Channel Presales Technical Architect - Minnesota

Description

The role is hybrid, with an expectation of about 2 days per week in an office.

The company makes edge-to-cloud technology that helps organisations connect, protect, analyze and act on their data and applications, from edge to cloud.

You will be the go-to technical adviser for the company's top channel partners, helping their teams position, design and deliver HPE storage and data protection solutions to their customers, and turning that capability into pipeline and revenue.

The job pairs hands-on storage architecture work with partner enablement. You will support partner sellers and engineers on live opportunities while building their ability to lead with HPE independently.

Responsibilities

• Build lasting relationships with partner technical and sales teams so they come to you first for HPE storage.
• Grow the number of partner engineers who can position, demo and design HPE storage, using enablement sessions, workshops, whiteboarding and hands-on labs.
• Find and develop technical champions inside partner organizations, and help 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 understand technical needs and review current IT infrastructure, then turn those needs into an architected solution that covers alternatives and gaps.
• Give presentations and demos that link HPE's technical capabilities to business outcomes for partners and their customers.
• Support solution configurations and proofs of concept that meet partner and end-customer requirements.
• Build competitive strategies with partners to win against rival vendors.
• Work with HPE account teams, channel managers and partners to generate, qualify and advance storage opportunities.
• Drive adoption of new technology, upgrades and refreshes across the installed base to grow HPE's footprint in the partner community.
• Keep pipeline data accurate for your partners so each deal is nurtured toward close.
• Hand each sale smoothly to implementation by orienting partners and internal teams to the design and identifying training needs.

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 skill in pitching, demoing 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.
• Broad expertise across the data lifecycle: 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.
• Strong understanding of channel partner business models and offerings, and a proven record of engaging and technically enabling partners through the sales cycle.
• Excellent consultative selling skills, including active listening, framing, whiteboarding and storytelling.
• Excellent written and verbal communication, with comfort presenting to both technical teams and business executives.
• Strong knowledge of storage industry trends, competitor products and strategies.
• Strong business and financial judgement, 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 Minnesota area and be able to travel about 50% of the time to partner and customer sites, depending on your assigned partner coverage.

The company is committed to an inclusive, accessible workplace and welcomes applications from all qualified people, including those with disabilities. Accommodation requests can be made through a secure form on the careers site.

The role is based in the United States, in sales, within the storage team. Job level is TCP04.

Expected base and target sales pay in Minnesota is USD 151,500 to 355,000 per year, covering the range from minimum to maximum combined pay if the hire reaches 100% of their sales plan. The split between base salary and target sales pay on target is 80% base and 20% target. Actual offers may vary based on location, experience, education and skill level.

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

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

Benefits

• Health and wellbeing benefits covering physical, financial and emotional wellbeing for team members and their families.
• Career development programs, including paths to become a subject expert or move into another division.
• Details of US employee benefits are available on the company's new hire enrollment page.