Overview
Join to apply for the Data Services & Storage Sales Specialists role at Hewlett Packard Enterprise.
This role has been designed as ‘Hybrid’ with an expectation that you will work on average 2 days per week from an HPE office.
Who We Are
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
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.
Management Level Definition Applies developed subject matter knowledge to solve common and complex business issues within established guidelines and recommends appropriate alternatives. Works on problems of diverse complexity and scope. May act as a team or project leader providing direction to team activities and facilitates information validation and team decision making process. Exercises independent judgment within generally defined policies and practices to identify and select a solution. Ability to handle most unique situations. May seek advice in order to make decisions on complex business issues.
Responsibilities
* Responsible for sales of storage products and solutions in assigned territory, industry or accounts.
* Seeks out new opportunities by expanding and enhancing existing opportunities.
* Develops pursuit plans and builds and manages the storage sales pipeline.
* Contributes to proposal development, negotiations and deal closings.
* Builds sales readiness and reduces client learning curve through effective knowledge transfer in storage.
* Works closely with and supports the Account Manager, providing technical expertise and support. Participates in client engagements up to C-level for complex solutions in smaller accounts.
* 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.
* Assess solution feasibility from a technical and business perspective to determine qualify-in/qualify-out status.
* Negotiates profitable deals so that the company can expand opportunities based on the existing business, and increase the company's footprint and revenue in storage.
* 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 a developed understanding of the unique business needs of the client within the industry.
* Interfaces with both internal and external/industry experts to anticipate customer needs and facilitate solutions development.
* 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 successful launches and maintenance of 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 understands the 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.
* 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.
* Proven experience with Italian customers, Partners, System Integrators and Technology Partners.
* Typically 4-8+ years of sales experience.
* Storage related sales experience strongly desired.
* Extensive vertical industry knowledge required.
* Fluent in English & Italian.
Knowledge And Skills
* Storage Specialist- Sales Acumen & Behaviors: ability to assess solution feasibility from a technical and business perspective, determine qualify-in/qualify-out status.
* Negotiation and deal closure expertise with high win rate.
* Client engagement skills in collaboration with account leads to propose expansive systems or service solutions.
* Hunter mentality to actively pursue opportunities in acquisition and development accounts.
* Ability to articulate technical solutions and commercial benefits to the client.
* Knowledge of digital and modern methods to connect and sell.
* Active prospecting within accounts to discover or cultivate sales opportunities.
Technology Focus
* Deep knowledge of storage, cloud, solution or service offerings and competitors to sell expansive systems or services.
* Understanding industry trends and staying informed about competitors and partner/ISV solutions; leveraging HPE opportunities and mitigating challenges.
* Understanding IT’s role in storage and how HPE solutions address vertical industry challenges and cross-segment capabilities.
* Strong service knowledge in researching and sharing service-related information with account teams and customers.
Solutions Acumen
* Understand industry and market segments of key accounts and apply this to consultative selling.
* View services as part of strategic product sales.
Partnering Acumen
* Know how and when to engage different types of partners and map the right partner to an opportunity.
* Map partner skills to storage opportunities and understand service provider business models to engage and sell.
Leadership
* Strong communication, supports account team with expertise, proposal support, and customer communications.
* Motivates and coaches peer sales team members; counsels through selling challenges.
* Anticipates changes in requirements and builds contingencies.
* Willing to take calculated risks in line with leadership vision.
* Recognizes and celebrates successes.
Other
* Advanced financial acumen; uses tools to profile each account’s business unit.
* Good prioritization and delegation skills to focus on key opportunities.
Impact/Scope
* Accounts may vary in size; may work in private Enterprise corporate or public sector segments.
* Assigned average or higher size quota.
Complexity
* Coordinates internal and external partners to deliver appropriate solution sales.
* Interfaces with customer/partner at all organizational levels, including senior levels.
Additional Information
Hewlett Packard Enterprise is an Equal Employment Opportunity / Veterans / Disabled / LGBT employer. We do not discriminate on the basis of race, gender, or any other protected category, and all decisions are made on the basis of qualifications, merit, and business need. Our goal is to be one global team that is representative of our customers, in an inclusive environment where we can continue to innovate and grow together.
Employer Details
Job Type: Full-time, Job Function: Information Technology, Industries: IT Services and IT Consulting. Seniority level: Not Applicable.
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