Channel Presales Technical Architect (Southern California)

Hewlett Packard Enterprise • San Diego, CA

21h • $137,500 - $284,000 • Remote

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 serving as 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. This position merges deep storage architecture expertise with partner enablement, requiring close collaboration with partner sellers and engineers on live opportunities, while also building the partners' long-term ability 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 Southern California 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 relationships with partner technical and sales teams, becoming their primary resource for HPE storage. Increase the number of partner engineers proficient in positioning, demoing, and designing 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: Engage in deep-dive discussions with partners and end customers to understand technical needs and assess current IT infrastructure. Translate these needs into architected solutions, including technical alternatives and potential gaps. Deliver compelling presentations and demos that align HPE's technical capabilities with 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: Collaborate 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. Maintain accurate and current pipeline information for partners to ensure all deals are nurtured and move toward closure. Facilitate a smooth transition 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 for knowledge expertise or cross-divisional skill application.
• Unconditional Inclusion: Inclusive work environment celebrating individual uniqueness, with flexibility for work-life balance.

What This Job Offers

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