Sales Consultant, Services
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.
Learning does not only happen through training. Relationships are among the most powerful ways for people to learn and grow, and this is part of our HPE culture. In addition to working alongside talented colleagues, you will have many opportunities to learn through coaching and stretch assignment opportunities. You’ll be guided by feedback and support to accelerate your learning and maximize your knowledge. We also have a “reverse mentoring” program which allows us to share our knowledge and strengths across our multi-generation workforce.
Our Enterprise Group (EG) combines the portfolio of Enterprise Servers, Storage, Networking and Technology Services to solve the complexities of the extended enterprise and deliver advanced solutions and services to our global, commercial and public sector and SMB customers throughout the regions.
Roles and Responsibilities:
- Responsible for creating and driving their sales pipeline.
- Capture leads outside of specialization and use closed-loop lead management to ensure assignment and follow-up by others.
- Maintain knowledge of competitors in account to strategically position company’s products and 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.
- Development of quota objectives and future direction for defined product category.
- Some specialists also responsible for selling outsourcing deals.
- 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.
- For Services Consultants: Focus on growing contractual renewals for mid-to-large accounts with more complexity, to higher-total contract-value renewals.
- Directs or coordinates supporting sales activities
Scope and Impact:
- 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.
Hewlett Packard Enterprise Values:
Partnership first: We believe in the power of collaboration – building long term relationships with our customers, our partners and each other
Bias for action: We never sit still – we take advantage of every opportunity
Innovators at heart: We are driven to innovate – creating both practical and breakthrough advancements
What do we offer?
Extensive social benefits, flexible working hours, a competitive salary and shared values, make Hewlett Packard Enterprise one of the world´s most attractive employers. At HPE our goal is to provide equal opportunities, work-life balance, and constantly evolving career opportunities.
If you are looking for challenges in a pleasant and international work environment, then we definitely want to hear from you. Apply now below, or directly via our Careers Portal at www.hpe.com/careers
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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 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 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.
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