HP Poly - Federal Sales Engineer

HP•TW2VA - Teleworker/Offsite-USA-VA, VA

9d•$147,300 - $217,300•Remote

About The Position

This role is responsible for building strong relationships with key customers and stakeholders, advising and influencing their strategic decisions, and tackling unique customer issues—particularly around enterprise collaboration and unified communications solutions. The role collaborates with internal teams on account planning, sales strategy, and customized HP collaboration and video conferencing solutions, while mentoring junior team members. The role navigates complex technical customer challenges involving cloud, SaaS, and HP collaboration technologies and works toward customer satisfaction and the organization’s growth. As a Presales Technical Consultant, you will work directly with customers to demonstrate HP hardware, software, and solutions. By understanding customer requirements, you will help position technical solutions to customer’s business challenges. Presales Technical consultants provide presentations to customers on a wide array of HP solutions and build trust as technical advisors. You will work closely with the sales team to win new business while working to retain existing customers.

Requirements

Four‑year or Graduate Degree in Sales, Marketing, Business Administration, Computer Science, or related discipline, or commensurate work experience or demonstrated competence.
Typically has 5–10 years of work experience, preferably in technical selling, consultative selling, presales engineering, account management, or enterprise collaboration solutions.
Experience in Federal government environments
Candidates should be able to build strong relationships with technical decision makers, have a thorough understanding of the IT industry and key technologies, and possess strong communication skills.
We are looking for highly motivated individuals who can balance customer engagement with constant technical skill development.
A successful Presales TC possesses knowledge of HP video collaboration hardware and software.
Individuals should already possess, or have a plan to develop, strong industry knowledge in the areas of security, cloud infrastructure, and workflow.

Nice To Haves

Preferred Certifications
Top Secret clearance
HP collaboration solutions, including video conferencing systems, conference phones, speakerphones, and professional headsets
Unified Communications (UC) and collaboration platforms (e.g., Microsoft Teams, Zoom, Webex)
Amazon Web Services (AWS)
Microsoft Azure
Cloud Computing & Cloud Services
Software as a Service (SaaS)
Application Programming Interfaces (APIs) and integrations
Enterprise Application Software
IT Infrastructure and Virtualization
Device provisioning, firmware management, and lifecycle management for collaboration endpoints
Customer Success Management
Demonstration and executive presentation skills
Presales and solution consulting
Product Management and New Product Development
Sales Process, Sales Prospecting, and Request for Proposal (RFP) responses
Extract, Transform, Load (ETL) concepts
SAS (Software)
Effective Communication
Results Orientation
Learning Agility
Digital Fluency
Customer Centricity

Responsibilities

Leads the design of complex, innovative, and strategic solutions—including enterprise collaboration, video conferencing, and unified communications environments—that address unique customer challenges and align with the organization’s long‑term goals.
Fosters deep and strategic relationships with key customers and stakeholders, acting as a trusted advisor and influencing their business and technology decisions related to modern workplace, hybrid work, and collaboration strategies.
Delivers compelling presentations and demonstrations to executive‑level customers, articulating the value proposition of the organization’s solutions, including HP video conferencing systems, conference phones, and professional headsets, aligned with customers’ business goals.
Develops and executes strategic account plans for high‑profile customers, coordinating with sales teams to ensure long‑term customer satisfaction and growth, particularly within collaboration and unified communications solution deployments.
Leads the design and implementation of highly intricate integrations between HP collaboration endpoints and third‑party or cloud platforms (e.g., Microsoft Teams, Zoom, Webex), showcasing the organization’s ability to seamlessly connect diverse technologies.
Tackles intricate technical challenges and unexpected customer issues related to audio quality, video performance, device interoperability, and cloud integration, applying innovative problem‑solving skills to complex scenarios.
Leads or contributes to high‑impact initiatives that drive revenue growth, improve operational efficiency, or enhance customer experience through optimized collaboration and conferencing solutions.
Identifies potential risks associated with complex collaboration architectures (e.g., network readiness, device management, interoperability) and develops mitigation strategies to ensure successful project outcomes.
Organizes and facilitates innovation workshops focused on modern collaboration use cases, enabling customers to explore new approaches using HP collaboration and cloud‑based solutions.
Acts as a mentor to junior team members, guiding their professional growth, sharing deep expertise in HP collaboration products, cloud services, and consultative selling, and promoting a culture of excellence and continuous improvement.
Support for Trade show events and demonstrations.