Sales Specialist - Software

Hewlett Packard Enterprise helps customers use technology to reduce the time it takes to turn ideas into value. In turn, customers transform industries, markets and lives. We provide the cutting-edge technology solutions customers need to optimize their traditional IT while helping them build the secure, cloud-enabled, mobile-ready future uniquely suited to their needs. We are proud to be the number one IT provider in the world and the only company to be a one-stop shop for consumers all the way up to large corporations.

Our culture is characterized by goal oriented people with a high sense of ownership; self-starters who are willing to embrace the constant transformation that our industry is subject to. Flexible working in specialist teams is one of our biggest assets. Result is what counts at HPE.

Currently, we are looking for experienced Sales Specialist in Software domain who will (be):

  • 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 HPE’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.
  • May invest time working with and leveraging external partners to deliver sale.
  • Directs or coordinates supporting sales activities

Scope and Impact

  • Works on HPE’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 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 HPE’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 HPE’s portfolio and change the playing field on our competitors.
  • Utilizes Salesforce 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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