Principal Presales Architect - Federal Clearance Required

Overview

Principal Presales Architect - Federal Clearance Required. This role has been designated as ‘Remote/Teleworker’, which means you will primarily work from home.

Who We Are:

Hewlett Packard Enterprise is the global edge-to-cloud company advancing the way people live and work. We help companies connect, protect, analyze, and act on their data and applications wherever they live, from edge to cloud, so they can turn insights into outcomes at the speed required to thrive in today’s complex world. We value varied backgrounds and success, offer flexibility, and support career growth within a collaborative culture. Open opportunities with HPE.

Job Description:

The Federal Solution Architect - Cleared will support a federal agency in Maryland. The role may require travel to on-site meetings at the customer location 2-3 times per week in the Washington DC area and requires a TS/SCI with FSP clearance.

Responsibilities

• Demonstrates unique mastery within the company in one or more solution domains as well as the customer’s technical and business environment.
• Orchestrates the design of complex proposals to deliver and communicate tangible business value to customers.
• Mitigates risk to the company by managing both customer and company stakeholder expectations.
• Critically reviews proposals, applies market intelligence and thought leadership to translate the functional view into a technical view, enhancing proposed workload-optimized solutions.
• Provides input to all global business units to address key end-customer IT trends, requirements, gaps, or unmet needs.
• Leads the team to develop and present high-level, unique, and imaginative outcome-based solutions to customer business challenges, translating the customer’s business needs into a functional solution design.
• Communicates HPE’s end-to-end solution value propositions in the language of the customer and demonstrates alignment to business outcomes and customer needs.
• Develops and maintains adjacent technology knowledge, with in-depth knowledge of current and emerging technologies and trends.
• Contributes to the industry for one or more domains with active presence at conferences (content support/presentations, demos, booth support), social media, and business events.
• Monitors changing competitive landscape (emerging competitors, start-ups, etc.).
• Drives the Account Business Planning process, leveraging knowledge of industry trends and the customer’s technical environment.
• Facilitates and leads deep-dive discussions with the client and accounts teams to build relationships, understand business needs, evaluate the customer’s ecosystem, and advocate and present technical strategies for a customer’s transformation.
• Identifies acceptable technical solution trade-offs, risks, and suggests possible remediation.
• Drives collaboration among internal account teams, sets direction, provides guidance, and engages the full portfolio of partners to build effective solution strategies aligned to customer challenges.
• Successfully transfers knowledge to external partners to deliver an effective solution to the customer.
• Proactively builds the pipeline by identifying opportunities within the account (enhancements, unmet or unrecognized needs, up-selling, and cross-selling).
• Monitors the account pipeline and nurtures active deals from opportunity to close.
• Uses pipeline insights to prioritize activities and allocate time and resources to pursue high-potential deals.
• Participates in sales forecast meetings and provides feedback to accelerate the sales lifecycle.
• Documents ongoing work (activities, tasks) throughout the sales cycle using specific tools and shares best practices with peers and partners to collaborate effectively.
• Engages with and builds consultative presence and advisory influence with VPs, CxOs, and line-of-business management and customer thought leaders.
• Anticipates customer needs and proactively engages partners and resources to design innovative solutions and generate customer demand.
• Shares knowledge with peers and contributes to the development of the Presales community.

Education and Experience

• TS/SCI with FSP (Full Scope Poly) clearance required
• Must possess extensive knowledge of the customer’s mission and requirements and understand the competitive landscape.
• Advanced degree in technology or related field preferred, or equivalent technical qualifications.
• 2+ years of experience supporting sales and end users to build or develop technical enterprise solutions.
• 12+ years of technical IT experience with a focus on technical consulting and solution selling.
• 2+ industry-standard relevant technology certifications or equivalent experience.
• Experience with enterprise architecture frameworks and project management methodologies is helpful but not required.

Additional Skills

• Accountability
• Active Learning
• Active Listening
• Assertiveness
• Cross-Functional Teamwork
• Customer Experience Strategy
• Design Thinking
• Empathy
• Industry Knowledge
• Long Term Planning

What We Can Offer You

Health & Wellbeing

We provide a comprehensive benefits package supporting physical, financial, and emotional wellbeing.

Personal & Professional Development

We invest in your career with programs to help you reach your goals, whether becoming a knowledge expert or applying skills in another division.

Unconditional Inclusion

We are unconditionally inclusive and value varied backgrounds. We offer flexibility to balance work and personal needs and strive to move boldly together as a force for good.

Additional Information

Equal Employment Opportunity and inclusion statements apply. HPE is an Equal Employment Opportunity/Veterans/Disabled/LGBT employer. We do not discriminate on race, gender, or any other protected category, and decisions are based on qualifications and business need.

No Fees Notice & Recruitment Fraud Disclaimer: HPE will never charge candidates any recruitment fees. Verify recruitment partners independently.

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