Federal Principal Presales Architect

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

📋 Description

• Lead and facilitate comprehensive technical discussions with clients and account teams.

• Evaluate business requirements and analyze existing customer environments.

• Create and deliver strategic technology recommendations.

• Clearly communicate solution value propositions and key differentiators.

• Develop high-level solution designs that align HPE technologies with customer needs.

• Coordinate collaboration among cross-functional account teams and partner engagement.

• Provide technical insights to Account Business Planning.

• Track account pipelines and cultivate opportunities until closure.

• Identify growth opportunities within current customer bases.

• Engage with professional networks and participate in key industry events.

• Enhance knowledge of core and adjacent technologies.

• Mentor colleagues, account managers, and partners as a subject matter expert.

• Act as a bridge between customers and global business units by providing feedback on requirements, trends, gaps, and unmet needs.

• Assess the competitive landscape, emerging players, and disruptive startups.

• Collaborate with C-suite executives, VPs, and line-of-business leaders to foster strategic technical alignment.

• Design holistic IT solutions encompassing hardware, software, services, as-a-service offerings, and third-party technologies.

⛳️ Requirements

• This is a remote/teleworker position, primarily from home.

• Candidates must reside in Northern Virginia, the Washington D.C. area, or Maryland.

• TS/SCI with Full Scope Polygraph is required upon hire.

• US citizenship is mandatory.

• A minimum of 8 years of technical experience in Enterprise IT with a focus on technical consulting and solution selling is needed.

• At least 5 years of experience working with AI, cloud software, open source, containers, virtualization, system management, and hardware, including server, storage, and networking.

• Proven experience in architecting complex IT solutions that deliver measurable business outcomes.

• Experience with cloud-based architectures is preferred.

• Familiarity with enterprise IT architecture frameworks and project management methodologies and certifications is beneficial but not essential.

• A minimum of 2 relevant industry-standard technology certifications or equivalent experience is highly preferred.

• Technical sales experience and related certifications are preferred, including AWS Certified Solutions Architect, Microsoft Certified: Azure Solutions Architect, and/or Google Cloud Architect.

• A degree in Information Technology, Computer Science, Data Science, Cybersecurity, Science/Analytics, or Engineering, or equivalent practical experience is required.

• Familiarity with HPE’s solution portfolio is preferred.

• Knowledge of federal procurement processes is preferred.

• Experience in leading solution configurations and end-to-end architecture design is expected.

• Technical proficiency across enterprise-level architecture solutions, high-performance computing, hybrid cloud architectures, and data center technologies is essential.

• Ability to translate complex technical concepts into business-value propositions is crucial.

• Capability to deliver live product demonstrations and technical walkthroughs is necessary.

• Proficiency in white-boarding, objection handling, and formal presentations is required.

• Skill in identifying technical growth opportunities and supporting account expansion is essential.

• Knowledge of Account Business Planning is important.

• Ability to facilitate cross-functional collaboration across company and partner resources is needed.

• A proven track record of providing technical mentorship and promoting knowledge sharing is required.

🏝️ Benefits

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

• Opportunities for personal and professional development.

• Support for career goals and avenues to become a knowledge expert or transition to another division.

• An inclusive workplace environment.

• Flexible management of work and personal needs.

• Reasonable accommodations related to disabilities during the application or interview process.