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 diverse 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:
Sales Specialists & Consultants are product, services, software or solution specialists that are responsible for leading pursuit in their assigned focus areas. Collaborates with and supports Account Managers and provides specialist expertise within the sales team. Drives proactive campaigns to build the pipeline, uses specialized knowledge and skills to prospect, qualify, negotiate and close opportunities. May have named accounts allocated, cover a designated geography, or may be allocated to one high-potential, competitive attack account.
Applies advanced subject matter knowledge to solve complex business issues and is regarded as a subject matter expert. Frequently contributes to the development of new ideas and methods. Works on complex problems where analysis of situations or data requires an in-depth evaluation of multiple factors. Leads and/or provides expertise to functional project teams and may participate in cross-functional initiatives. Acts as an expert providing direction and guidance to process improvements and establishing policies. Frequently represents the organization to external customers/clients. Exercises significant independent judgment within broadly defined policies and practices to determine best method for accomplishing work and achieving objectives. May provide mentoring and guidance to lower level employees.
Responsibilities
- Responsible for sales of storage products and solutions in assigned territory, industry or accounts.
- Uses advanced storage expertise to seek out new opportunities for customer value by expanding and enhancing existing opportunities.
- Creates and drives the storage sales pipeline. Captures leads outside of specialization and uses closed-loop lead management to ensure assignment and follow-up by others.
- Collaborates with the account pursuit teams to leverage their solutions expertise for business development.
- Build sales readiness and reduces client learning curve through effective knowledge transfer in storage.
- Contributes to development of quota objectives and future direction for storage product lines.
- Directs and coordinates supporting sales activities related to pipeline hygiene through account managers, Presales, channel partners and other relevant stakeholders.
- Effectively uses internal sales tools to maintain a healthy pipeline and the account plan in a timely fashion.
- Collaborates across the HPE teams to deliver a consistent approach to developing business, including account planning for end to end solutions.
- Assesses solution feasibility from a technical and business perspective to determine """"qualify-in""""/""""qualify-out"""" status.
- Negotiates and drives profitable deals to ensure successful closure and a high win rate.
- Drives sales of the storage portfolio, using strong leadership and initiative to successfully prospect, negotiate and close deals.
- Establishes a professional and consultative relationship with the client by achieving an advanced understanding of the unique business needs of the client within the industry. Works with clients up to and including the C-level for mid-to-large accounts.
- Leverages advanced knowledge of competitors and industry trends to strategically position the company's products and services.
- Focuses on and works with the channel to forge relationships, provide enablement of key technologies, and co-sell to end-users.
- Effectively leads, evangelizes, and helps to coordinate Storage marketing campaigns (digital /new techniques) to ensure a successful launch and maintenance of the campaign momentum, in alignment with the account strategy.
- Acts as a trusted storage solutions consultant for the slated accounts/region.
- Reinforces and articulates HPE's strategy and portfolio to partners and champions to uncover new business opportunities and contacts, including new logos when appropriate.
- Effectively uses references to craft a story that makes complex technologies seem simple and understandable for the customers
- Actively generates customer interest and anticipates customer's buying trends. Links business and financial benefits with technology offerings. Illustrates the ROI & TCO advantages of HPE offerings for the customer's business.
- Cultivates and maintains positive relationships with customers to ensure account retention and growth, to position the company as the preferred vendor to meet business needs.
- Supports deal closure in partnership with relevant internal stakeholders including account managers and channel partners
Education and Experience
- University or Bachelor's degree preferred.
- Demonstrated achievement of progressively higher quota, interface with diverse business customers at all levels.
- Typically, 5-10+ years of sales experience.
- Experience in storage sales, typically 2-3+ years.
- Experience selling / Familiarity with storage software like Veeam, Scality, Weka, Commvault, Qumulo would be advantageous.
- Extensive vertical industry knowledge required.
- Significant experience working within Channel Partner eco-system.
Knowledge and Skills
Storage Specialist- Sales Acumen & Behaviors
- Storage Specialist- Sales Acumen & Behaviors
- Possesses expertise to be able to assess solution feasibility from a technical and business perspective, to determine qualify-in/qualify-out status.
- Uses expertise to negotiate and drive deals to ensure successful closure and a high win rate.
- Demonstrates hunter mentality to actively pursue for solution opportunities in acquisition and development accounts and to pursue new business.
- Possesses the ability to independently articulate the technical solution and the commercial benefits to the client.
- Possesses knowledge of digital and modern methods to connect and sell.
- Uses storage knowledge to actively prospects within accounts to discover or cultivate sales opportunities.
Technology Focus
- Is considered an expert in knowledge of storage, cloud, solution or service offerings as well as competitor's offerings to be able to sell large solutions.
- Understands the outside-In view and possesses deep knowledge of industry trends. Stays abreast of competitors and key partner/ISV solutions, including both traditional and emerging vendors. Leverages HPE’s opportunities and mitigates challenges.
- Understands the role of IT within the area of storage. Understands how the company's solutions differentially address specific vertical industry challenges, as well as their cross-segment capabilities.
- Demonstrates high service, product, and solution knowledge. Can articulate and differentiate HPE's product offerings against the competition.
Solutions Acumen
- Understands the industry and market segments in which key accounts are situated, and integrates this knowledge into consultative selling.
- Possesses the ability to leverage the company's product portfolio and services to up sell.
- Possesses deep expertise of end to end data solutions leveraging the HPE storage portfolio and ecosystem of partners, with a strong focus on traditional & modern applications and change the playing field on our competitors
