Presales Solutions Architect (Channel) - CA

Presales Solutions Architect (Channel) - CAThis 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 CloudOps Suite is a comprehensive, AI-driven platform that empowers organizations to seamlessly manage, monitor, and optimize their hybrid and multi-cloud environments with unprecedented visibility and control. Built on a foundation of industry-leading solutions, including OpsRamp for intelligent monitoring and incident management, Morpheus Enterprise for hybrid cloud orchestration and automation, Morpheus VM Essentials for virtualized infrastructure, and Zerto for data protection and disaster recovery, the suite delivers unified operations management across on-premises, private cloud, and public cloud resources. By combining advanced machine learning capabilities with these proven technologies, HPE Cloud Operations Suite enables IT teams to proactively identify and resolve issues, optimize performance and costs, ensure business continuity, and accelerate digital transformation initiatives while reducing operational complexity and risk across their entire technology stack.

We are seeking a Channel Presales Solutions Architect to drive technical enablement and solution design with our strategic partner ecosystem. You will work directly with partners to architect and implement complex solutions, guide them through deployments, and ensure successful customer outcomes across hybrid and multi-cloud environments. This role requires deep technical expertise combined with exceptional partner relationship management skills to accelerate joint go-to-market initiatives. The ideal candidate will serve as the technical bridge between HPE and our partners, driving mutual business success through innovative solution delivery and technical excellence.

Key Responsibilities:

• Develop compelling customer proposals that align with business and technical needs.
• Provide technical expertise in virtualization (VMware ESXi, Microsoft Hyper-V, KVM) and infrastructure solutions.
• Support partner sales teams with solution demonstrations, proof-of-concept setups, and technical presentations.
• Identify business opportunities through partner engagements, upselling, and cross-selling.
• Collaborate with internal teams and partners to design cost-effective, scalable solutions.
• Monitor industry trends, emerging technologies, and competitor offerings to refine HPE’s value proposition.
• Document and track partner activities, contributing to forecasting and pipeline management.
• Act as a trusted advisor, addressing partner concerns and ensuring technical solutions align with their IT ecosystem.

Qualifications & Experience:

• Bachelor’s degree in computer science, IT, or related field.
• 5-10 years of technical experience in IT with a focus on technical selling.
• Proven track record in solution configurations and architecture design, particularly in virtualization (VMware ESXi, Microsoft Hyper-V, KVM).
• Experience with solution designs for Aria Operations and/or Aria Automation
• Basic knowledge of Linux/Windows OS deployments, networking (VLANs, routing, virtual switching), and storage (SAN/NAS, iSCSI, software-defined storage).
• Hands-on experience with hypervisors and automation tools (PowerShell, Bash, etc.).
• Industry certifications in virtualization and IT infrastructure (preferred).

Skills & Competencies:

• Strong technical selling, consultative engagement, and presentation skills.
• Ability to communicate complex technical concepts clearly to customers, partners, and stakeholders.
• Knowledge of HPE’s hardware and software portfolio , including basic hybrid IT solutions, and how it compares to competitors in terms of performance, innovation, market positioning, and value proposition.
• Problem-solving mindset with the ability to prioritize and manage multiple projects.
• Understanding of channel programs and partner collaboration to drive deals effectively.

Knowledge and Skills:

• Intermediate-level written and verbal communication skills, including active listening and storytelling, and ability to communicate in English and applicable local languages (both in-person and virtual) as needed to perform job requirements.
• Demonstrates intermediate discussion and persuasion skills, competitive differentiation (vs. VMware, etc.), and the ability to handle objections. Applies consultative selling tactics to align solutions with customer business outcomes.
• Intermediate-level business and financial acumen—sales cycle, pipeline growth, reporting, ability to influence, business strategy linkage—with an awareness of functional responsibilities of various customer business roles.
• Intermediate consultative and value selling skills, including presenting, white-boarding, objection handling, and closing skills to proactively help customers make business decisions.
• Hands-on experience with relevant hypervisors, OS platforms, and basic scripting/automation (PowerShell, Bash, etc.) to support demos and solutions.
• Hands-on experience with IT operations frameworks and solutions like OpsRamp, Aria Operations, or Dynatrace.
• Adept at prioritizing tasks, meeting deadlines, and performing due diligence on customer solutions. Skilled in problem-solving with a methodical, analytical approach.
• Ability to deliver live demonstrations or walk-throughs of products, solutions, tools or services to customers, partners, and other stakeholders.
• Intermediate-level knowledge of partner offerings, channel programs, and the company’s go-to-market approach. Able to collaborate with resellers to drive deals and leverage partner capabilities effectively.
• Familiarity with SAN/NAS, iSCSI, or software-defined storage and how these relate to virtualization.
• Understanding of VLANs, basic routing, and virtual switching concepts.

Accessibility

HPE is committed to creating an inclusive and accessible workplace and encourages applications from all qualified individuals, including those with disabilities. If you believe you require accommodation during any stage of the application or interview process, please submit your request by completing our secure form linked here.

Note: This option is reserved for applicants needing assistance/reasonable accommodation related to a disability.

What We Can Offer You:

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.

Let's Stay Connected:

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Job:

Sales

Job Level:

TCP_04"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 166,000 - 343,000 in California
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

HPE is an Equal Employment Opportunity/ Veterans/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. Please click here: Equal Employment Opportunity.

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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