Channel Presales Technical Architect - Arizona

Description

The role is remote, with you working primarily from home.

The company makes storage and data protection products for businesses and runs a partner channel that sells them to end customers.

The role is a Channel Presales Technical Architect focused on HPE storage, working with the company's top channel partners.

You will advise partner teams on positioning, designing and delivering storage and data protection solutions for their customers, aiming to grow their pipeline and revenue.

You will work with partner sellers and engineers on live deals while building their ability to lead with HPE independently.

Responsibilities

• Become the go-to technical resource for partner technical and sales teams on HPE storage, building lasting relationships.
• Train partner engineers to position, demo and design HPE storage through enablement sessions, workshops, whiteboarding and hands-on labs.
• Find and develop technical champions within partner organizations, helping them progress through HPE certifications and partner program requirements.
• Represent HPE at partner events, tech days and customer briefings.
• Join deep-dive discussions with partners and end customers to learn their technical needs and review their current IT infrastructure.
• Turn those needs into a solution design, covering technical alternatives and possible gaps.
• Give presentations and demos that link HPE's technical capabilities to business outcomes for partners and their customers.
• Support configurations and proofs of concept that meet partner and end-customer requirements.
• Build competitive plans with partners to win against rival vendors.
• Work with HPE account teams, channel managers and partners to create, qualify and move storage opportunities forward.
• Drive adoption of new technology, upgrades and refreshes across the installed base in the partner community, growing HPE's footprint.
• Keep pipeline records accurate and current for your partners so deals keep moving toward close.
• Hand each sale to implementation smoothly by orienting partners and internal teams to the design and identifying training needs.

Requirements

• A bachelor's degree in engineering, computer science or a related technical field, or equivalent practical experience.
• At least 5+ years of technical presales experience with a major storage vendor or a storage-focused channel partner.
• Deep hands-on skill in pitching, demonstrating and architecting complex storage solutions.
• Proven knowledge of virtualization, including VMware or KVM 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). Cloud certifications are preferred.
• Expertise across the full data lifecycle, including block, file, backup, ransomware protection and related solutions.
• Deep competitive knowledge of at least one major storage vendor.
• Expertise in at least one major vertical (financial services, manufacturing or healthcare) and its related solutions is preferred.
• Proven ability to work with channel partners, understanding their business models and offerings, and to enable them technically through the sales cycle.
• Excellent consultative selling skills, including active listening, framing, whiteboarding and storytelling.
• Excellent written and verbal communication, able to present to both technical teams and business executives.
• Strong knowledge of storage industry trends, competitor products and strategies.
• Strong business and financial judgment, 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.
• Storage-related industry certifications are strongly preferred.

Conditions

You must live in the greater Arizona region and be able to travel about 50% of the time to partner and customer sites, depending on your assigned partner coverage.

Accommodation requests for any stage of the application or interview process can be made through the company's secure form.

The United States salary range for this role in Arizona is USD 151,500 to 355,000 annually. The range covers combined base and target sales pay at 100% of plan, split 80% base and 20% target sales pay. Actual offers may vary by location, experience, education or skill level.

The company is an equal opportunity employer and makes decisions based on qualifications, merit and business need.

The company will follow all applicable laws on the use of arrest and conviction records in hiring.

Be alert to recruitment fraud: the company never charges candidates fees or asks for bank details, Social Security numbers or national IDs over social media or chat apps. Report suspected scams to local authorities.

Benefits

• Comprehensive health, financial and emotional wellbeing benefits for team members and their families, with details available on the company's US benefits enrollment page.
• Career development programs, including paths to become a subject expert or to move into another division.
• A culture that values varied backgrounds and offers flexibility in managing work and personal needs.