Sales Consultant, Services

  • Competitive and motivated to earn higher incomes via Technology Services Sales to larger accounts in mid-America region
  • Willing to lead when necessary to achieve the goal
  • Creative Dealmaker
  • Likes to go fast and get things done quickly
  • Responsible for creating, driving and maintaining their sales pipeline using Salesforce.com.
  • Maintain knowledge of competitors in account to strategically position HPE services better.
  • Use specialty expertise to seek out new opportunities and expand and enhance existing opportunities to build the pipeline in and drive pursuit.
  • Provide support to Account managers and provide input regarding business development and solution expertise in Technology Services.
  • Knowledge of Outsourcing or Out-tasking could be a plus.
  • Establish a professional, working, and consultative, relationship with the client, up to and including the C-level for mid-to-large accounts, by developing a core understanding of the unique business needs of the client within their industry.
  • May invest time working with and leveraging external partners to deliver sale.
  • Focus on growing contractual renewals for mid-to-large accounts with more complexity, to higher-total contract-value renewals.
  • Directs or coordinates supporting sales/pursuit activities including solution architecture
  • Works on company’s larger accounts.
  • May perform project management role.
  • May invest time working external partners.
  • Significant percentage of time spent directly with customer; interfaces with all levels, including highest within customer organization.
  • May develop business plan in conjunction with customer.
  • Typically assigned higher than average quota.

Education and Experience Required:

  • University or Bachelor’s degree
  • Directly related previous work experience.
  • Demonstrated achievement of progressively higher quota, diversity of business customer, and higher level customer interface.
  • Extensive selling experience within industry and on similar products.
  • Typically 8-12 years of advanced sales experience.
  • Project management skills required.
  • 2-3 years of product sales in the desired specialty.

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 IT 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 company’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 company 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 company’s portfolio and change the playing field on our competitors.
  • Utilizes SFDC and accurately forecasts business.
  • Understands and sells high value service and support solutions
  • Evangelizes services as part of strategic product sales.
  • Maintain expertise of industry trends, associated solutions, and key partner/ISV solutions.
  • Has/Maintains knowledge of IT at all levels – new applications, maintenance, typical budgets of the CIO’s, typical objectives, measures, metrics.

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