# Principal Presales Architect - Federal Clearance Required **Company**: Hewlett Packard Enterprise **Location**: Reston, Virginia **Work arrangement**: remote **Experience**: senior **Job type**: full-time **Salary**: $146,000.00 - $343,000.00 **Category**: Sales **Industry**: Technology **Apply**: https://hpe.wd5.myworkdayjobs.com/en-US/Jobsathpe/job/All-Maryland-United-States-of-America/Principal-Presales-Architect---Federal-Clearance-Required_1198179-2?utm_source=yubhub.co&utm_medium=jobs_feed&utm_campaign=apply **Canonical**: https://yubhub.co/jobs/job_720a62ed-b1f ## Description The Federal Solution Architect- Cleared will be supporting a federal agency in Maryland. The role will expect the candidate to be able to travel to on-site meetings at the customer location 2-3X a week, customer is located in the Washington DC area. It will also require a TS/SCI with FSP clearance. Responsibilities: - Demonstrates unique mastery within the company in one or more solution domains as well as the customer's technical and business environment. - 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. - Critical review proposal, 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 the business needs of the customer into a functional solution design aligned to those needs. - Communicates HPE’s end solution value propositions in the language of the customer and demonstrates how the proposition aligns to business outcomes and customer needs. - Develops and maintains adjacent technology knowledge, along with in-depth knowledge of current and emerging technologies and trends. - 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, leverage 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 and present technical strategies for a customer's 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's technical and business challenges. - Successfully transfers knowledge to external partners to deliver an effective solution to the customer. - Proactively builds the pipeline by identifying opportunities (e.g., enhancements, unmet or unrecognized needs, up-selling, and cross-selling opportunities) within the account. - Monitors the account pipeline and nurtures active deals from the opportunity to close. - Uses 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 participates in sales forecast meetings and provides feedback to accelerate the sales lifecycle. - Documents ongoing work (activities, tasks) throughout the sales cycle using specific tools and resources and sharing best practices with peers and partners to collaborate more effectively. - Engages with and builds consultative presence and advisory influence with VPs, CxO, and line-of-business (LOB) management and customer thought leaders. - Anticipates customer needs and proactively engages partners and resources to design innovative solutions and generate customer demand. - Proactively shares knowledge with peers and actively helps 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 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. What We Can Offer You: - Health & Wellbeing: comprehensive suite of benefits that supports physical, financial and emotional wellbeing. - Personal & Professional Development: programs catered to helping you reach any career goals you have. - Unconditional Inclusion: celebrating individual uniqueness, valuing varied backgrounds, and succeeding here. ## Skills ### Required - TS/SCI with FSP clearance - technical consulting - solution selling - enterprise architecture frameworks - project management methodologies ### Nice to have - advanced degree in technology or related field - industry standard relevant technology certifications --- Source: [Apply at hpe.wd5.myworkdayjobs.com](https://hpe.wd5.myworkdayjobs.com/en-US/Jobsathpe/job/All-Maryland-United-States-of-America/Principal-Presales-Architect---Federal-Clearance-Required_1198179-2?utm_source=yubhub.co&utm_medium=jobs_feed&utm_campaign=apply)