Sales Specialist

Sales Specialist

  

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

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 intermediate level of subject matter knowledge to solve a variety of common business issues. Works on problems of moderately complex scope. Acts as an informed team member providing analysis of information and limited project direction input. Exercises independent judgment within defined practices and procedures to determine appropriate action. Follows established guidelines and interprets policies. Evaluates unique circumstances and makes recommendations.

What you'll do:

Responsibilities:

• Actively prospects within accounts to discover or cultivate solutions sales opportunities within area of technical specialty (in close cooperation with the account manager.
• Manage sales pipeline.
• Formulate and expand solutions to generate additional product or service attachments and up sell revenue.
• Certain roles may also sell through the channel.
• Establish a professional, working, and consultative, relationship with the client, by developing a core understanding of the unique business needs of the client within their industry.
• Work with the client up to IT management level.
• Contribute to building of the pipeline by generating leads and referrals and new customer opportunities within specialty area.
• May focus on growing contractual renewals for small-to-mid size accounts with limited complexity, to higher-total contract-value renewals.
• Interface with both internal and external/industry experts to anticipate customer needs and facilitate solutions development.
• Build sales readiness and reduce client learning curve through effective knowledge transfer in area of specialization.

What you need to bring:

Education and Experience Required:

• University or Bachelor's degree preferred. Demonstrated achievement of progressively higher quota, diversity of business customer and higher level customer interface.
• Detailed knowledge of key customer types or customers on given products.
• Typically 3-5 years of experience in specialty sales.

Knowledge and Skills:

• Direct Customer selling Experience with ability to sell technology products and consulting services with good understanding of any or all of the following, DataCentre, Hybrid IT, IOT and Big Data.
• Experience in responding to system integration RFPs/ Tender.
• Driving solutions in the Infrastructure solution and platform space.
• Driving Customer relationships for large engagements.
• Ability to understand block level solutions and have a first level discussion on the same with the customer.
• Has solution selling experience any or all in areas including but not limited to Cloud, Big Data, Cyber Security, Networks.
• Solution expertise in any or all of the following areas is desirable :- Consulting Services, IT Security consulting and managed services, Analytics Platform, Data Warehousing, Big Data solutions, Infrastructure solutions, Managed services
• Maintains knowledge of competitors in account to strategically position the company's solutions and services better.
• Use specialty expertise to seek out new opportunities and expand and enhance existing opportunities to build the pipeline in and drive pursuit.
• Provide support to Account managers and provide input regarding business development and solution expertise.
• Development of quota objectives and future direction in the defined accounts.
• Establish a professional, working, and consultative, relationship with the client, up to and 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.
• Focus on growing contractual renewals for mid-to-large accounts with more complexity, to higher- total contract-value renewals.

Accountability, Accountability, Active Learning (Inactive), Active Listening, Assertiveness, Bias, 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 {+ 6 more}

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.

#india#sales

Job:

Sales

Job Level:

Intermediate

    

Hewlett Packard Enterprise is EEO 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.