Compute Solutions Sales Specialist

Compute Solutions Sales Specialist at Hewlett Packard Enterprise

This role has been designated as ‘Remote/Teleworker’, which means you will primarily work from home.

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 varied 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. This role collaborates with and supports Account Managers, providing specialist expertise within the sales team. The Compute Solutions Sales Specialist drives proactive campaigns to build the pipeline, uses specialized knowledge and skills to prospect, qualify, negotiate and close opportunities. This role may have named accounts allocated, cover a designated geography, or may be allocated to one high-potential, competitive attack account.

Responsibilities

• Develop long-term sales pipelines to increase the company's market share in specialized areas.
• Use specialty expertise to seek out new opportunities for customer value by expanding and enhancing existing opportunities to build the pipeline and drive pursuit in specialty areas.
• Provide crucial support to Account Managers.
• Set direction for business development and solution replication strategies.
• Create and grow reference customers for HPE solutions.
• Sell complex products or solutions to customers on a partnership basis.
• May act as a dedicated resource to a few strategic accounts, including selling small outsourcing deals for Services specialists.
• For Services Consultants: Focus on growing contractual renewals for large, complex accounts, aiming for higher total contract-value renewals.
• Establish professional, working, and consultative relationships with clients, including C-level executives for mid-to-large accounts, by developing a core understanding of their unique business needs within their industry.
• Maintain and utilize overall cross-portfolio knowledge to support account leads with solution integration.
• Contribute to enduring executive relationships that establish HPE's consultative professionalism and promote its total solution capabilities.
• Maintain expertise on IT at all levels – new applications, maintenance, typical CIO budgets, objectives, measures, and metrics.
• Maintain broad market and competitor knowledge to ensure credibility with Customer Executives.

Education And Experience Required

• University or bachelor's degree; advanced university or MBA preferred.
• Directly related previous work experience is essential.
• Demonstrated achievement of progressively higher quota, diversity of business customer, and higher-level customer interface.
• Prior selling experience includes multiple, diverse set of selling responsibilities.
• Viewed as an expert in the given field by the company and customers.
• Considered a mentor of selling strategy, including designing strategy.
• Typically, 12+ years of related sales experience.
• Strong project management skills are required.

Knowledge And Skills

• Mastery in knowledge of products, solution or service offerings as well as competitor's offerings to sell large, complex solutions.
• Know strengths and weaknesses of key competitors in account and how to leverage this knowledge effectively.
• Uses expertise in specialty, consultative solution selling, and business development skills to align client's business needs with HPE solutions.
• In-depth knowledge of client's business, organizational structure, business processes, and financial structure.
• Considerable knowledge of the customer's IT infrastructure and architecture.
• Demonstrates leadership and initiative in successfully driving services sales in accounts – prospecting, negotiating, and closing deals.
• Demonstrates leadership and initiative in successfully driving the full portfolio including hardware, software, and services needed for customer requirements.
• Strategic planning at a business development level; ability to build an effective business case reflecting the value of an appropriate strategy.
• Ability to balance strategic and tactical pursuits to optimize coverage and develop a predictable revenue stream.
• Uses C-level engagement skills in collaboration with account leads to offer value-add solutions to clients.
• Excellent project oversight skills.
• Works with the account team to build an effective account plan and strategy to drive incremental revenue in the account.
• Utilizes Siebel as an expert and accurately forecasts business.
• Successful partner engagement experience.
• Works effectively with partners to drive additional revenue.
• Understands and sells high-value software solutions.
• Demonstrates the ability to leverage HPE's portfolio of products and services to gain a competitive advantage.
• Understands the leverage of services as part of a strategic portfolio of products.
• Promotes services as part of all strategic opportunities.
• Maintains knowledge of industry trends, associated solutions, and key partner/ISV solutions.

Key skills/competency

• Consultative Selling
• Business Development
• Client Relationship Management
• Compute Solutions
• Strategic Planning
• Pipeline Management
• Negotiation
• Market Analysis
• IT Infrastructure
• C-level Engagement