Federal Storage Presales- Department of War

Federal Storage Presales- Department of War This role has been designated as ‘Remote/Teleworker’, which means you will primarily work from home.

Job Description:

The Federal Enterprise Storage Solutions Architect is a senior customer-facing technical sales professional responsible for driving the adoption of HPE Storage solutions across U.S. Federal Government customers.

This role works directly with civilian, defense, national-security, and Federal Systems Integrator organizations to understand mission requirements, influence storage architecture decisions, and position HPE as the preferred storage technology provider.

The successful candidate combines deep enterprise storage expertise, Federal market knowledge, strong competitive selling skills, and a demonstrated track record of winning complex Federal opportunities.

Due to the responsibilities of this role and working closely with Federal Entities, this role requires a US citizen.  

This role will require travel of 50%+

Responsibilities

• Serve as the lead storage technical advisor and Solutions Architect for assigned Federal accounts.
• Develop a deep understanding of customer mission priorities, technical environments, acquisition strategies, security requirements, and modernization initiatives.
• Architect and position HPE solutions across:
  • Block and mission-critical storage
  • File and unstructured data
  • Object storage
  • Data protection, disaster recovery, and cyber resilience
  • Virtualized and containerized environments
  • Private and hybrid cloud
  • AI and data-intensive workloads
  • Storage management, automation, and AIOps
• Lead technical sales engagements from discovery and architecture development through sizing, validation, proof of concept, competitive positioning, proposal, and technical closure.
• Understand Federal buying cycles and engage early enough to influence requirements, architectures, specifications, and acquisition strategies.
• Develop strong technical relationships with customer architects, engineers, program teams, acquisition stakeholders, and technical executives.
• Work effectively with Federal Systems Integrators, prime contractors, OEM partners, and channel partners to develop and execute joint solutions and pursuit strategies.
• Translate mission, workload, security, availability, performance, scalability, and resiliency requirements into differentiated HPE storage architectures.
• Lead competitive strategy and clearly differentiate HPE against Dell Technologies, Pure Storage, NetApp, IBM, and other relevant storage competitors.
• Support RFI, RFP, RFQ, technical proposal, architecture review, and solution-validation activities.
• Coordinate HPE engineering, product, services, security, partner, and specialist resources in support of complex Federal pursuits.
• Maintain technical ownership of strategic opportunities through successful technical closure.

Education and Experience

Required

• Due to the responsibilities of this role and working closely with Federal Entities, this role requires a US citizen.  

• This role will require travel of 50%+

• 6+ years working with or supporting the Federal Sector in DOW.   

• Significant experience as a Storage Sales Engineer, Solutions Architect, Systems Engineer, or equivalent customer-facing technical sales professional supporting Federal Government customers.
• Demonstrated track record of successfully selling and architecting enterprise storage solutions into Federal accounts.
• Experience supporting civilian and defense/national-security customers, or equivalent complex Federal environments.
• Demonstrated understanding of Federal acquisition processes, buying cycles, procurement practices, and contract vehicles.
• Experience working with Federal Systems Integrators and prime contractors.
• Strong working knowledge of HPE Storage solutions and related technologies.
• Strong technical knowledge across block, file, object/unstructured data, data protection, virtualization, hybrid cloud, and cyber resilience.
• Strong working knowledge of at least one major competitive storage portfolio such as Dell Technologies, Pure Storage, NetApp, IBM, or equivalent.
• Demonstrated ability to lead complex technical pursuits from opportunity identification through technical closure.
• Bachelor's degree from an accredited college or university, preferred.

Preferred

• Experience supporting classified or national-security environments.
• Relevant HPE, storage, cloud, virtualization, security, or architecture certifications.
• Experience with large Federal modernization, data-center consolidation, cloud, cyber-resilience, or mission-critical infrastructure programs.

Knowledge and Skills

• Deep understanding of enterprise storage architectures, including block, file, object, backup, recovery, replication, disaster recovery, and cyber resilience.
• Strong knowledge of HPE Storage technologies and the ability to architect, position, size, and differentiate HPE solutions.
• Understanding of storage requirements for VMware, virtualization, Kubernetes/container, private-cloud, and hybrid-cloud environments.
• Strong understanding of performance, availability, scalability, encryption, data protection, non-disruptive operations, and lifecycle management.
• Working knowledge of Federal security, compliance, certification, and authorization requirements relevant to infrastructure solutions, including areas such as:
  • NIST security frameworks
  • FIPS requirements
  • RMF and Authorization to Operate processes
  • STIG requirements
  • FedRAMP considerations for applicable cloud services
  • CMMC/DFARS requirements where applicable
• Understanding of Federal data sovereignty, encryption, access control, supply-chain, and information-protection considerations.
• Strong understanding of the Federal acquisition lifecycle and the importance of influencing technical requirements before formal solicitation.
• Ability to navigate complex buying ecosystems involving government customers, contracting organizations, Systems Integrators, prime contractors, and technology partners.
• Strong competitive intelligence and the ability to develop effective displacement strategies against incumbent storage vendors.
• Advanced technical discovery, whiteboarding, sizing, architecture, demonstration, proof-of-concept, and presentation skills.
• Ability to translate complex mission and technical requirements into compelling storage solutions.
• Ability to engage credibly with engineers, architects, program leaders, contracting stakeholders, and senior technical executives.

Key Activities Required for Success

• Federal account technical strategy and architecture planning.
• Customer discovery and mission-requirements analysis.
• Storage architecture, sizing, and configuration.
• Early-stage requirement and architecture influence.
• Competitive positioning and displacement strategy.
• Engagement with Federal Systems Integrators and prime contractors.
• Security, compliance, certification, and interoperability assessment.
• Architecture workshops and technical whiteboarding.
• Demonstrations, benchmarks, and proofs of concept.
• RFI/RFP/RFQ and technical proposal development.
• Data protection and cyber-resilience architecture.
• Strategic opportunity qualification, progression, and technical closure.
• Coordination across HPE engineering, product, services, channel, and specialist teams.

Measures of Success

Success will be demonstrated through measurable improvement in:

• Growth and progression of qualified Federal Storage opportunities.
• Technical win rate on strategic pursuits.
• Successful influence of customer requirements and storage architectures.
• Competitive wins and displacement of incumbent storage solutions.
• Conversion of demonstrations, evaluations, and proofs of concept into business opportunities.
• Expansion of HPE Storage into new workloads, programs, and mission use cases.
• Strong relationships with Federal customers, Systems Integrators, and key technical influencers.
• Successful navigation of Federal security, technical qualification, and acquisition requirements.
• Consistent technical execution and closure of complex Federal opportunities.

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.

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.

#unitedstates #sales

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 146,000 - 343,000 in District of Columbia & 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

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