HPE GreenLake for Private Cloud Enterprise Sales Specialist

HPE GreenLake for Private Cloud Enterprise Sales Specialist

This role has been designed as ‘Onsite’ with an expectation that you will primarily work from an HPE office.

Who We Are:

Hewlett Packard Enterprise is the global edge-to-cloud company advancing the way people live and work. We help companies connect, protect, analyze, and act on their data and applications wherever they live, from edge to cloud, so they can turn insights into outcomes at the speed required to thrive in today’s complex world. Our culture thrives on finding new and better ways to accelerate what’s next. We know diverse backgrounds are valued and succeed here. We have the flexibility to manage our work and personal needs. We make bold moves, together, and are a force for good. If you are looking to stretch and grow your career our culture will embrace you. Open up opportunities with HPE.

Job Description:

The role:

Private Cloud Sales Specialist are solution, services, software or product specialists that are responsible for leading pursuit in their assigned focus areas. Collaborates with and supports Account Managers and provides specialist expertise within the sales team. Drives proactive campaigns to build the pipeline, uses specialized knowledge and skills to prospect, qualify, negotiate and close opportunities. May have named accounts allocated, cover a designated geography, or may be allocated to one high-potential, competitive attack account.

Responsibilities:

1. Responsible for sales of Hybrid Cloud solutions in assigned territory, industry or accounts.
2. Uses advanced Hybrid Cloud expertise to seek out new opportunities for customer value by expanding and enhancing existing opportunities.
3. Creates and drives the Hybrid Cloud sales pipeline. Captures leads outside of specialization and uses closed-loop lead management to ensure assignment and follow-up by others.
4. Orchestrating, empowering and motivating an extended Sales team, building rapport quickly with customers and teams.
5. Fearless in having different and creative conversations away from traditional HPE discussions, business leading discussion.
6. Operate in a “hunting” role, qualifying, developing, and closing large opportunities in “hunter” sales mode with minimal account management responsibility.
7. Actively contribute to the Community – wins, best practices, supporting others – team player.
8. Establish a professional, working, and consultative, relationship with the client, up to and including the C-level for large accounts and engagements.
9. Build sales readiness and reduces client learning curve through effective knowledge transfer about Hybrid Cloud.
10. Directs and coordinates supporting sales activities related to pipeline hygiene through account managers, Presales, channel partners and other relevant stakeholders.
11. Effectively uses internal sales tools to maintain a healthy pipeline and the account plan in a timely fashion.
12. Focus on large engagements, translate technical features into business benefits and drive full HPE portfolio deals with Hardware, Software Support and Integration Services in scope.
13. Assesses solution feasibility from a technical and business perspective to determine "qualify-in/qualify-out" status.
14. Negotiates and drives profitable deals to ensure successful closure and a high win rate.
15. Drives sales of the Hybrid Cloud portfolio, using strong leadership and initiative to successfully prospect, negotiate and close deals.
16. Establishes a professional and consultative relationship with the client by achieving an advanced understanding of the unique business needs of the client within the industry. Works with clients up to and including the C-level for mid-to-large accounts.
17. Leverages advanced knowledge of competitors and industry trends to strategically position the company's products and services.
18. Focuses on and works with the channel to forge relationships, provide enablement of key technologies, and co-sell to end-users.
19. Effectively leads, evangelizes, and helps to coordinate Hybrid Cloud marketing campaigns (digital /new techniques) to ensure a successful launch and maintenance of the campaign momentum, in alignment with the account strategy.
20. Acts as a trusted cloud solutions consultant for the slated accounts/region.
21. Reinforces and articulates HPE's strategy and portfolio to partners and champions to uncover new business opportunities and contacts, including new logos when appropriate.
22. Effectively uses references to craft a story that makes complex technologies seem simple and understandable for the customers.
23. Actively generates customer interest and anticipates customer's buying trends. Links business and financial benefits with technology offerings. Illustrates the ROI & TCO advantages of HPE offerings for the customer's business.
24. Cultivates and maintains positive relationships with customers to ensure account retention and growth, to position the company as the preferred vendor to meet business needs.
25. Supports deal closure in partnership with relevant internal stakeholders including account managers and channel partners.
26. Responsible for the commercial content of contract including pricing and some terms.
27. Significant percentage of time spent directly with customer; interfaces with all levels, including senior within customer organization.

Education and Experience:

1. University or Bachelor's degree preferred.
2. Demonstrated achievement of progressively higher quota, interface with diverse business customers at all levels.
3. Typically 6 + years of sales experience.
4. Proven customer relationships with 5 major customers in the assigned territory.
5. Expert in working with indirect channel model.
6. Deep competitive knowledge of at least 1 major cloud vendor.
7. Deep expertise in at least one of the major verticals (FSI, manufacturing, Healthcare) and related solutions.
8. Ability to perform hands-on demo of portfolio sold in the past.
9. Self-starter and able to ramp quickly.

Knowledge and Skills:

1. Hybrid Cloud - Sales Acumen & Behaviours:
2. Ability to land, understand and work a relatively complex work environment.
3. Is considered an expert in knowledge of products, solution or service offerings and their applications as well as competitor's offerings to be able to sell large solutions.
4. Understands the industry and market segment in which key accounts are situated, and integrates this knowledge into consultative selling.
5. Possesses expertise to be able to assess solution feasibility from a technical and business perspective, to determine "qualify-in/qualify-out" status.
6. Uses expertise to negotiate and drive deals to ensure successful closure and a high win rate.
7. Demonstrates hunter mentality to actively pursue for solution opportunities in acquisition and development accounts and to pursue new business.
8. Possesses the ability to independently articulate the technical solution and the commercial benefits to the client.
9. Uses cloud knowledge to actively prospects within accounts to discover or cultivate sales opportunities.

Technology Focus:

1. Is considered an expert in knowledge of cloud, solution or service offerings as well as competitor's offerings to be able to sell large solutions.
2. Demonstrates high service, product, and solution knowledge. Can articulate and differentiate HPE's product offerings against the competition.

Solutions Acumen:

1. Understands the industry and market segments in which key accounts are situated, and integrates this knowledge into consultative selling.
2. Possesses the ability to leverage the company's product portfolio and services to up sell.

Other:

1. Understands how and when to engage different types of partners effectively, and is able to map the right partner to an opportunity.
2. Expertise in mapping the right partner skills to the required opportunity.
3. Possesses deep understanding of business models of service providers, to be able to engage and sell.

Leadership:

1. Persuades and negotiates with others, draws upon interpersonal skills, empathy, and understanding of personality types.
2. Motivates, coaches and supports peer sales team members to ensure effective selling; counsels through selling challenges.
3. Clearly address challenges on customer's business horizon, aligns with requirements and priorities, reflects strategic partnering, and contributes to account growth objectives.
4. Demonstrates courage to take calculated risks; creates a sense of trust to inspire innovation in the team.
5. Rewards, recognizes and celebrates successes.

Impact/Scope:

1. May lead sales engagements to position creative PC solution which is the key to a profitable and successful delivery.
2. Accounts may be international or global.
3. Typically assigned higher than average quota.
4. Orchestrates the regional pursuit resources for the account.

Complexity:

1. Accounts may be international or global.
2. May perform project management role.
3. Coordinates external partners.

What We Can Offer You:

Health & Wellbeing: We strive to provide our team members and their loved ones with a comprehensive suite of benefits that supports their physical, financial and emotional wellbeing.

Personal & Professional Development: We also invest in your career because the better you are, the better we all are. We have specific programs catered to helping you reach any career goals you have — whether you want to become a knowledge expert in your field or apply your skills to another division.

Diversity, Inclusion & Belonging: We are unconditionally inclusive in the way we work and celebrate individual uniqueness. We know diverse backgrounds are valued and succeed here. We have the flexibility to manage our work and personal needs. We make bold moves, together, and are a force for good.

Let's Stay Connected:

Follow @HPECareers on Instagram to see the latest on people, culture and tech at HPE.

Job: Sales

Job Level: Master

HPE is an Equal Employment Opportunity/ Veterans/Disabled/LGBT and Affirmative Action employer. We are committed to diversity and building a team that represents a variety of backgrounds, perspectives, and skills. We do not discriminate and all decisions we make are made on the basis of qualifications, merit, and business need. Our goal is to be one global diverse team that is representative of our customers, in an inclusive environment where we can continue to innovate and grow together. Please click here: Equal Employment Opportunity.

Hewlett Packard Enterprise is EEO F/M/Protected Veteran/ Individual with Disabilities.

HPE will comply with all applicable laws related to employer use of arrest and conviction records, including laws requiring employers to consider for employment qualified applicants with criminal histories.