1194401 Storage Sales Specialist North East Italy - Public and Private Sector
Location
The candidate must be based in Triveneto area.
Job Family Definition
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.
* 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.
* 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.
Education and Experience
* University or Bachelor's degree preferred.
* Demonstrated achievement of progressively higher quota, interface with diverse business customers at all levels.
* Typically 6-10+ years of sales experience.
* Experience in storage sales, typically 2-3+ years.
* Extensive vertical industry knowledge required.
Knowledge and Skills
* 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.
* Solutions acumen.
* Understands the industry and market segments in which key accounts are situated, and integrates this knowledge into consultative selling.
* Understands how and when to engage different types of partners effectively, and is able to map the right partner to an opportunity.
* Persuades and negotiates with others, draws upon interpersonal skills, empathy, and understanding of personality types
* Motivates, coaches and supports peer sales team members to ensure effective selling; counsels through selling challenges.
* Possesses advanced financial acumen and leverages the available tools to profile each account's business unit.
* Maintains expertise on IT at all levels - new applications, maintenance, typical budgets of the CIO's, typical objectives, measures, metrics.
Seniority level
Associate
Employment type
Full-time
Industries
IT Services and IT Consulting
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