Channel Presales Technical Architect / Architecte technique avant-vente pour les partenaires

Channel Presales Technical Architect / Architecte technique avant-vente pour les partenaires

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. Our culture thrives on finding new and better ways to accelerate what’s next. 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. If you are looking to stretch and grow your career our culture will embrace you. Open up opportunities with HPE.

Job Description:

HPE is looking for a Channel Presales Technical Architect to grow technical advocacy for HPE storage solutions across our partner community. You'll be the trusted technical advisor to our top channel partners. You'll help their teams position, design and deliver HPE storage and data protection solutions for their customers, and turn that partner capability into pipeline and revenue growth.

This role combines deep storage architecture expertise with partner enablement. You'll work alongside partner sellers and engineers on live opportunities, and you'll also build their long-term ability to lead with HPE on their own.

What you'll do

Partner technical advocacy and enablement

Build strong, lasting relationships with partner technical and sales teams, and become their go-to resource for HPE storage.

Grow the number of partner engineers who can confidently position, demo and design HPE storage solutions, through enablement sessions, workshops, whiteboarding and hands-on labs.

Identify and develop technical champions within partner organizations, and support their progress through HPE certifications and partner program requirements.

Represent HPE at partner events, tech days and customer-facing briefings.

Solution architecture and opportunity support

Join deep-dive discussions with partners and end customers to understand technical needs and assess current IT infrastructure. Translate those needs into an architected solution, including technical alternatives and potential gaps.

Deliver compelling presentations and demos that tie HPE's technical capabilities to tangible business outcomes for partners and their customers.

Support solution configurations and proofs of concept (PoCs) that meet partner and end-customer requirements.

Develop competitive strategies with partners to win against competing vendors.

Pipeline and growth

Work with HPE account teams, channel managers and partners to generate, qualify and progress storage opportunities.

Protect and expand HPE's footprint through the partner community by driving new technology adoption, upgrades and refreshes across the installed base.

Keep pipeline information accurate and current for your partners so every deal is nurtured and moves toward close.

Ensure a smooth handoff from sale to implementation by orienting partners and internal teams to the solution design and identifying training needs.

What you bring

Education and experience

Bachelor’s degree in engineering, computer science or a related technical field, or equivalent practical experience.

5+ years of technical presales experience with a major storage vendor or storage-focused channel partner.

Deep hands-on expertise in pitching, demoing and architecting complex storage solutions.

Demonstrated knowledge of virtualization, including VMware or KVM-based environments, and at least two application stacks (such as Microsoft SQL Server, Oracle or SAP).

Hands-on working knowledge of at least one major public cloud (AWS, Azure or Google Cloud); certifications preferred.

Expertise across the full data lifecycle: block, file, backup, ransomware protection and related solutions.

Deep competitive knowledge of at least one major storage vendor.

Expertise in at least one major vertical (financial services, manufacturing or healthcare) and its related solutions is preferred.

Knowledge and skills

Strong knowledge of channel partner business models and offerings, with proven ability to engage, collaborate with and technically enable partners throughout the sales cycle.

Excellent consultative selling skills, including active listening, framing, whiteboarding and storytelling.

Excellent written and verbal communication skills, comfortable presenting to technical teams and business executives alike.

Strong knowledge of storage industry trends, competitor products and strategies.

Strong business and financial acumen, with an understanding of the roles and priorities of different customer stakeholders.

Solid project management, analytical and problem-solving skills.

Familiarity with CRM systems and sales tools, and comfort using social media and other channels to share technical content.

Storage-related industry certifications strongly preferred.

Architecte technique avant-vente pour les partenaires

HPE recherche un architecte technique avant-vente pour les partenaires afin de développer la promotion technique des solutions de stockage HPE auprès de notre réseau de partenaires. Vous serez le conseiller technique de confiance de nos principaux partenaires. Vous aiderez leurs équipes à positionner, concevoir et déployer des solutions de stockage et de protection des données HPE pour leurs clients, et à transformer cette expertise en croissance du chiffre d'affaires et du pipeline commercial.

Ce poste combine une solide expertise en architecture de stockage et un rôle clé dans l'accompagnement des partenaires. Vous travaillerez en étroite collaboration avec les équipes commerciales et techniques des partenaires sur des projets concrets et vous contribuerez à développer leur capacité à piloter les solutions HPE de manière autonome.

Vos tâches

Promotion technique et accompagnement des partenaires

Établir des relations solides et durables avec les équipes techniques et commerciales des partenaires et devenir leur personne-ressource pour le stockage HPE.

Développer le nombre d'ingénieurs partenaires capables de positionner, de présenter et de concevoir avec assurance des solutions de stockage HPE, grâce à des séances de formation, des ateliers, des séances de remue-méninges et des travaux pratiques.

Identifier et développer les référents techniques au sein des organisations partenaires et les accompagner dans leur progression à travers les certifications HPE et les exigences du programme partenaire. • Représenter HPE lors d'événements partenaires, de journées techniques et de réunions de clients.

Architecture de solutions et accompagnement des opportunités

Participer à des discussions approfondies avec les partenaires et les clients finaux afin de comprendre leurs besoins techniques et d'évaluer leur infrastructure informatique actuelle. Traduire ces besoins en une solution architecturée, incluant les alternatives techniques et les lacunes potentielles.

Faire des présentations et des démonstrations percutantes illustrant les capacités techniques de HPE et leurs résultats commerciaux concrets pour les partenaires et leurs clients.

Accompagner la configuration des solutions et la réalisation de preuves de concept (PoC) répondant aux exigences des partenaires et des clients finaux.

Élaborer des stratégies concurrentielles avec les partenaires pour se démarquer de la concurrence.

Gestion du pipeline et croissance

Collaborer avec les équipes de vente HPE, les gestionnaires de canaux et les partenaires pour identifier, qualifier et faire progresser les possibilités de stockage.

Protéger et développer la présence de HPE auprès du réseau de partenaires