Channel Presales Technical Architect – Southern California

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

📋 Description

• Enhance technical advocacy for HPE storage solutions within the partner community.

• Act as a reliable technical advisor for leading channel partners.

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

• Strengthen partner capabilities through enablement sessions, workshops, whiteboarding, and hands-on labs.

• Identify and nurture technical champions within partner organizations.

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

• Comprehend technical requirements and evaluate current IT infrastructure alongside partners and end customers.

• Convert requirements into architected solutions, including alternatives and addressing potential gaps.

• Deliver presentations and demonstrations linked to business outcomes.

• Provide support for solution configurations and proofs of concept.

• Develop competitive strategies in collaboration with partners.

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

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

• Maintain precise partner pipeline information.

• Ensure a seamless transition from sale to implementation while identifying training needs.

⛳️ Requirements

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

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

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

• Knowledge of virtualization technologies, including VMware or KVM-based environments.

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

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

• Proficiency across the complete data lifecycle: block, file, backup, ransomware protection, and related solutions.

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

• Strong understanding of channel partner business models and offerings.

• Proven capability to engage, collaborate with, and technically enable partners throughout the sales cycle.

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

• Outstanding written and verbal communication skills.

• Strong awareness of storage industry trends, competitor products, and strategies.

• Robust business and financial acumen.

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

• Familiarity with CRM systems and sales tools.

• Storage-related industry certifications are strongly preferred.

• Must reside within the greater Southern California region.

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

🏝️ Benefits

• Comprehensive benefits package that supports physical, financial, and emotional wellbeing.

• Opportunities for personal and professional development.

• Flexible management of work and personal needs.

• An inclusive and accessible workplace environment.

• Employee benefits information provided for US employees.