Hewlett Packard Enterprise · 3 weeks ago
Pre-Sales Engineer - Federal (Virginia)
United States
Full-time
Remote
Mid Level
$120K/yr - $284K/yr
4+ years expHewlett Packard Enterprise is the global edge-to-cloud company advancing the way people live and work. The Pre-Sales Engineer is responsible for driving technical success in the sales cycle by demonstrating the value of Zerto’s IT Resilience Platform and supporting customers in achieving resilience and data mobility goals across on-prem and cloud environments.
Data CenterEnterprise SoftwareInformation TechnologyIT ManagementNetwork Security
Responsibilities
Applies advanced knowledge of the company's portfolio, articulating proposals, and ensuring customer's business and technical needs are being met
Identifies key risks to ensure the customer's business and technical requirements are met, detailing key value points for the rest of the account team
Provides input to address key end-customer IT trends, requirements, gaps, or unmet needs
Translates the functional design of a solution into a technical design and architecture that can be scaled to accommodate growth
Communicates how the solution value proposition addresses customer business needs
Tracks industry trends and emerging technologies (as well as competitor offerings and activities) leveraging this knowledge with the customer’s technical environment
Shows customers how to migrate and/or integrate technologies in new or existing environments
Contributes to industry developments through contributions (content support, presentations, demos, booth support) at conferences, industry events, and utilizing social media
Designs and delivers solutions aligned to customer's business requirements, leveraging knowledge of the industry and the customer's technical environment
Participates in deep-dive discussions and ability to articulate the value proposition, define key differentiators, and draft high-level solution designs
Delivers optimal results, balancing costs, scope, scale, and benefits to deliver superior value
Participates in the account's business planning processes
Collaborates proactively with account team leadership (HPE and Partners) to develop and communicate key value propositions, negotiation points, and identify overlooked opportunities within assigned accounts; uses expertise to lead the creation of complex solutions
Successfully maps the right partner to an opportunity and transfers knowledge to external partners, delivering effective results to the customer
Proactively build 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
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
Develops and nurtures professional working relationships with the customer technical teams and with key executives, based on an understanding of the customer's ecosystem, business needs, and how HPE can deliver value and business outcomes
Proactively shares knowledge with peers and helps develop more junior team members
Qualification
Required
First-level university technical degree or equivalent technical qualifications
4+ years of technical experience in IT with a focus on technical consulting and solution selling
Strong background in data protection, backup, recovery, ransomware defense, or cyber resilience
Familiarity with Federal environments (DoD, Civilian, IC, or Fed-adjacent)
Understands the unique challenges of the Federal space (security, compliance, resilience)
Well-developed experience participating in solution configurations and the creation of demos and proofs-of-concept (POC) to meet customer requirements
Well-developed understanding of company solution offerings and portfolio of products (and their application with strategic customers or industries), software, services, and how they can be combined to address customer needs
Well-developed, strong working knowledge with the as-a-service (aaS) business model, business value, complete ecosystem, and outcomes that drive aaS strategic goals within own domain
Well-developed 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 well-developed discussion and persuasion skills used to support the company point-of-view, while respectfully questioning and challenging proposed solutions
Well-developed business and financial acumen—sales cycle, pipeline growth, reporting, ability to influence, business strategy linkage—with an understanding of functional responsibilities of various customer business roles
Understanding of typical KPIs is important to CxOs and line-of-business (LOB) executives; knowledgeable about TCO/ROI concepts and calculations, financial models, and understanding how customers generate revenue
Well-developed consultative and value selling skills, including whiteboarding, objection handling, and closing skills to proactively help customers make business decisions
Well-developed company business knowledge, technical tools, standard customer relationship management (CRM) systems and tools
Well-developed resource management skills, including how and when to effectively engage SMEs/specialists
Hands on experience with one or more products, solutions, tools, or services aligned to respective job responsibility
Ability to design and develop a playbook for demonstrations or walk throughs of products, solutions, tools, or service
Ability to deliver live demonstrations or walk throughs of products, solutions, tools, or services to customers, partners, and other stakeholders
Well-developed project and time management skills or experience, with excellent analytical and problem-solving skills, including appropriate due diligence
Well-developed knowledge of partners' offerings and how to effectively access, engage, and collaborate with them
Well-developed understanding of Geo application of company's go-to-market strategy as it relates to partners, has a broad knowledge of partner offerings, along with how/when to leverage them for deals
Demonstrates well developed strategic planning and account planning skills and expert at using business and technical tools, and standard customer relationship management (CRM) systems
Preferred
Advanced degree in technology preferred
Knowledge-based and experienced-based relevant industry certifications are strongly preferred
Benefits
Health & Wellbeing
Personal & Professional Development
Unconditional Inclusion
Company
Hewlett Packard Enterprise
Hewlett Packard Enterprise is an edge-to-cloud company that uses comprehensive solutions to accelerate business outcomes.
10001+ employees
H1B Sponsorship
Hewlett Packard Enterprise has a track record of offering H1B sponsorships. Please note that this does not
guarantee sponsorship for this specific role. Below presents additional info for your
reference. (Data Powered by US Department of Labor)
Distribution of Different Job Fields Receiving Sponsorship
Represents job field similar to this job
Trends of Total Sponsorships
2025 (532)
2024 (585)
2023 (591)
2022 (523)
2021 (551)
2020 (398)
Funding
Current Stage
Public CompanyTotal Funding
$2.85BKey Investors
Elliott Management Corp.
2025-04-15Post Ipo Equity· $1.5B
2024-09-10Post Ipo Equity· $1.35B
2015-11-02IPO
Leadership Team
Antonio Neri
President & CEO
Fidelma Russo
EVP & GM, Hybrid Cloud and Chief Technology Officer
Recent News
2026-01-09
2026-01-09
Company data provided by crunchbase