Federal Principal Presales Architect

Federal Principal Presales ArchitectThis role has been designated as ‘Remote/Teleworker’, which means you will primarily work from home.

Job Description:

Location: Northern VA, Washington D.C. area, or Maryland

TS/SCI w/Full Scope Polygraph required at time of hire

Due to the requirements of this role and that it will be supporting a Federal customer, this requires US citizenship.

Job Description

Senior Presales Enterprise Architect responsible for leading the design of technology solutions that address Federal Government customer business requirements. This role provides technical leadership and support throughout the solution development, ensuring alignment with customer objectives and organizational capabilities.

The architect builds and sustains strong customer relationships to drive satisfaction and long-term engagement. Provides product and technology expertise to the sales organization during deal pursuit, offering strategic guidance and deep technical insight aligned to products or solution areas.

As part of the Public Sector presales team, this role collaborates closely with Account Managers and Client Specialists to develop strategic customer partnerships, assess current environments, and define future-state architectures. Responsibilities include designing comprehensive IT solutions spanning hardware, software, services, and as-a-service offerings.

Candidates must demonstrate proven experience architecting complex IT solutions that deliver measurable business outcomes. This may include deep expertise within a specific technical domain or the ability to design integrated solutions across a broader company portfolio, incorporating required third-party technologies such as software platforms and system integrations. Experience with cloud-based architectures, including infrastructure, software, and consumption models, is preferred.

Responsibilities:

• Lead and facilitate in-depth technical discussions with clients and account teams to build strong relationships, assess business needs, and evaluate existing environments.
• Develop and present strategic technology recommendations that support customer transformation initiatives.  Articulate solution value propositions, highlights key differentiators, and creates high-level solution designs by aligning HPE technologies to customer business and technical requirements.
• Orchestrate cross-functional account team collaboration to define technical strategy, providing the guidance and partner engagement necessary to deliver comprehensive solutions tailored to complex business requirements.
• Contribute to the Account Business Planning process by applying a technical lens to industry developments and the customer’s technical landscape to drive account approach.
• Monitor the account pipeline and nurture existing opportunities through successful closure while strategically identifying growth potential within the customer base.
• Remain ahead of industry trends by engaging with professional communities, attending key events, and contributing to domain-specific advancements.
• Continuously advance knowledge of core and adjacent technologies to stay at the forefront of industry trends and evolving market developments.
• Mentor peers, account managers, and partners, serving as a subject matter expert, promoting best practice sharing and collective growth.
• Serve as a bridge between customers and global business units.  Provide actionable feedback regarding key customer requirements, market trends, gaps, and unmet needs.
• Maintain a comprehensive awareness of the evolving competitive landscape, including emerging players and disruptive start-ups. 
• Engage effectively with C-suite executives, VPs, and line-of-business leaders to drive strategic technical alignment.

Education and Experience:  

• Location: Northern VA, Washington D.C. area or Maryland
• TS/SCI w/Full Scope Polygraph required at time of hire
• Due to the requirements of this role and that it will be supporting a Federal customer, this requires US citizenship.
• 8+ years of technical experience in Enterprise IT with a focus on technical consulting and solution selling. 
• 5+ years of work with AI, cloud software (open source, containers, virtualization, system management) and hardware (server, storage, networking).
• Enterprise IT architecture frameworks and project management methodologies and certifications are helpful but not required.
• 2+ Industry standard relevant technology certifications or equivalent experience is highly preferred
• Preferences for technical customer sales experience and related certifications, such as AWS Certified Solutions Architect, Microsoft Certified: Azure Solutions Architect, and/or Google Cloud Architect.
• Degree in Information Technology, Computer Science, Data Science, Cybersecurity, Science/Analytics, Engineering (or equivalent practical experience).

Knowledge and Skills:

• Familiarity with HPE’s solution portfolio, including software, services, and specialized domains, is preferred. The ability to architect these offerings into cohesive, workload-optimized solutions for strategic industry initiatives is a plus.
• Federal procurement knowledge preferred. 
• Experience leading solution configurations and overall architecture design and delivering complex, large-scale, end-to-end technical solutions that align with business objectives and budgetary requirements.
• Demonstrated technical proficiency and hands-on experience across a diverse suite of products, solutions, and tools directly relevant to enterprise-level architecture and solutions - High-performance computing, hybrid cloud architectures, and data center technologies (including server, storage, and networking components).
• Exceptional ability to translate complex technical concepts into business-value propositions for technical decision makers and executive stakeholders. Balancing championing our strategic viewpoint with respectfully questioning and challenging proposed solutions.
• Capable of delivering live product demonstrations and technical walkthroughs to customers, partners, and internal stakeholders, ensuring a clear articulation of solution value and functional capabilities. 
• Proficient in white-boarding, objection handling, and formal presentations; utilizes persuasive storytelling to effectively emphasize our value propositions to key stakeholders.
• A proven ability to identify technical growth opportunities within existing accounts and partner with account teams providing technical guidance to identify account expansion areas and navigating complex requirements to ensure successful deal conversion.
• Knowledgeable in the Account Business Planning process, synthesizing deep insights into industry trends and the customer's unique technical environment to shape long-term strategy.
• Skilled in at orchestrating cross-functional collaboration across company and partner resources to build comprehensive, revenue-generating solutions, with the organizational savvy to mobilize subject matter experts and specialized talent for superior customer outcomes.
• Proven track record of providing high-level technical mentorship, fostering the professional growth of peers, and championing a culture of knowledge-sharing across the organization.

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 also 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.

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Job:

Sales

Job Level:

TCP_05"The expected salary/wage range for this position is provided below. Actual offer may vary from this range based upon geographic location, work experience, education/training, and/or skill level.
– United States of America: Annual Salary USD 161,000 - 378,000 in Maryland & Virginia
This range reflects the minimum to maximum combined base and target-level sales compensation that would be paid if the hire performs at 100% of their sales plan. Of that on-target pay amount, the mix of base salary and target-level sales compensation is 80%/20%."

Information about employee benefits offered in the US can be found at https://myhperewards.com/main/new-hire-enrollment.html

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.

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