Channel Presales Technical Architect (Reston, VA)

Hewlett Packard Enterprise•Reston, VA

2d•$120,500 - $284,000•Hybrid

About The Position

HPE is looking for a Channel Presales Technical Architect to grow technical advocacy for HPE storage solutions across our partner community. You'll be the trusted technical advisor to our top channel partners. You'll help their teams position, design and deliver HPE storage and data protection solutions for their customers, and turn that partner capability into pipeline and revenue growth. This role combines deep storage architecture expertise with partner enablement. You'll work alongside partner sellers and engineers on live opportunities, and you'll also build their long-term ability to lead with HPE on their own.

Requirements

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.
Strong knowledge of channel partner business models and offerings, with proven ability to engage, collaborate with and technically enable partners throughout the sales cycle.
Excellent consultative selling skills, including active listening, framing, whiteboarding and storytelling.
Excellent written and verbal communication skills, comfortable presenting to technical teams and business executives alike.
Strong knowledge of storage industry trends, competitor products and strategies.
Strong business and financial acumen, with an understanding of the roles and priorities of different customer stakeholders.
Solid 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.

Nice To Haves

Expertise in at least one major vertical (financial services, manufacturing or healthcare) and its related solutions is preferred.
Storage-related industry certifications strongly 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.