Hewlett Packard Enterprise
Principal Presales Architect - Federal Clearance Required
Hewlett Packard Enterprise, Reston, Virginia, United States, 22090
Principal Presales Architect - Federal Clearance Required
Hewlett Packard Enterprise is seeking a Principal Presales Architect with federal clearance (TS/SCI with FSP). This role is designated as Remote/Teleworker and will require travel to a federal agency in Maryland and the Washington DC area 2-3 times a week.
Job Description The Federal Solution Architect will support a federal agency in Maryland. The role requires travel to on‑site meetings at the customer location 2-3 times a week and a TS/SCI with FSP clearance.
Responsibilities
Demonstrate unique mastery within the company in one or more solution domains as well as the customer's technical and business environment.
Orchestrate the design of complex proposals to deliver and communicate tangible business value to customers.
Mitigate risk to the company by managing both customer and company stakeholder expectations.
Critically review proposals, apply market intelligence and thought leadership to translate the functional view into a technical view, enhancing proposed workload‑optimized solutions.
Provide input to all global business units to address key end‑customer IT trends, requirements, gaps, or unmet needs.
Lead the team to develop and present high‑level, unique, and imaginative outcome‑based solutions to customer business challenges, translating the business needs of the customer into a functional solution design aligned to those needs.
Communicate HPE’s end solution value propositions in the language of the customer and demonstrate how the proposition aligns to business outcomes and customer needs.
Develop and maintain adjacent technology knowledge, along with in‑depth knowledge of current and emerging technologies and trends.
Contribute to the industry for one or more domains with an active presence at conferences (content support/presentations, demos, booth support), social media, business events, etc.
Monitor changing competitive landscape (emerging competitors, start‑ups etc.).
Drive the Account Business Planning process, leveraging knowledge of industry trends and the customer’s technical environment.
Facilitate and lead deep‑Dive discussions with the client and accounts teams to build customer relationships, understand business needs, evaluate the customer’s ecosystem and advocate and present technical strategies for a customer’s transformation.
Identify acceptable technical solution trade‑offs, risks, and suggest possible remediation.
Drive collaboration among internal account teams, set direction, provide guidance, and engage the full portfolio of partners to build effective solution strategies aligned to customer’s technical and business challenges.
Successfully transfer knowledge to external partners to deliver an effective solution to the customer.
Proactively build the pipeline by identifying opportunities (e.g., enhancements, unmet or unrecognized needs, up‑selling, and cross‑selling opportunities) within the account.
Monitor the account pipeline and nurture active deals from the opportunity to close.
Use pipeline insights to help prioritize activities in a way that ensures time, and resources are invested wisely in pursuit of deals with the highest potential.
Actively participate in sales forecast meetings and provide feedback to accelerate the sales lifecycle.
Document ongoing work (activities, tasks) throughout the sales cycle using specific tools and resources and share best practices with peers and partners to collaborate more effectively.
Engage with and build consultative presence and advisory influence with VPs, CxO, and line‑of‑business (LOB) management and customer thought leaders.
Anticipate customer needs and proactively engage partners and resources to design innovative solutions and generate customer demand.
Proactively share knowledge with peers and actively help develop knowledge and expertise within 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 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 experience in IT with a focus on technical consulting and solution selling.
2+ industry standard relevant technology certifications or equivalent experience expected.
Enterprise architecture frameworks and project‑management methodologies and certifications are helpful, but not required.
Additional Skills
Accountability
Active Learning
Active Listening
Assertiveness
Bias
Building Rapport
Buyer Personas
Coaching
Complex Sales
Creativity
Critical Thinking
Cross‑Functional Teamwork
Customer Experience Strategy
Customer Interactions
Design Thinking
Empathy
Financial Acumen
Follow‑Through
Growth Mindset
Identifying Sales Opportunities
Industry Knowledge
Intellectual Curiosity (Inactive)
Long Term Planning
Managing Ambiguity
Health & Wellbeing We strive to provide our team members and their loved ones with a comprehensive suite of benefits that supports their physical, financial and emotional wellbeing.
Personal & Professional Development We invest in your career because the better you are, the better we all are. We have specific programs catered to helping you reach any career goals you have — whether you want to become a knowledge expert in your field or apply your skills to another division.
Unconditional Inclusion We are unconditionally inclusive in the way we work and celebrate individual uniqueness. We know varied backgrounds are valued and succeed here. We have the flexibility to manage our work and personal needs. We make bold moves, together, and are a force for good.
Equal Employment Opportunity HPE is an Equal Employment Opportunity/Veteran/Disabled/LGBT employer. We do not discriminate on the basis of race, gender, or any other protected category, and all decisions we make are made on the basis of qualifications, merit, and business need. Our goal is to be one global team that is representative of our customers, in an inclusive environment where we can continue to innovate and grow together.
Hewlett Packard Enterprise is EEO Protected Veteran/ Individual with Disabilities HPE will comply with all applicable laws related to employer use of arrest and conviction records, including laws requiring employers to consider for employment qualified applicants with criminal histories.
No Fees Notice & Recruitment Fraud Disclaimer It has come to HPE’s attention that there has been an increase in recruitment fraud whereby scammers impersonate HPE or HPE-authorized recruiting agencies and offer fake employment opportunities to candidates. These scammers often seek to obtain personal information or money from candidates.
Please note that Hewlett Packard Enterprise (HPE), its direct and indirect subsidiaries and affiliated companies, and its authorized recruitment agencies/vendors will never charge any candidate a registration fee, hiring fee, or any other fee in connection with its recruitment and hiring process. The credentials of any hiring agency that claims to be working with HPE for recruitment of talent should be verified by candidates and candidates shall be solely responsible to conduct such verification. Any candidate/individual who relies on the erroneous representations made by fraudulent employment agencies does so at their own risk, and HPE disclaims liability for any damages or claims that may result from any such communication.
#J-18808-Ljbffr
Job Description The Federal Solution Architect will support a federal agency in Maryland. The role requires travel to on‑site meetings at the customer location 2-3 times a week and a TS/SCI with FSP clearance.
Responsibilities
Demonstrate unique mastery within the company in one or more solution domains as well as the customer's technical and business environment.
Orchestrate the design of complex proposals to deliver and communicate tangible business value to customers.
Mitigate risk to the company by managing both customer and company stakeholder expectations.
Critically review proposals, apply market intelligence and thought leadership to translate the functional view into a technical view, enhancing proposed workload‑optimized solutions.
Provide input to all global business units to address key end‑customer IT trends, requirements, gaps, or unmet needs.
Lead the team to develop and present high‑level, unique, and imaginative outcome‑based solutions to customer business challenges, translating the business needs of the customer into a functional solution design aligned to those needs.
Communicate HPE’s end solution value propositions in the language of the customer and demonstrate how the proposition aligns to business outcomes and customer needs.
Develop and maintain adjacent technology knowledge, along with in‑depth knowledge of current and emerging technologies and trends.
Contribute to the industry for one or more domains with an active presence at conferences (content support/presentations, demos, booth support), social media, business events, etc.
Monitor changing competitive landscape (emerging competitors, start‑ups etc.).
Drive the Account Business Planning process, leveraging knowledge of industry trends and the customer’s technical environment.
Facilitate and lead deep‑Dive discussions with the client and accounts teams to build customer relationships, understand business needs, evaluate the customer’s ecosystem and advocate and present technical strategies for a customer’s transformation.
Identify acceptable technical solution trade‑offs, risks, and suggest possible remediation.
Drive collaboration among internal account teams, set direction, provide guidance, and engage the full portfolio of partners to build effective solution strategies aligned to customer’s technical and business challenges.
Successfully transfer knowledge to external partners to deliver an effective solution to the customer.
Proactively build the pipeline by identifying opportunities (e.g., enhancements, unmet or unrecognized needs, up‑selling, and cross‑selling opportunities) within the account.
Monitor the account pipeline and nurture active deals from the opportunity to close.
Use pipeline insights to help prioritize activities in a way that ensures time, and resources are invested wisely in pursuit of deals with the highest potential.
Actively participate in sales forecast meetings and provide feedback to accelerate the sales lifecycle.
Document ongoing work (activities, tasks) throughout the sales cycle using specific tools and resources and share best practices with peers and partners to collaborate more effectively.
Engage with and build consultative presence and advisory influence with VPs, CxO, and line‑of‑business (LOB) management and customer thought leaders.
Anticipate customer needs and proactively engage partners and resources to design innovative solutions and generate customer demand.
Proactively share knowledge with peers and actively help develop knowledge and expertise within 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 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 experience in IT with a focus on technical consulting and solution selling.
2+ industry standard relevant technology certifications or equivalent experience expected.
Enterprise architecture frameworks and project‑management methodologies and certifications are helpful, but not required.
Additional Skills
Accountability
Active Learning
Active Listening
Assertiveness
Bias
Building Rapport
Buyer Personas
Coaching
Complex Sales
Creativity
Critical Thinking
Cross‑Functional Teamwork
Customer Experience Strategy
Customer Interactions
Design Thinking
Empathy
Financial Acumen
Follow‑Through
Growth Mindset
Identifying Sales Opportunities
Industry Knowledge
Intellectual Curiosity (Inactive)
Long Term Planning
Managing Ambiguity
Health & Wellbeing We strive to provide our team members and their loved ones with a comprehensive suite of benefits that supports their physical, financial and emotional wellbeing.
Personal & Professional Development We invest in your career because the better you are, the better we all are. We have specific programs catered to helping you reach any career goals you have — whether you want to become a knowledge expert in your field or apply your skills to another division.
Unconditional Inclusion We are unconditionally inclusive in the way we work and celebrate individual uniqueness. We know varied backgrounds are valued and succeed here. We have the flexibility to manage our work and personal needs. We make bold moves, together, and are a force for good.
Equal Employment Opportunity HPE is an Equal Employment Opportunity/Veteran/Disabled/LGBT employer. We do not discriminate on the basis of race, gender, or any other protected category, and all decisions we make are made on the basis of qualifications, merit, and business need. Our goal is to be one global team that is representative of our customers, in an inclusive environment where we can continue to innovate and grow together.
Hewlett Packard Enterprise is EEO Protected Veteran/ Individual with Disabilities HPE will comply with all applicable laws related to employer use of arrest and conviction records, including laws requiring employers to consider for employment qualified applicants with criminal histories.
No Fees Notice & Recruitment Fraud Disclaimer It has come to HPE’s attention that there has been an increase in recruitment fraud whereby scammers impersonate HPE or HPE-authorized recruiting agencies and offer fake employment opportunities to candidates. These scammers often seek to obtain personal information or money from candidates.
Please note that Hewlett Packard Enterprise (HPE), its direct and indirect subsidiaries and affiliated companies, and its authorized recruitment agencies/vendors will never charge any candidate a registration fee, hiring fee, or any other fee in connection with its recruitment and hiring process. The credentials of any hiring agency that claims to be working with HPE for recruitment of talent should be verified by candidates and candidates shall be solely responsible to conduct such verification. Any candidate/individual who relies on the erroneous representations made by fraudulent employment agencies does so at their own risk, and HPE disclaims liability for any damages or claims that may result from any such communication.
#J-18808-Ljbffr