Federal Storage Presales

This is a fully remote position, open to applicants in District of Columbia, +2 more states.

📋 Description

• Act as the primary technical advisor for storage solutions and Solutions Architect for designated Federal accounts.

• Grasp customer mission objectives, technical landscapes, acquisition strategies, security needs, and modernization efforts.

• Design and advocate HPE solutions encompassing block, file, object, data protection, disaster recovery, cyber resilience, virtualization, private and hybrid cloud, AI workloads, automation, and AIOps.

• Lead technical sales processes from initial discovery and architecture formulation to sizing, validation, proof of concept, competitive positioning, proposal submission, and technical finalization.

• Shape Federal requirements, architectures, specifications, and procurement strategies early in the purchasing cycle.

• Foster technical relationships with customer architects, engineers, program teams, procurement stakeholders, and technical leaders.

• Collaborate with Federal Systems Integrators, prime contractors, OEM partners, and channel partners on joint solutions and pursuit strategies.

• Convert mission, workload, security, availability, performance, scalability, and resiliency demands into HPE storage architectures.

• Guide competitive strategies against Dell Technologies, Pure Storage, NetApp, IBM, and other rivals.

• Assist in RFI, RFP, RFQ, technical proposal, architecture review, and solution-validation processes.

• Coordinate HPE engineering, product, services, security, partner, and specialist resources.

• Retain technical ownership of strategic opportunities until successful technical closure.

• Propel the technical strategy for Federal accounts, including architecture planning, customer discovery, product demonstrations, benchmarks, proofs of concept, proposal development, and opportunity advancement.

• Aid in security, compliance, certification, and interoperability evaluations.

• Evaluate success through opportunity growth, technical win rates, competitive victories, requirement influence, POC conversion, workload expansion, customer relationships, and successful opportunity closure.

⛳️ Requirements

• Must be a US citizen.

• Willingness to travel over 50% of the time.

• A minimum of 6 years of experience in the Federal Sector within DOW.

• Substantial experience as a Storage Sales Engineer, Solutions Architect, Systems Engineer, or a similar customer-facing technical sales role supporting Federal Government clients.

• Proven success in selling and architecting enterprise storage solutions for Federal accounts.

• Experience serving civilian and defense/national-security clients or similar complex Federal settings.

• Familiarity with Federal acquisition processes, buying cycles, procurement practices, and contract vehicles.

• Experience collaborating with Federal Systems Integrators and prime contractors.

• Strong understanding of HPE Storage solutions and associated technologies.

• In-depth technical knowledge across block, file, object/unstructured data, data protection, virtualization, hybrid cloud, and cyber resilience.

• Proficient knowledge of at least one major competitive storage portfolio such as Dell Technologies, Pure Storage, NetApp, IBM, or similar.

• Capability to lead intricate technical pursuits from opportunity identification to technical closure.

• A bachelor's degree from an accredited institution is preferred.

• Preferred experience in classified or national-security environments.

• Preferred certifications in HPE, storage, cloud, virtualization, security, or architecture.

• Preferred experience with large Federal modernization, data-center consolidation, cloud, cyber-resilience, or mission-critical infrastructure projects.

• Knowledge of enterprise storage architectures, including block, file, object, backup, recovery, replication, disaster recovery, and cyber resilience.

• Understanding of storage needs for VMware, virtualization, Kubernetes/container, private-cloud, and hybrid-cloud environments.

• Awareness of performance, availability, scalability, encryption, data protection, non-disruptive operations, and lifecycle management.

• Competence in NIST security frameworks, FIPS, RMF, Authorization to Operate processes, STIG, FedRAMP, and CMMC/DFARS requirements.

• Insight into Federal data sovereignty, encryption, access control, supply-chain, and information-protection considerations.

• Strong grasp of the Federal acquisition lifecycle.

• Ability to navigate complex ecosystems involving government, contracting, Systems Integrators, prime contractors, and technology partners.

• Skills in competitive intelligence and displacement strategies.

• Advanced capabilities in technical discovery, whiteboarding, sizing, architecture, demonstration, proof-of-concept, and presentation.

• Ability to convert complex mission and technical requirements into effective storage solutions.

🏝️ 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 responsibilities.

• An inclusive and accessible workplace.

• Disability accommodations available during the application or interview process.