Sales Specialist (MCI) - Networking

Job Description:

Aruba is an HPE Company, and a leading provider of next-generation network access solutions for the mobile enterprise. Helping some of the largest companies in the world modernize their networks to meet the demands of a digital future, Aruba is redefining the “Intelligent Edge” – and creating new customer experiences across intelligent spaces and digital workspaces. Join us redefine what’s next for you.

About the Role

The role is responsible for developing and executing account strategies, building senior customer relationships, creating and converting large, complex opportunities, and positioning HPE Networking’s portfolio to address customers’ business and technology priorities.
The successful candidate will act as a trusted business and technology partner to key enterprise customers, working closely with HPE Networking’s specialist teams, HPE Financial Services, channel partners and the broader HPE ecosystem to deliver differentiated networking solutions and profitable growth.

What You’ll Do
Strategic Account Management
Own and grow a portfolio of large strategic MCI enterprise accounts across Mumbai.
Develop and execute strategic account plans aligned to customer business priorities and HPE Networking’s growth objectives.
Build strong relationships with CIOs, CTOs, CDOs, business leaders and other senior decision-makers.
Develop a deep understanding of customer strategy, business challenge, IT landscape and transformation initiatives.
Identify whitespace and expand HPE Networking’s presence across existing accounts.
Drive Large & Complex Opportunities
Create, qualify and progress a strong pipeline of strategic opportunities, with a focus on large and complex networking deals.
Lead opportunity strategy, pursuit planning, executive engagement and closure of key opportunities.
Orchestrate HPE Networking’s specialist teams and partner ecosystem to develop differentiated customer solutions.
Drive consultative selling by connecting customer business outcomes to HPE Networking’s technology and services portfolio.
Maintain strong forecast accuracy, pipeline quality and deal discipline.
HPE Networking Portfolio & Solution Selling
Position HPE Networking’s portfolio to address customer requirements, including Enterprise Networking, Wireless, Switching, Routing, Network Security, AI-driven networking, Private 5G and HPE Financial Services, as relevant to the account.
Drive adoption of HPE’s Aruba and Juniper networking portfolios, positioning integrated and differentiated solutions based on customer requirements.
Identify opportunities to move customers from point-product purchases to broader HPE Networking solutions and platforms.
Develop compelling value propositions and competitive strategies against key competitors.
Drive technology refresh, network modernization, automation, security and AI-driven networking opportunities within strategic accounts.
Customer & Partner Engagement
Establish HPE Networking as a strategic technology partner rather than a product supplier.
Build and maintain relationships across customer business, technology, procurement and partner organizations.
Work effectively with HPE channel partners to develop and execute account strategies.
Influence customer buying decisions through strong business value articulation, executive engagement and differentiated solution positioning.
Business & Sales Discipline
Own revenue, pipeline and growth objectives for the assigned accounts.
Maintain accurate rolling forecasts and ensure strong CRM and sales-process discipline.
Monitor deal economics, pricing and margins to support profitable growth.
Continuously assess competitive activity and develop effective strategies to protect and grow HPE Networking’s position.
What You Need to Bring
Education and Experience:
Bachelor’s degree or equivalent qualification; MBA or relevant postgraduate qualification is a plus.
12+ years of enterprise technology sales/account management experience, preferably managing large strategic accounts.
Proven track record of achieving or exceeding sales targets and closing large, complex technology deals.
Strong experience in consultative and solution selling within large enterprises.
Demonstrated ability to build relationships with CXO and senior business/technology stakeholders.
Strong understanding of enterprise networking, wireless, switching, routing, network security and digital transformation.
Experience working with channel partners and cross-functional specialist teams.
Strong commercial, negotiation, presentation and executive communication skills.
Ability to operate effectively in complex, matrixed and highly competitive environments.
Strong business acumen with the ability to connect technology solutions to measurable customer outcomes.
Established relationships and experience working with large Manufacturing, Conglomerate and IT/ITeS customers would be an advantage.
What Will Make You Successful
Customer obsession: Understand the customer’s business before positioning the technology.
Strategic thinking: Think beyond individual transactions and build multi-year account strategies.
Enterprise selling: Comfortable navigating complex organizations, multiple stakeholders and long sales cycles.
Executive presence: Able to engage credibly with CXOs and senior business leaders.
Hunter mentality: Consistently identifies whitespace, creates demand and opens new opportunities within existing accounts.
Orchestration: Brings together HPE specialists, partners and internal stakeholders to win complex deals.
Competitive intensity: Understands the competitive landscape and develops clear strategies to win.
Execution discipline: Maintains strong pipeline hygiene, forecast accuracy and deal governance.

Accessibility

HPE is committed to creating an inclusive and accessible workplace and encourages applications from all qualified individuals, including those with disabilities. If you believe you require accommodation during any stage of the application or interview process, please submit your request by completing our secure form linked here.

Note: This option is reserved for applicants needing assistance/reasonable accommodation related to a disability.

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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