Vertica Software Sales Specialist

HPE Software Vertica Sales Specialist (Central)

  • Work with application developers embedding Vertica for real-time, scalable customer experience, operational analytics and service assurance insight.

Develops long term sales pipeline to increase company market share in specialized area.

  • Use specialty expertise to seek out new opportunities for customer value by expanding and enhancing existing opportunities to build the pipeline in and drive pursuit in specialty area.
  • Provide support to the Account managers. Set direction for business development and solution replication.
  • Creates and grows reference customers
  • Sell complex products or solutions to customers on a partnership basis. May act as a dedicated resource to a few strategic accounts.
  • Services specialists may also be responsible for selling small outsourcing deals.
  • For Services Consultants: Focus on growing contractual renewals for large accounts with more complexity, to higher-total contract-value renewals.
  • Establish a professional, working, and consultative, relationship with the client, 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.
  • Maintain and use overall cross-portfolio knowledge to support account leads with integration of solutions.
  • Contribute to enduring executive relationships that establish companies consultative professionalism and promote its total solution capabilities
  • Maintains expertise on IT at all levels – new applications, maintenance, typical budgets of the CIO’s, typical objectives, measures, metrics.
  • Maintains broad market and competitor knowledge to ensure credibility with Customer Executives

Scope and Impact

  • Works on a smaller number of accounts of greater strategic (long term) value to the company.
  • Significant percentage of time spent directly with customer interfaces with all levels.
  • Minimal direct time with customer’s technical buyers.
  • Typically assigned higher than average quota.

Education and Experience Required:

  • University or Bachelor’s degree; Advanced University or MBA preferred.
  • Directly related previous work experience.
  • Demonstrated achievement of progressively higher quota diversity of business customer, and higher level customer interface.
  • Prior selling experience includes multiple, diverse set of selling responsibilities.
  • Viewed as expert in given field by company and customer.
  • Considered a mentor of selling strategy, including designing strategy.
  • Typically 12 years of related sales experience.
  • Project management skills required.
  • 3-5 years’ experience in the desired specialty.

Knowledge and Skills Required:

  • Is considered a master in knowledge of products, solution or service offerings as well as competitor’s offerings to be able to sell large, complex solutions.
  • Know strengths and weaknesses of key competitors in account and how to leverage this knowledge in the account.
  • Uses expertise in specialty, consultative solution selling and business development skills to align the client’s business needs with solution.
  • In-depth knowledge of client’s business, organizational structure, business processes and financial structure.
  • Considerable knowledge of the customer’s infrastructure and architecture.
  • Demonstrates leadership and initiative in successfully driving services sales in accounts – prospecting, negotiating and closing deals
  • Demonstrates leadership and initiative in successfully driving full portfolio including hardware, software and services needed for the customer’s requirements.
  • Strategic planning on a business development level; can build an effective business case reflecting the value of an appropriate strategy.
  • Balance strategic and tactical pursuits to optimize coverage and develop a predictable revenue stream.
  • Uses C-level engagement skills in collaboration with account leads to offer value-add solutions to the client.
  • Excellent project oversight skills.
  • Works with the account team to build an effective account plan and strategy to drive incremental revenue in the account.
  • Utilizes Siebel as an expert and accurately forecasts business.
  • Successful partner engagement experience. Works effectively with our partners to drive additional revenue.
  • Understand and sells high value software solutions.
  • Demonstrates the ability to leverage companies portfolio of products and services to change the playing field against our competition.
  • Understands the leverage of services as part of strategic portfolio of products. Promotes services as part of all strategic opportunities.
  • Maintain knowledge of industry trends, associated solutions, and key partner/ISV solutions.

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