Business Development Manager - Networking and Security

Position:

Job Description:

Technical Pre-Sales Specialist

HPE Hybrid IT (Estonia & Latvia)

Location: Estonia or Latvia

Territory: Estonia and Latvia

Reporting to: Hybrid Cloud & Infrastructure Business Unit Manager / Country Manager Baltics

Role Overview

We are seeking a highly motivated and technically skilled Technical Pre-Sales Specialist to support the growth of HPE Hybrid IT solutions across Estonia and Latvia.

The successful candidate will act as a trusted technical advisor for Arrow partners and end customers, helping them design, position, and implement modern data center, hybrid cloud, and AI-ready infrastructure solutions. Working closely with Arrow Business Development Managers, HPE technical teams, and channel partners, the Pre-Sales Specialist will support sales opportunities, deliver technical enablement, and help partners win new business.

This role requires deep infrastructure expertise combined with strong consulting, presentation, and solution design capabilities.

Key Responsibilities

Technical Sales Support

• Support partners and Arrow sales teams throughout the entire sales cycle.
• Conduct technical discovery workshops and customer assessments.
• Analyze customer business and technical requirements.
• Design solution architectures and recommend best-fit technologies.
• Develop technical proposals, bill of materials, and solution documentation.
• Support partners in responding to RFIs, RFQs, and RFPs.

Solution Design & Architecture

• Design and architect HPE Hybrid IT solutions.
• Create solutions covering compute, storage, virtualization, backup, private cloud, hybrid cloud, AI infrastructure, and data center modernization.
• Develop reference architectures and best-practice recommendations.
• Assist partners with migration and modernization strategies.
• Support infrastructure consolidation and transformation projects.

Technical Enablement

• Deliver technical trainings, workshops, bootcamps, and webinars.
• Increase partner technical competencies and certifications.
• Create technical presentations, demonstrations, and educational content.
• Help partners understand HPE technologies, programs, and solution positioning.
• Act as a trusted advisor to partner technical teams.

Proof of Concept & Demonstrations

• Build and deliver demonstrations of HPE solutions.
• Support proof-of-concept deployments.
• Validate technical architectures and deployment plans.
• Assist in technical evaluations and competitive scenarios.
• Support strategic customer opportunities with technical expertise.

Vendor Collaboration

• Work closely with HPE technical, sales, and product management teams.
• Participate in technical briefings, training programs, and certification initiatives.
• Serve as a technical escalation point for partners.
• Provide market feedback and technical insights to HPE and Arrow management.

Market & Technology Development

• Stay current with industry trends in cloud, AI, data center, and infrastructure technologies.
• Maintain expertise in HPE solutions and key ecosystem technologies.
• Monitor competitor offerings and develop competitive positioning strategies.
• Support strategic Hybrid IT initiatives across Estonia and Latvia.

Required Qualifications

Experience

• Minimum 3-5 years of experience in infrastructure pre-sales, systems engineering, solution architecture, or technical consulting.
• Experience working with enterprise customers, channel partners, integrators, or vendors.
• Proven experience supporting complex infrastructure projects.
• Strong customer-facing and presentation skills.

Technical Knowledge

Strong understanding of:

Compute & Infrastructure

• HPE ProLiant Servers
• Blade and Rack Infrastructure
• Data Center Architecture
• Infrastructure Lifecycle Management

Storage Solutions

• SAN & NAS Technologies
• HPE Alletra
• HPE MSA
• Data Protection Solutions
• Backup & Recovery Architectures

Virtualization & Cloud

• VMware
• Microsoft Hyper-V
• Nutanix
• Hybrid Cloud Architectures
• Private Cloud Solutions

HPE Portfolio

• HPE GreenLake
• HPE Private Cloud Solutions
• HPE Compute
• HPE Storage
• HPE AI Infrastructure
• HPE Data Center Solutions

Additional Technologies

• Data Protection & Disaster Recovery
• Business Continuity
• AI Infrastructure Platforms
• Cloud Connectivity
• Container and Modern Application Platforms

Preferred Certifications

The following certifications are considered advantageous:

• HPE ASE or ATP certifications
• VMware VCP
• Nutanix NCP
• Microsoft Azure Certifications
• Veeam VMCE
• Kubernetes or Cloud Certifications
• HPE GreenLake Certifications

Personal Profile

• Passionate about infrastructure, cloud, and emerging technologies.
• Strong analytical and problem-solving skills.
• Excellent communication and presentation abilities.
• Able to explain complex technical concepts to both technical and business audiences.
• Customer-oriented and consultative mindset.
• Self-driven with a strong desire to continuously learn.
• Strong team player capable of collaborating across sales, vendor, and partner organizations.
• Fluent in English.
• Estonian or Latvian language skills are considered a major advantage.

Key Success Metrics

• Technical contribution to Hybrid IT revenue growth.
• Technical win rate on supported opportunities.
• Number of partner enablement activities delivered.
• Growth of partner certifications and competencies.
• Customer and partner satisfaction.
• Successful proof-of-concept and pilot implementations.
• Achievement of HPE technical competency requirements.
• Support of strategic Hybrid IT projects across Estonia and Latvia.

Ideal Candidate

A hands-on infrastructure expert who enjoys helping partners and customers solve complex IT challenges. The ideal candidate combines deep technical knowledge of servers, storage, hybrid cloud, virtualization, and AI-ready infrastructure with strong communication skills and a consultative approach.

This person should be equally comfortable discussing an HPE GreenLake consumption model with a CIO, designing a VMware or Nutanix-based architecture with an infrastructure team, or delivering technical enablement sessions to Arrow's partner ecosystem in Estonia and Latvia.

#LI-KZ1 #LI-HYBRID

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