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About the Role

HPE Private Cloud Sales Specialists are subject matter experts in positioning HPE Private Cloud AI, identifying and leading customer engagements. They are responsible for selling technology, services, and technology management services to end-user customers or partners within an assigned territory or industry, focusing on new business or up-selling within an account. The role requires a solid understanding of the services value proposition and involves developing consultative customer proposals tailored to meet customer needs.

Responsibilities

Leverage PTB data to target and prioritize opportunities in collaboration with Primary Seller, creating a plan.
Act as the expert for the Private Cloud AI solution, conduct account and industry research to position PCAI.
Drive initial AI customer conversations and validate PCAI opportunities, covering AI use cases and technical knowledge to position PCAI.
Position PCAI with all AI personas: technical/SW personas (CDO, MLOps, AI/ML Engineer, Data Scientist), outcome-driven personas (CEO, CTO, LOB) and ITDMs (CIO, VP Infrastructure).
Provide next steps and alternatives for opportunity follow-up.
Partner with Ecosystem: Channel, GSI, and SDP’s.
Develop long-term sales pipelines to increase the company's market share in specialized areas.
Use specialty expertise to seek new opportunities for customer value by expanding and enhancing existing opportunities to build the pipeline and drive pursuit in specialty areas.
Provide support to Account Managers.
Set direction for business development and solution replication.
Create and grow reference customers.
Sell complex products or solutions to customers on a partnership basis.
Establish professional, working, and consultative relationships with clients, including C-level for mid-to-large accounts by developing a core understanding of unique client business needs within their industry.
Maintain and use overall cross-portfolio knowledge to support account leads with integration of solutions.
Contribute to enduring executive relationships that establish the company's consultative professionalism and promote total solution capabilities.
Maintain expertise on IT at all levels - new applications, maintenance, typical budgets of the CIO's, typical objectives, measures, metrics.
Maintain broad market and competitor knowledge to ensure credibility with Customer Executives.

Requirements

University or Bachelor's degree; Advanced University or MBA preferred.
Directly related previous work experience.
Demonstrated achievement of progressively higher quota diversity of business customer, and higher-level customer interface.
Prior selling experience includes multiple, diverse set of selling responsibilities.
Viewed as expert in given field by company and customer.
Considered a mentor of selling strategy, including designing strategy.
Typically 3 - 5 years of related sales experience.
Is considered a master in knowledge of products, solution or service offerings as well as competitor's offerings to be able to sell large, complex solutions.
Know strengths and weaknesses of key competitors in account and how to leverage this knowledge in the account.
Uses expertise specialty, consultative solution selling and business development skills to align client's business needs with solution.
In-depth knowledge of client's business, organizational structure, business processes and financial structure.
Considerable knowledge of the customer's infrastructure and architecture.
Demonstrates leadership and initiative in successfully driving services sales in accounts - prospecting, negotiating and closing deals.
Demonstrates leadership and initiative in successfully driving full portfolio including hardware, software and services needed for the customer's requirements.
Strategic planning on a business development level; can build an effective business case reflecting the value of an appropriate strategy.
Balance strategic and tactical pursuits to optimize coverage and develop a predictable revenue stream.
Uses C-level engagement skills in collaboration with account leads to offer value-add solutions to the client.
Excellent project oversight skills.
Works with the account team to build an effective account plan and strategy to drive incremental revenue in the account.
Successful partner engagement experience, works effectively with partners to drive additional revenue.
Understand and sells high value software solutions.
Demonstrates the ability to leverage the company's portfolio of products and services to change the playing field against competition.
Understands the leverage of services as part of strategic portfolio of products.
Promotes services as part of all strategic opportunities.
Maintain knowledge of industry trends, associated solutions, and key partner/ISV solutions.

Skills

AI Platforms & Generative AI expertise
AI use cases, outcomes and technology stack (HW, SW) knowledge
Differentiation from Hyperscalers and traditional competitors
Consultative customer proposal development
Understanding of services value proposition
Market data analysis
New logo acquisition
Technical aspects of PCAI HW & SW knowledge
C-level engagement skills
Project oversight skills
Partner engagement
Selling high value software solutions
Leveraging company portfolio
Understanding of services as strategic portfolio components
Industry trend knowledge
Associated solutions knowledge
Key partner/ISV solutions knowledge

Location

Hybrid
United Kingdom

Work Type

Hybrid

Experience Level

Specialist
3 - 5 years of related sales experience

Education Level

University or Bachelor's degree
Advanced University or MBA preferred

Benefits

Comprehensive suite of benefits supporting physical, financial and emotional wellbeing
Personal & Professional Development programs
Unconditional Inclusion
Flexibility to manage work and personal needs

About the Company

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.

Equal Opportunity

HPE is committed to creating an inclusive and accessible workplace and encourages applications from all qualified individuals, including those with disabilities.
HPE is an Equal Employment Opportunity/ Veterans/Disabled/LGBT employer.
We do not discriminate on the basis of race, gender, or any other protected category, and all decisions we make are made on the basis of qualifications, merit, and business need.
Our goal is to be one global team that is representative of our customers, in an inclusive environment where we can continue to innovate and grow together.
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.