Channel Presales Technical Architect

This is a fully remote position, open to applicants in New Jersey, +1 more state.

📋 Description

• Foster technical advocacy for HPE storage solutions throughout the partner community.

• Provide guidance to channel partners on the positioning, design, and delivery of HPE storage and data protection solutions.

• Cultivate relationships with technical and sales teams of partner organizations.

• Empower partner engineers through sessions, workshops, whiteboarding, and hands-on labs.

• Identify and nurture technical champions within partner organizations.

• Represent HPE at partner events, tech days, and customer-facing briefings.

• Evaluate the technical needs of partners and end-customers alongside their existing IT infrastructure.

• Convert requirements into architected solutions, alternatives, and gap analyses.

• Deliver presentations and demonstrations that link HPE capabilities to business outcomes.

• Assist with solution configurations and proofs of concept.

• Develop competitive strategies in collaboration with partners.

• Generate, qualify, and advance storage opportunities alongside HPE account teams and channel managers.

• Promote technology adoption, upgrades, and refreshes within the existing installed base.

• Maintain precise partner pipeline information.

• Facilitate the transition from sale to implementation and identify training requirements.

⛳️ Requirements

• Bachelor’s degree in engineering, computer science, or a related technical discipline, or equivalent practical experience.

• Over 5 years of technical presales experience with a leading storage vendor or a storage-focused channel partner.

• Extensive hands-on expertise in pitching, demonstrating, and architecting complex storage solutions.

• Proficient in virtualization, including environments based on VMware or KVM.

• Experience with a minimum of two application stacks, such as Microsoft SQL Server, Oracle, or SAP.

• Familiarity with at least one major public cloud platform: AWS, Azure, or Google Cloud.

• Expertise in block, file, backup, ransomware protection, and related data lifecycle solutions.

• Competitive knowledge of at least one major storage vendor.

• Understanding of channel partner business models and offerings.

• Proficient in consultative selling techniques, including active listening, framing, whiteboarding, and storytelling.

• Strong written and verbal communication skills, including the ability to present to technical teams and business executives.

• Awareness of storage industry trends, competitor products, and strategies.

• Solid business and financial acumen.

• Skills in project management, analytics, and problem-solving.

• Familiarity with CRM systems and sales tools.

• Must be located within the greater New York/New Jersey area.

• Willingness to travel approximately 50% of the time.

• Storage-related industry certifications are highly preferred.

• Public cloud certifications are preferred.

• Expertise in a major vertical such as financial services, manufacturing, or healthcare is preferred.

🏝️ Benefits

• Comprehensive health and wellbeing benefits.

• Opportunities for personal and professional development.

• Flexible work arrangements to accommodate work and personal needs.

• An inclusive workplace culture.

• Reasonable accommodations provided during the application or interview process.