Sales Specialist

The market is incredibly dynamic and that presents an enormous opportunity for our customers. Datacenter Infrastructure and Hybrid Cloud Group focuses on technology innovation, industry leading quality and performance, and helps our customers to successfully go thru digital transformation by delivering a broad portfolio of products and solutions. Our world-class portfolio spanning servers, storage, data center networking, converged infrastructure and hybrid cloud solutions positions Hewlett Packard Enterprise as a clear market leader in Hybrid IT world.

  • 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.
  • 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.
  • Invest time working with and leveraging external partners to deliver sale.
  • Coordinates supporting sales activities

Scope and Impact

  • Works on company’s larger accounts.
  • Invest time working external partners.
  • Significant percentage of time spent directly with customer; interfaces with all levels, including highest within customer organization.
  • Develop business plan in conjunction with customer.

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.
  • 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 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
  • 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 CRM tools as an expert and accurately forecasts business.
  • Understands and sells high value solutions
  • 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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