Channel Presales Technical Architect (Reston, VA)

Hewlett Packard Enterprise • Reston, VA

22h • Hybrid

About The Position

Hewlett Packard Enterprise (HPE) is seeking a Channel Presales Technical Architect to enhance technical advocacy for HPE storage solutions within its partner community. This role involves being a trusted technical advisor to top channel partners, assisting their teams in positioning, designing, and delivering HPE storage and data protection solutions. The objective is to translate partner capabilities into pipeline and revenue growth, combining deep storage architecture expertise with partner enablement. The architect will collaborate with partner sellers and engineers on live opportunities and build their long-term capacity to independently lead with HPE.

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.
• Must reside within the greater Reston, Virginia region.
• Ability to travel approximately 50% of the time to partner and customer locations, based on assigned partner coverage.

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

• Partner technical advocacy and enablement
• Build strong, lasting relationships with partner technical and sales teams, becoming 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, supporting their progress through HPE certifications and partner program requirements.
• Represent HPE at partner events, tech days, and customer-facing briefings.
• Solution architecture and opportunity support
• Join deep-dive discussions with partners and end customers to understand technical needs and assess current IT infrastructure.
• Translate technical needs into an architected solution, including technical alternatives and potential gaps.
• Deliver compelling presentations and demos that link 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.
• Pipeline and growth
• 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 partners to ensure 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.

Benefits

• Health & Wellbeing: Comprehensive suite of benefits supporting physical, financial, and emotional wellbeing.
• Personal & Professional Development: Investment in career growth through specific programs.
• Unconditional Inclusion: Inclusive work environment celebrating individual uniqueness, flexibility for work-life balance.

What This Job Offers

• Job Type: Full-time
• Career Level: Senior