Director, Presales Consulting - Public Sector

Hewlett Packard Enterprise • Columbia, VA

3d • Remote

About The Position

Director, Presales Consulting - Public Sector This role has been designated as ‘Remote/Teleworker’, which means you will 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, so they can turn insights into outcomes at the speed required to thrive in today’s complex world. Our culture thrives on finding new and better ways to accelerate what’s next. We know varied backgrounds are valued and succeed here. We have the flexibility to manage our work and personal needs. We make bold moves, together, and are a force for good. If you are looking to stretch and grow your career our culture will embrace you. Open up opportunities with HPE. Job Description: Director, Presales Consulting - Public Sector HPE is hiring a Director of Presales Consulting to lead presales for the Federal portfolio. This Director will serve as the senior technical and strategic presales executive for federal customers and manage a team of presales managers. HPE is seeking a player-coach who remains technically hands‑on, and will directly engage with CIO/CTO and other senior executives at federal agencies. You will represent and align the full HPE product, solutions and partner ecosystem to federal mission needs, and be the subject matter expert (SME) in hybrid cloud architectures and federal IT modernization. This role reports to the VP of Enterprise Architecture.

Requirements

• Bachelor’s degree in Computer Science, Engineering, Business or equivalent; Master’s preferred.
• 15+ years of progressive presales/solutions leadership, with direct responsibility for federal/government accounts.
• Proven experience leading presales across DoD, civilian, intelligence and SLED markets.
• Hands‑on technical SME in hybrid cloud architectures, cloud migration, private/gov-cloud, edge computing and related HPE technologies and partner ecosystems.
• Demonstrated success as a player-coach: strong individual contributor skills on complex technical deals while managing/managing managers.
• Track record of building and managing high-performing presales teams and coaching managers.
• Experience engaging with senior federal executives (CIO/CTO/CISO) and influencing procurement and strategy at the agency level.
• Strong business acumen: ability to build financial business cases, quantify ROI, and link technical solutions to mission outcomes.
• Ability to work cross-functionally and influence product, engineering and partners without direct authority.
• Active federal security clearance preferred (or ability to obtain/upgrade).

Nice To Haves

• Deep knowledge of federal acquisition vehicles, GSA schedules, IDC/DoD procurement processes and federal compliance frameworks (FedRAMP, ITAR, DoD SRG, NIST).
• Excellent communication and presentation skills for C-level audiences.
• Demonstrated success integrating partner ecosystems and driving partner-led solutions in the federal market.
• Prior experience working within or closely with enterprise architecture organizations.
• Success Metrics Increased win rate and revenue for federal strategic pursuits. High presales utilization and reduced coverage gaps across federal segments. Strong customer satisfaction and executive relationships at target federal accounts. Development/retention of a deep bench of federal presales talent and managers. Effective alignment of HPE product/partner capabilities to federal needs and influence on product direction.
• Additional Skills: Accountability, Accountability, Active Learning, Active Listening, Assertiveness, Bias, Building Rapport, Buyer Personas, Coaching, Complex Sales, Creativity, Critical Thinking, Cross-Functional Teamwork, Customer Experience Strategy, Customer Interactions, Design Thinking, Empathy, Financial Acumen, Follow-Through, Growth Mindset, Identifying Sales Opportunities, Industry Knowledge, Intellectual Curiosity (Inactive), Long Term Planning, Managing Ambiguity + 6 more

Responsibilities

• Own end-to-end presales for the Federal business: Set the presales strategy, priorities and metrics required to win at the federal level. Ensure consistent, high-quality technical engagement across all federal segments and geographies.
• Lead and grow the presales organization: Directly manage a team of presales managers who lead technical consultants, enterprise architects, and technical client consultants. Be a player-coach: balance hands-on delivery on complex, high‑value pursuits with management and development of your leaders. Recruit, mentor and develop federal presales talent; drive career pathways and bench-building for critical skill areas.
• Executive customer engagement: Own and personally drive engagements with CIOs, CTOs, CISOs and senior decision-makers at federal agencies to influence strategy and solution adoption. Build and sustain strategic executive relationships that differentiate HPE in federal accounts.
• Technical leadership and delivery: Serve as the federal SME for hybrid cloud (on-prem, private, gov-cloud, multi-cloud integration), converged infrastructure, edge compute, security, data platforms and software-defined solutions. Provide architecture leadership, review/approve solution designs, and contribute to technical win strategies for large, complex pursuits. Ensure federal solutions comply with applicable regulatory, security and procurement requirements (e.g., FedRAMP, IL levels, DoD SRG).
• Cross‑functional and partner collaboration: Coordinate across sales, product management, engineering, services, and alliances/partner ecosystem to assemble best-in-class federal solutions. Influence HPE product roadmaps and partner integrations with federal market feedback and requirements.
• Business management and reporting: Translate federal business goals into presales resource plans, utilization targets and forecasted capacity. Drive pipeline reviews, deal prioritization, and presales staffing decisions aligned with revenue objectives. Own presales KPIs (win rate on strategic deals, utilization, customer satisfaction, time-to-response on pursuits) and report results to VP Enterprise Architecture and other stakeholders.
• Compliance and risk management: Ensure presales solutions align with federal contracting, security clearance requirements and compliance standards. Maintain appropriate handling of classified/protected information within the presales function.

Benefits

• Health & Wellbeing We strive to provide our team members and their loved ones with a comprehensive suite of benefits that supports their physical, financial and emotional wellbeing.
• Personal & Professional Development We also invest in your career because the better you are, the better we all are. We have specific programs catered to helping you reach any career goals you have — whether you want to become a knowledge expert in your field or apply your skills to another division.
• Unconditional Inclusion We are unconditionally inclusive in the way we work and celebrate individual uniqueness. We know varied backgrounds are valued and succeed here. We have the flexibility to manage our work and personal needs. We make bold moves, together, and are a force for good.

What This Job Offers

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