[Hiring] Sales Specialist @Hewlett Packard Enterprise

Role Description

HPE is looking to hire a Sales Specialist to work within the Southern California territory to provide hybrid cloud solutions to enterprise customers through Green Lake. Our 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 to determine best method for accomplishing work and achieving objectives.
• May provide mentoring and guidance to lower level employees.

Qualifications

• Bachelor’s degree preferred, or equivalent enterprise technology sales experience in lieu of a degree.
• 8+ years of advanced sales experience.
• 2-3 years of GreenLake sales preferred.
• Demonstrated achievement of progressively higher quota, diversity of business customer, and higher level customer interface.
• Extensive selling experience within industry and on similar products.
• Project management skills required.

Requirements

• Must reside in the Southern California region.
• Must be able to travel approximately 60% to support customers across the territory.

Responsibilities

• Responsible for creating and driving their sales pipeline.
• Capture leads outside of specialization and use closed-loop lead management to ensure assignment and follow-up by others.
• Maintains knowledge of competitors in account to strategically position the company's products and services better.
• Use specialty expertise to seek out new opportunities and expand and enhance existing opportunities to build the pipeline in and drive pursuit.
• Provide support to Account managers and provide input regarding business development and solution expertise.
• Development of quota objectives and future direction for defined product category.
• Some specialists also responsible for selling outsourcing deals.
• Establish a professional, working, and consultative relationship with the client, up to and including the C-level for mid-to-large accounts.
• May invest time working with and leveraging external partners to deliver sale.
• For Services Consultants: Focus on growing contractual renewals for mid-to-large accounts with more complexity, to higher-total contract-value renewals.
• Directs or coordinates supporting sales activities.

Knowledge and Skills

• Is considered an expert in knowledge of products, solution or service offerings as well as competitor's offerings.
• Understands the industry and market segment in which key accounts are situated, and integrates this knowledge into consultative selling.
• Understands and applies program/project management methods and processes to define, plan, cost, resource, track and ensure successful pursuit.
• Understands the role of IT within area of specialization and how the company's solutions differentially address specific vertical industry challenges.
• Account planning and accurate account revenue forecasting skills.
• Collaborates with management and sales teams in shared accounts to ensure seamless integration of specialist sales with other sales activities.
• Cultivates & maintains positive relationships with customers to ensure account retention & growth.
• Establishes a professional working relationship, up to the executive level, with the client.
• Demonstrates leadership and initiative in successfully driving specialty sales in accounts.
• Demonstrates high service or product knowledge and professionalism in researching and sharing service-related information.
• Deep knowledge of products, solution or service offerings as well as competitor's offerings.
• Understands how to leverage the company's portfolio and change the playing field on our competitors.
• Utilizes Siebel as an expert and accurately forecasts business.
• Understands and sells high value software solutions.
• Understands selling of services sales.
• Leverages services as part of strategic product sales.
• Maintain expertise of industry trends, associated solutions, and key partner/ISV solutions.
• Maintains expertise on IT at all levels - new applications, maintenance, typical budgets of the CIO's, typical objectives, measures, metrics.

Benefits

• Health & Wellbeing: Comprehensive suite of benefits that supports physical, financial and emotional wellbeing.
• Personal & Professional Development: Specific programs catered to helping you reach any career goals.
• Unconditional Inclusion: We celebrate individual uniqueness and provide flexibility to manage work and personal needs.