Hewlett Packard Enterprise
Principal Presales Architect - Federal Clearance Required
Hewlett Packard Enterprise, Baltimore, Maryland, United States
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 succeed here, with flexibility to manage work and personal needs. We make bold moves, together, and are a force for good. Open up opportunities with HPE. Job Description
The Federal Solution Architect - Cleared will be supporting 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. A TS/SCI with FSP clearance is required. Responsibilities
Demonstrates mastery within one or more solution domains and the customer’s technical and business environment. Orchestrates the design of complex proposals to deliver and communicate tangible business value to customers. Mitigates risk by managing customer and company stakeholder expectations. Reviews proposals, applies market intelligence, and translates functional views into technical views to enhance workload-optimized solutions. Provides input to global business units on end-customer IT trends and unmet needs. Leads the team to develop and present high-level, unique, and imaginative outcome-based solutions mapped to customer needs. Communicates HPE’s end-to-end solution value in customer language and aligns to business outcomes. Develops and maintains knowledge of current and emerging technologies and trends. Contributes to the industry with presentions, demos, booth support, and other activities at conferences and events. Monitors competitive landscape and drives account business planning with industry and customer context. Facilitates deep-dive discussions with the client and accounts teams to build relationships and advocate technical strategies for transformation. Identifies acceptable technical trade-offs and remediation options. Drives collaboration among internal teams and partners to build effective solution strategies. Transferrs knowledge to external partners to deliver effective solutions. Proactively identifies opportunities to grow the pipeline within the account and nurtures deals from opportunity to close. Uses pipeline insights to prioritize activities and allocate resources efficiently. Participates in sales forecast meetings and provides feedback to accelerate the sales lifecycle. Documents ongoing work and shares best practices with peers and partners. Engages with executives and thought leaders to build consultative presence and advisory influence. Anticipates customer needs and engages resources to design innovative solutions and generate demand. Shares knowledge with peers and helps develop expertise within the Presales community. Education and Experience
TS/SCI with FSP (Full Scope Poly) clearance required Extensive knowledge of the customer's mission and requirements and understanding of the competitive landscape Advanced degree in technology or related field preferred, or equivalent qualifications 2+ years of experience supporting sales and end users to build or develop technical enterprise solutions 12+ years of IT experience with a focus on technical consulting and solution selling 2+ industry-standard relevant technology certifications or equivalent experience Enterprise architecture frameworks and project management methodologies and certifications are helpful but not required Knowledge and Skills
Experience leading solution configurations and architecture design, including demos and proofs-of-concept to meet customer requirements Deep knowledge of the company portfolio and how to combine products, services, and solutions to address customer needs Expertise with as-a-service (aaS) models and driving aaS goals within one or more domains Ability to collaborate cross-functionally to generate revenue through subscription and other aaS models Executive-level communication skills, including storytelling and ability to convey complex concepts in English and local languages as needed Strong discussion and persuasion skills to support the company point of view while respectfully challenging proposals Financial and business acumen including sales cycle, funnel management, KPIs, and understanding of TCO/ROI concepts Consultative and value-selling skills, advisory influence, and executive gravitas including presenting, whiteboarding, and closing skills Familiarity with CRM systems and standard customer relationship tools Strong resource management skills and ability to engage SMEs effectively Hands-on experience with multiple products and services aligned to responsibilities Ability to design and develop playbooks for demonstrations and product walkthroughs Ability to deliver live demonstrations to customers and stakeholders Strong project and time management, analytical, and problem-solving skills Experience leveraging partner offerings for deals within an area of specialization Understanding of go-to-market strategies and partner offerings and how to leverage them for deals Strategic planning and account planning skills, with proficiency in CRM tools Additional Skills
Accountability, Active Listening, Assertiveness, Complex Sales, Cross-Functional Teamwork, Customer Experience Strategy, Design Thinking, Empathy, Financial Acumen, Follow-Through, Growth Mindset, Industry Knowledge, Long Term Planning, Managing Ambiguity, and other related skills. What We Can Offer You
Health & Wellbeing:
We strive to provide a comprehensive benefits suite that supports 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 to another division. Unconditional Inclusion:
We are unconditionally inclusive and value varied backgrounds, with flexibility to manage work and personal needs. We aim to grow together as a force for good. Let’s Stay Connected
Follow HPE Careers on social channels to see the latest about people, culture, and tech at HPE. Job Details
Job: Sales Job Level: TCP_05 Salary: USD Annual Salary: $155,500.00 - $365,000.00 Equal Opportunity
HPE is an Equal Employment Opportunity/Veterans/Disabled/LGBT employer. We do not discriminate on the basis of race, gender, or any other protected category, and all decisions are made on qualifications, merit, and business need. We strive to be one global team representing our customers in an inclusive environment where we can innovate and grow together.
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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 succeed here, with flexibility to manage work and personal needs. We make bold moves, together, and are a force for good. Open up opportunities with HPE. Job Description
The Federal Solution Architect - Cleared will be supporting 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. A TS/SCI with FSP clearance is required. Responsibilities
Demonstrates mastery within one or more solution domains and the customer’s technical and business environment. Orchestrates the design of complex proposals to deliver and communicate tangible business value to customers. Mitigates risk by managing customer and company stakeholder expectations. Reviews proposals, applies market intelligence, and translates functional views into technical views to enhance workload-optimized solutions. Provides input to global business units on end-customer IT trends and unmet needs. Leads the team to develop and present high-level, unique, and imaginative outcome-based solutions mapped to customer needs. Communicates HPE’s end-to-end solution value in customer language and aligns to business outcomes. Develops and maintains knowledge of current and emerging technologies and trends. Contributes to the industry with presentions, demos, booth support, and other activities at conferences and events. Monitors competitive landscape and drives account business planning with industry and customer context. Facilitates deep-dive discussions with the client and accounts teams to build relationships and advocate technical strategies for transformation. Identifies acceptable technical trade-offs and remediation options. Drives collaboration among internal teams and partners to build effective solution strategies. Transferrs knowledge to external partners to deliver effective solutions. Proactively identifies opportunities to grow the pipeline within the account and nurtures deals from opportunity to close. Uses pipeline insights to prioritize activities and allocate resources efficiently. Participates in sales forecast meetings and provides feedback to accelerate the sales lifecycle. Documents ongoing work and shares best practices with peers and partners. Engages with executives and thought leaders to build consultative presence and advisory influence. Anticipates customer needs and engages resources to design innovative solutions and generate demand. Shares knowledge with peers and helps develop expertise within the Presales community. Education and Experience
TS/SCI with FSP (Full Scope Poly) clearance required Extensive knowledge of the customer's mission and requirements and understanding of the competitive landscape Advanced degree in technology or related field preferred, or equivalent qualifications 2+ years of experience supporting sales and end users to build or develop technical enterprise solutions 12+ years of IT experience with a focus on technical consulting and solution selling 2+ industry-standard relevant technology certifications or equivalent experience Enterprise architecture frameworks and project management methodologies and certifications are helpful but not required Knowledge and Skills
Experience leading solution configurations and architecture design, including demos and proofs-of-concept to meet customer requirements Deep knowledge of the company portfolio and how to combine products, services, and solutions to address customer needs Expertise with as-a-service (aaS) models and driving aaS goals within one or more domains Ability to collaborate cross-functionally to generate revenue through subscription and other aaS models Executive-level communication skills, including storytelling and ability to convey complex concepts in English and local languages as needed Strong discussion and persuasion skills to support the company point of view while respectfully challenging proposals Financial and business acumen including sales cycle, funnel management, KPIs, and understanding of TCO/ROI concepts Consultative and value-selling skills, advisory influence, and executive gravitas including presenting, whiteboarding, and closing skills Familiarity with CRM systems and standard customer relationship tools Strong resource management skills and ability to engage SMEs effectively Hands-on experience with multiple products and services aligned to responsibilities Ability to design and develop playbooks for demonstrations and product walkthroughs Ability to deliver live demonstrations to customers and stakeholders Strong project and time management, analytical, and problem-solving skills Experience leveraging partner offerings for deals within an area of specialization Understanding of go-to-market strategies and partner offerings and how to leverage them for deals Strategic planning and account planning skills, with proficiency in CRM tools Additional Skills
Accountability, Active Listening, Assertiveness, Complex Sales, Cross-Functional Teamwork, Customer Experience Strategy, Design Thinking, Empathy, Financial Acumen, Follow-Through, Growth Mindset, Industry Knowledge, Long Term Planning, Managing Ambiguity, and other related skills. What We Can Offer You
Health & Wellbeing:
We strive to provide a comprehensive benefits suite that supports 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 to another division. Unconditional Inclusion:
We are unconditionally inclusive and value varied backgrounds, with flexibility to manage work and personal needs. We aim to grow together as a force for good. Let’s Stay Connected
Follow HPE Careers on social channels to see the latest about people, culture, and tech at HPE. Job Details
Job: Sales Job Level: TCP_05 Salary: USD Annual Salary: $155,500.00 - $365,000.00 Equal Opportunity
HPE is an Equal Employment Opportunity/Veterans/Disabled/LGBT employer. We do not discriminate on the basis of race, gender, or any other protected category, and all decisions are made on qualifications, merit, and business need. We strive to be one global team representing our customers in an inclusive environment where we can innovate and grow together.
#J-18808-Ljbffr