel partner.
Hands-on expertise pitching, demonstrating, and architecting complex storage solutions.
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.
Expertise across the data lifecycle, including block, file, backup, ransomware protection, and related solutions.
Deep competitive knowledge of at least one major storage vendor.
Knowledge of channel partner business models and offerings, with the ability to engage, collaborate with, and technically enable partners throughout the sales cycle.
Consultative selling skills, including active listening, framing, whiteboarding, and storytelling.
Strong written and verbal communication skills, including presenting to technical teams and business executives.
Knowledge of storage industry trends, competitor products, and strategies.
Business and financial acumen and understanding of customer stakeholders’ roles and priorities.
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.
Must reside within the greater Arizona region and be able to travel approximately 50% of the time to partner and customer locations.

Nice To Haves

Public cloud certifications are preferred.
Expertise in a major vertical such as financial services, manufacturing, or healthcare and its related solutions is preferred.
Storage-related industry certifications are strongly preferred.

Responsibilities

Build lasting relationships with partner technical and sales teams and serve as their primary HPE storage resource.
Grow the number of partner engineers able to position, demonstrate, 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, technology days, and customer-facing briefings.
Join technical discussions with partners and end customers to understand needs and assess existing IT infrastructure.
Translate customer and partner needs into solution architectures, including technical alternatives and potential gaps.
Deliver presentations and demonstrations connecting HPE technical capabilities to business outcomes.
Support solution configurations and proofs of concept 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.
Drive technology adoption, upgrades, and refreshes across the installed base to protect and expand HPE’s footprint through partners.
Maintain accurate and current partner pipeline information and nurture deals toward close.
Support a smooth transition from sale to implementation by orienting partners and internal teams to the solution design and identifying training needs.