CPO - Sales Manager II - Speciality
CPO - Sales Manager II - Speciality
Hewlett Packard Enterprise creates new possibilities for technology to have a meaningful impact on people, businesses, governments and society. HPE brings together a portfolio that spans software, services and IT infrastructure to serve more than 1 billion customers in over 170 countries on six continents. HPE invents, engineers, and delivers technology solutions that drive business value, create social value, and improve the lives of our clients. We're solving the world's most complex challenges, and our people are at the forefront of progress. In a Sales role at HPE, you'll play a part in building the future – one big idea at a time. You'll be selling HPE products, services, software, or solutions to customers, both directly and indirectly. Working at HPE, you'll have the resources to develop your talent and creativity. Are you ready to unleash your potential?
Financial Services is uniquely positioned to help customers move to the New Style of IT by providing: - Investment solutions that enhance business flexibility and agility - Investment expertise on a globally consistent basis - The capability and control to scale technology with speed and confidence We help customers build IT investment strategies that support transformation and the ability to deliver on business goals.
- Seek out new opportunities and expands and enhances existing opportunities to build and manage the pipeline in specialty area.
- Maintain knowledge of competitors in account to strategically position HP's products and services better.
- Develop pursuit plans and manage the pipeline to ensure alignment with account managers.
- Establish a professional, working, and consultative, relationship with the client, by developing a core understanding of the unique business needs of the client within their industry.
- Contributes to proposal development, negotiations and deal closings.
- Work closely with and support account manager, providing technical expertise and support, and participating in client engagements up to C-level engagements for more complex solutions in smaller accounts.
- May focus on growing contractual renewals for midsize accounts with some complexity, to higher-total contract-value renewals.
- Interface with both internal and external/industry experts to anticipate customer needs and facilitate solutions development.
- Build sales readiness and reduce client learning curve through effective knowledge transfer in area of specialization.
Scope and Impact:
- May coordinate internal & external partners to deliver appropriate solution sale.
- Establishes relationships with customer/partner at all organizational levels; able to interface with senior levels in internal and external groups.
- Assigned average or higher size quota.
- Account size ranges; may work in a Small-Medium, Enterprise, or Corporate Segment; varied sales cycle.
Education and Experience Required:
- University or Bachelor's degree preferred.
- Directly related previous work experience.
- Demonstrated success in achieving progressively higher quota.
- Extensive vertical industry knowledge required.
- Typically 5-8 years advanced sales experience required.
Knowledge and Skills Required:
- Is considered an expert in knowledge of products, solution or service offerings 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 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 HP's solutions differentially address specific vertical industry challenges as well as their cross-segment capabilities
- 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, and position HP as the preferred vendor for meeting all business needs
- Excellent project management skills.
- Establishes a professional working relationship, up to the executive level, with the client.
- 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.
- Deep knowledge of products, solution or service offerings as well as competitor's offerings.
- Understands how to leverage HP'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.
Critical Competencies to Drive Business Results:
New Business Acquisition
Aggressively searches for opportunities in new or existing accounts, expanding business in a way that ensures profitability for HP
Opportunity Qualification, Development and Closing
Assesses feasibility of pursuing an opportunity given what the customer is trying to accomplish, competitive presence and strength, and risk to HP of proceeding. Defines and positions well-targeted solutions to generate customer acceptance, develop internal HP buy-in, and wins the deal
Establishes HP' technical credibility with customers, educates account teams in area of specialization, and provides an interface between HP and its customer base
Account Planning and Alignment
Supports the development of account plans that focus sales activities, ensure accurate forecasts, and integrate specialist-selling seamlessly within an overall account strategy
Customer Relationship Management
Demonstrates customer-sensitive practices within accounts to support trust in HP and advance HP's account presence
Margin Management Support
Supports maintenance of the profit margin essential for protecting the business interests of HP
Sales Effectiveness Fundamentals
Tools & Resources Utilization, Businesses & Offers, Competitive Positioning, Organizational Collaboration
Hewlett Packard Enterprise is EEO F/M/Protected Veteran/ Individual with Disabilities.
HPE will comply with all applicable laws related to the use of arrest and conviction records, including the San Francisco Fair Chance Ordinance and similar laws and will consider for employment qualified applicants with criminal histories.
Meet Some of Hewlett Packard Enterprise's Employees
Senior Manager, Community Engagement
Rebecca is responsible for educating and inspiring HPE employees to become involved in the communities around them, then ensuring they’re each recognized for their contributions.
Back to top