Sales Specialist, Storage

Overview

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Sales Specialist, Storage

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Hewlett Packard Enterprise . This role has been designed as ‘Hybrid’ with an expectation that you will work on average 2 days per week from an HPE office. About Us

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 varied 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. Responsibilities

Responsible for sales of storage products and solutions in assigned territory, industry or accounts. Uses advanced storage expertise to seek out new opportunities for customer value by expanding and enhancing existing opportunities. Creates and drives the storage sales pipeline. Captures leads outside of specialization and uses closed-loop lead management to ensure assignment and follow-up by others. Collaborates with the account pursuit teams to leverage their solutions expertise for business development. Builds sales readiness and reduces client learning curve through effective knowledge transfer in storage. Contributes to development of quota objectives and future direction for storage product lines. Directs and coordinates supporting sales activities related to pipeline hygiene through account managers, Presales, channel partners and other relevant stakeholders. Effectively uses internal sales tools to maintain a healthy pipeline and the account plan in a timely fashion. Collaborates across the HPE teams to deliver a consistent approach to developing business, including account planning for end-to-end solutions. Assesses solution feasibility from a technical and business perspective to determine qualify-in / qualify-out status. Negotiates and drives profitable deals to ensure successful closure and a high win rate. Drives sales of the storage portfolio, using strong leadership and initiative to successfully prospect, negotiate and close deals. 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. Leverages advanced knowledge of competitors and industry trends to strategically position the company's products and services. Focuses on and works with the channel to forge relationships, provide enablement of key technologies, and co-sell to end-users. Leads and coordinates Storage marketing campaigns (digital / new techniques) to ensure campaign momentum aligns with the account strategy. Acts as a trusted storage solutions consultant for the slated accounts / region. Reinforces and articulates HPE's strategy and portfolio to partners and champions to uncover new business opportunities and contacts, including new logos when appropriate. Generates customer interest and demonstrates the ROI & TCO advantages of HPE offerings for the customer's business. Cultivates and maintains positive relationships with customers to ensure account retention and growth. Supports deal closure in partnership with relevant internal stakeholders including account managers and channel partners. Education and Experience

University or Bachelor's degree preferred. Demonstrated achievement of progressively higher quota, interface with diverse business customers at all levels. Typically 6-10+ years of sales experience. Experience in storage sales, typically 2-3+ years. Extensive vertical industry knowledge required. Project management experience required. Storage Specialist - Sales Acumen & Behaviours

Possesses expertise to assess solution feasibility from a technical and business perspective, to determine qualify-in / qualify-out status. Uses expertise to negotiate and drive deals to ensure successful closure and a high win rate. Demonstrates hunter mentality to actively pursue opportunities in acquisition and development accounts and to pursue new business. Articulates the technical solution and the commercial benefits to the client. Possesses knowledge of digital and modern methods to connect and sell. Uses storage knowledge to actively prospect within accounts to discover or cultivate sales opportunities. Technology Focus

Expert in storage, cloud, solution or service offerings and competitor offerings to sell large solutions. Understands industry trends and keeps abreast of competitors and key partner / ISV solutions. Understands the IT role within storage and how solutions address vertical industry challenges and cross-segment capabilities. Demonstrates high service, product, and solution knowledge and can differentiate HPE offerings. Solutions Acumen

Understands industry and market segments of key accounts and uses this knowledge in consultative selling. Leverages the product portfolio to up-sell and has deep end-to-end data solutions expertise with focus on traditional and modern applications. Additional Skills

Accountability, Active Learning, Active Listening, Assertiveness, Building Rapport, Buyer Personas, Coaching, Complex Sales, Creativity, Critical Thinking, Cross-Functional Teamwork, Customer Experience Strategy, Customer Interactions, Design Thinking, Empathy, Financial Acumen, Follow-Through, Growth Mindset, Identifying Sales Opportunities, Industry Knowledge, Intellectual Curiosity, Long Term Planning, Managing Ambiguity What We Can Offer You

Health & Wellbeing : We provide a comprehensive benefits suite supporting physical, financial and emotional wellbeing. Personal & Professional Development : We invest in your career with programs to help you reach career goals. Unconditional Inclusion : We are unconditionally inclusive and value varied backgrounds. Let’s Stay Connected : Follow @HPECareers on Instagram for updates. Equal Opportunity

HPE is an Equal Employment Opportunity / Veterans / Disabled / LGBT employer. We do not discriminate and make decisions based on qualifications and business need. HPE is EEO Protected.

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