Principal Presales Architect - Federal Clearance Required at Hewlett Packard Enterprise

Maryland, United States

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Not SpecifiedCompensation

Expert & Leadership (9+ years), Senior (5 to 8 years)Experience Level

Full TimeJob Type

NoVisa

Federal Government, TechnologyIndustries

Requirements

TS/SCI with FSP clearance required
Ability to travel to on-site meetings at customer location in Washington DC area 2-3 times per week
Unique mastery within the company in one or more solution domains, as well as the customer's technical and business environment
In-depth knowledge of current and emerging technologies and trends, along with adjacent technology knowledge

Responsibilities

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 business needs into functional solution designs
Communicates HPE’s end solution value propositions in the language of the customer, demonstrating alignment to business outcomes and customer needs
Contributes 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
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 customer relationships, understand business needs, evaluate the customer's ecosystem, and advocate/present technical strategies for 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 effective solutions to the customer
Proactively builds the pipeline by identifying opportunities (e.g., enhancements, unmet or unrecognized needs, up-selling, cross-selling) within the account
Monitors the account pipeline and nurtures active deals from opportunity to close
Uses pipeline insights to prioritize activities, ensuring time and resources are invested wisely in high-potential deals
Actively participates in sales forecast meetings and provides feedback to accelerate sales

Skills

Solution Architecture

Presales

Federal IT

Proposal Design

Risk Management

Market Intelligence

Thought Leadership

TS/SCI Clearance

Cloud Solutions

Edge Computing

Hewlett Packard Enterprise

Provides enterprise IT solutions and services

About Hewlett Packard Enterprise

Hewlett Packard Enterprise provides enterprise IT solutions with a focus on cloud services, artificial intelligence, and edge computing. Their products include HPE Ezmeral for managing containers, HPE GreenLake for cloud services, and HPE Aruba for networking. These solutions help businesses improve their performance and adapt to digital changes. HPE's business model includes selling hardware, software, and services, as well as offering subscription-based services and long-term contracts. What sets HPE apart from competitors is its commitment to open-source projects and its active developer community, which supports collaboration and innovation. The company's goal is to empower organizations to transform digitally and optimize their operations.

Houston, TexasHeadquarters

1939Year Founded

IPOCompany Stage

Hardware, Enterprise Software, AI & Machine LearningIndustries

10,001+Employees

Risks

Integration challenges with Juniper Networks may delay AI-driven networking benefits.

Competition from startups like Flywheel could impact HPE's AI and cloud services.

HPE's acquisition strategy may strain resources and distract from core operations.

Differentiation

HPE's GreenLake offers a unique hybrid cloud platform for diverse IT environments.

HPE Ezmeral provides advanced container management, enhancing enterprise AI and analytics capabilities.

HPE's Aruba solutions integrate cloud security and networking for seamless, secure connectivity.

Upsides

HPE's acquisition of Juniper Networks boosts AI-driven innovation in networking.

OpsRamp acquisition enhances HPE's IT management with AI-based automation capabilities.

Axis Security integration strengthens HPE's cloud security offerings with SASE solutions.

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