Channel Presales Technical Architect – Southern California

This is a fully remote position, open to applicants in California.

📋 Description

• Foster technical advocacy for HPE storage solutions within the partner ecosystem.

• Act as a reliable technical consultant for key channel partners.

• Assist partner teams in positioning, designing, and delivering HPE storage and data protection solutions.

• Enhance partner capabilities through enablement sessions, workshops, whiteboarding, and practical labs.

• Identify and cultivate technical champions within partner organizations.

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

• Comprehend the technical requirements of partners and end-customers while assessing the current IT infrastructure.

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

• Deliver presentations and demonstrations linking HPE capabilities to business outcomes.

• Assist with solution configurations and proofs of concept.

• Develop competitive strategies collaboratively with partners.

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

• Promote technology adoption, upgrades, and refreshes across the existing customer base.

• Maintain precise pipeline information.

• Ensure a seamless transition from sales to implementation and identify training requirements.

⛳️ Requirements

• A 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 prominent storage vendor or storage-focused channel partner.

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

• Familiarity with virtualization technologies, including VMware or KVM-based environments.

• Knowledge of at least two application stacks, such as Microsoft SQL Server, Oracle, or SAP.

• Practical working knowledge of at least one major public cloud platform: AWS, Azure, or Google Cloud.

• Expertise spanning the entire data lifecycle: block, file, backup, ransomware protection, and related solutions.

• In-depth competitive knowledge of at least one leading storage vendor.

• Strong understanding of channel partner business models and offerings.

• Proven capability to technically empower partners throughout the sales process.

• Exceptional consultative selling skills, including active listening, framing, whiteboarding, and storytelling.

• Excellent written and verbal communication skills.

• Robust knowledge of storage industry trends, competitor products, and strategies.

• Strong business and financial acumen.

• Solid project management, analytical, and problem-solving abilities.

• Familiarity with CRM systems and sales tools.

• Storage-related industry certifications are highly preferred.

• Must reside in the greater Southern California region.

• Willingness to travel approximately 50% of the time to partner and customer locations.

🏝️ Benefits

• Comprehensive health and wellbeing benefits that support physical, financial, and emotional wellness.

• Opportunities for personal and professional development.

• Flexible work arrangements to balance work and personal commitments.

• Remote/telework options available.

• Support for HPE certifications and partner programs.

• Information on employee benefits provided for US employees.