Sales Specialist, Storage

Overview

Sales Specialist, Storage

This role has been designed as ‘Hybrid’ with an expectation that you will work on average 2 days per week 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 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. Job Description

Job Family Definition :

Sales Specialists & Consultants are product, services, software or solution 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. Management Level Definition :

Applies advanced subject matter knowledge to solve complex business issues and is regarded as a subject matter expert. Frequently contributes to the development of new ideas and methods. Works on complex problems where analysis of situations or data requires an in-depth evaluation of multiple factors. Leads and / or provides expertise to functional project teams and may participate in cross-functional initiatives. Acts as an expert providing direction and guidance to process improvements and establishing policies. Frequently represents the organization to external customers / clients. Exercises significant independent judgment within broadly defined policies and practices to determine best method for accomplishing work and achieving objectives. May provide mentoring and guidance to lower level employees. 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. Effectively leads, evangelizes, and coordinates Storage marketing campaigns to ensure a successful launch and maintenance of campaign momentum, in alignment 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. Effectively uses references to craft a story that makes complex technologies seem simple and understandable for customers. Actively generates customer interest and anticipates buying trends. Links business and financial benefits with technology offerings. Illustrates ROI & TCO advantages of HPE offerings for the customer\'s business. Cultivates and maintains positive relationships with customers to ensure account retention and growth, positioning the company as the preferred vendor to meet business needs. 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 solution opportunities in acquisition and development accounts and to pursue new business. Possesses the ability to independently articulate 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

Is considered an expert in knowledge of storage, cloud, solution or service offerings as well as competitors\' offerings to be able to sell large solutions. Understands the outside-In view and possesses deep knowledge of industry trends. Stays abreast of competitors and key partner / ISV solutions, including both traditional and emerging vendors. Leverages HPE\'s opportunities and mitigates challenges. Understands the role of IT within storage and how the company\'s solutions address vertical industry challenges, as well as cross-segment capabilities. Demonstrates high service, product, and solution knowledge. Can articulate and differentiate HPE\'s product offerings against the competition. Solutions Acumen

Understands the industry and market segments in which key accounts are situated, and integrates this knowledge into consultative selling. Possesses the ability to leverage the company\'s product portfolio and services to up-sell. Possesses deep expertise of end-to-end data solutions leveraging the HPE storage portfolio and ecosystem of partners, with a focus on traditional and modern applications and competitive positioning. Location : Saudi Arabia 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 (Inactive), Long Term Planning, Managing Ambiguity 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. Unconditional Inclusion :

We are unconditionally inclusive in the way we work and celebrate individual uniqueness. 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.

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