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Hewlett Packard Enterprise · 1 month ago

Principal Presales Architect - Federal Clearance Required

Reston, VA

Full-time

Hybrid

Lead/Staff

$146K/yr - $343K/yr

12+ years exp

Hewlett Packard Enterprise is the global edge-to-cloud company advancing the way people live and work. The Principal Presales Architect will support a federal agency, orchestrating complex proposals and driving collaboration among internal teams to deliver effective solutions that meet customer needs.

Data CenterEnterprise SoftwareInformation TechnologyIT ManagementNetwork Security

No H1B

Security Clearance Required

U.S. Citizen Only

Responsibilities

Demonstrates unique mastery within the company in one or more solution domains as well as the customer's technical and business environment

Orchestrates the design of complex proposals to deliver and communicate tangible business value to customers

Mitigates risk to the company by managing both customer and company stakeholder expectations

Critical review proposal, applies market intelligence and thought leadership to translate the functional view into a technical view, enhancing proposed workload-optimized solutions

Provides input to all global business units to address key end-customer IT trends, requirements, gaps, or unmet needs

Leads the team to develop and present high-level, unique, and imaginative outcome-based solutions to customer business challenges, translating the business needs of the customer into a functional solution design aligned to those needs

Communicates HPE’s end solution value propositions in the language of the customer and demonstrates how the proposition aligns to business outcomes and customer needs

Develops and maintains adjacent technology knowledge, along with in-depth knowledge of current and emerging technologies and trends

Contributes to the industry for one or more domains with an active presence at conferences (content support/presentations, demos, booth support), social media, business events, etc

Monitors changing competitive landscape (emerging competitors, start-ups etc.)

Drives the Account Business Planning process, leverage knowledge of industry trends and the customer’s technical environment

Facilitates and leads deep-dive discussions with the client and accounts teams to build customer relationships, understand business needs, evaluate the customer's ecosystem and advocate and present technical strategies for a customer's transformation

Identifies acceptable technical solution trade-offs, risks, and suggests possible remediation

Drives collaboration among internal account teams, sets direction, provides guidance, and engages the full portfolio of partners to build effective solution strategies aligned to customer's technical and business challenges

Successfully transfers knowledge to external partners to deliver an effective solution to the customer

Proactively builds the pipeline by identifying opportunities (e.g., enhancements, unmet or unrecognized needs, up-selling, and cross-selling opportunities) within the account

Monitors the account pipeline and nurtures active deals from the opportunity to close

Uses pipeline insights to help prioritize activities in a way that ensures time, and resources are invested wisely in pursuit of deals with the highest potential

Actively participates in sales forecast meetings and provides feedback to accelerate the sales lifecycle

Documents ongoing work (activities, tasks) throughout the sales cycle using specific tools and resources and sharing best practices with peers and partners to collaborate more effectively

Engages with and builds consultative presence and advisory influence with VPs, CxO, and line-of-business (LOB) management and customer thought leaders

Anticipates customer needs and proactively engages partners and resources to design innovative solutions and generate customer demand

Proactively shares knowledge with peers and actively helps develop knowledge and expertise within the Presales community

Qualification

TS/SCI with FSP clearanceTechnical consultingSolution sellingEnterprise architecture frameworksIndustry standard certificationsProject management methodologiesBuilding RapportCustomer Experience StrategyDesign ThinkingActive ListeningCritical Thinking

Required

TS/SCI with FSP (Full Scope Poly) clearance required

Must possess extensive knowledge of customer's mission and requirements and understand competitive landscape

2+ years of experience supporting sales, and end users to build or develop technical enterprise solutions

12+ years of technical experience in IT with a focus on technical consulting and solution selling

2+ Industry standard relevant technology certifications or equivalent experience expected