[Hiring] Compute Sales Specialist III @Hewlett Packard Enterprise

Role Description

We are seeking a Compute Sales Specialist to drive growth across a portfolio of strategic Service Provider accounts in Northern California. This individual will serve as the compute subject matter expert within the sales organization, partnering closely with account teams to identify, develop, and close complex infrastructure opportunities. The role is responsible for building and managing a healthy sales pipeline, developing strategic customer relationships, leading pursuit activities, and positioning HPE’s compute portfolio to address customer business and technology initiatives. The ideal candidate brings strong enterprise technology sales experience, excels at navigating complex sales cycles, and can independently manage opportunities while collaborating across internal teams, partners, and customer stakeholders. This position requires sound business judgment, strong communication skills, and the ability to influence decisions in diverse and complex customer environments.

Responsibilities

• Seek out new opportunities and expand and enhance existing opportunities to build and manage the pipeline in specialty area.
• Maintain knowledge of competitors in account to strategically position the company's products and services better.
• Develop pursuit plans and manage the pipeline to ensure alignment with account managers.
• Establish a professional, working, and consultative relationship with the client, by developing a core understanding of the unique business needs of the client within their industry.
• Contribute to proposal development, negotiations, and deal closings.
• Work closely with and support account manager, providing technical expertise and support, and participating in client engagements up to C-level engagements for more complex solutions in smaller accounts.
• May focus on growing contractual renewals for mid-size accounts with some complexity, to higher-total contract-value renewals.
• Interface with both internal and external/industry experts to anticipate customer needs and facilitate solutions development.
• Build sales readiness and reduce client learning curve through effective knowledge transfer in area of specialization.

Qualifications

• Bachelor's degree preferred or equivalent relevant experience.
• 5+ years of enterprise technology sales experience with a demonstrated track record of quota attainment.
• Experience selling enterprise infrastructure, data center, cloud, or technology solutions into large commercial, enterprise, service provider, or strategic accounts.
• Extensive vertical industry knowledge required.
• Experience managing complex sales cycles, large-scale opportunities, and multi-stakeholder customer engagements.
• Ability to build executive-level customer relationships.
• Experience collaborating with channel partners and cross-functional teams to develop and close opportunities.
• Must reside in Northern California, preferably within the San Francisco Bay Area, or be willing to relocate. This field-based role requires approximately 30% travel throughout the territory.

Requirements

• Deep knowledge of products, solution or service offerings as well as competitor's offerings, to be able to sell expansive systems or services and attached products.
• Understands the industry and market segment in which key accounts are situated, and integrates this knowledge into consultative selling.
• Understands the role of IT within area of specialization and how the company's solutions differentially address specific vertical industry challenges as well as their cross-segment capabilities.
• Negotiates and drives deals to ensure successful closes and high win rate.
• Broad understanding of the customer needs; applies standard as well as creative solutions to meet those needs.
• Uses client engagement skills in collaboration with account leads to propose expansive systems or service solutions to client.
• Leadership and initiative in successfully driving specialty sales in accounts - prospecting, negotiating, and closing deals.
• Translate product knowledge into customer's added business value.
• Uses specialty knowledge to actively prospect within accounts to discover or cultivate sales opportunities.
• Conceptualizes and articulates well-targeted solutions in area of technical specialty -- from proposal to contract sign-off.
• Ability to take a deal through the sales cycle including closing or supporting the close of a deal.
• Demonstrates high service knowledge and professionalism in researching and sharing service-related information with account teams and customers.
• Understand the channel and work an effective plan to increase sales with our partners.
• Regular use of Siebel updating deal profile and forecasting accurately.
• Understands services as part of strategic product sales.
• Good prioritization and delegation skills in order to focus on the key client opportunities.
• Knowledge of industry trends, associated solutions, and key partner/ISV solutions.

Benefits

• 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 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.
• Unconditional Inclusion: We are unconditionally inclusive in the way we work and celebrate individual uniqueness.