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.
Orchestrating, empowering and motivating an extended Sales team, building rapport quickly with customers and teams.
Fearless in having different and creative conversations away from traditional HPE discussions, business leading discussion.
Operate in a hunting role, qualifying, developing, and closing opportunities in hunter sales mode with minimal account management responsibility.
Actively contribute to the Community wins, best practices, supporting others team player
Establish a professional, working, and consultative, relationship with the client, up to and including the C-level for large accounts and engagements.
Develop a core understanding of the unique business needs of the client within their industry and solution AMS to deliver against the customer’s business objectives.
Manage internal and external stakeholders, re sales processes and commercial
Responsible for the commercial content of contract including pricing and some terms
Use specialty expertise to seek out new opportunities and expand and enhance existing opportunities to build the pipeline in and drive pursuit.
Responsible for creating and driving a solid sales pipeline.
Provide support to Account managers and provide input regarding business development and solution expertise. Once the Adaptive Management solution is sold and delivered, the sales person is expected to move onto the next opportunity, unless net new opportunities exist for new services requiring contractual change.
Directs or coordinates supporting sales activities, manage pipeline, and relevant approval processes.
Significant percentage of time spent directly with customer; interfaces with all levels, including senior within customer organization.
Will develop tailored and relevant business case in conjunction with customer.
Education and Experience Required :
University or Bachelor's degree
Directly related previous or closely comparable work experience.
Financial skills associated with selling leasing / balance sheet products or proven business case creation
Proven Mgt skills re diverse virtual teams, strong motivational / inspirational skills
English speaking, other languages an advantage
Knowledge and Skills Required :
Ability to land, understand and work a relatively complex work environment
Is considered an expert in knowledge of products, solution or service offerings and their applications as well as competitor's offerings to be able to sell large solutions.
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 HPE's solutions address specific vertical industry challenges as well as their cross-segment capabilities
Business 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, and position HP as the preferred vendor for meeting all business needs
Demonstrates leadership and initiative in successfully driving specialty sales in accounts - prospecting, negotiating and closing deals.
Demonstrates high service or product knowledge and professionalism in researching and sharing service-related information with account teams and customers.
Understands how to leverage HP's portfolio and change the playing field on our competitors.
Understands and sells services and high value solutions
Leverages services as part of strategic product sales.
Travel is expected
HPE is an equal opportunity employer / Female / Minority / Individual with Disabilities / Protected Veteran Status