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About the Role

This role involves collaborating with account managers to drive sales within a specialized technical area, managing the sales pipeline, and developing solutions to meet client needs.

Responsibilities

Actively prospect within accounts to discover solutions sales opportunities within the area of technical specialty.
Manage sales pipeline.
Formulate and expand solutions to generate additional product or service attachments and up-sell revenue.
Establish professional, working, and consultative relationships with clients.
Develop a core understanding of unique client business needs within their industry.
Work with clients up to IT management level.
Contribute to pipeline building by generating leads and referrals.
Focus on growing contractual renewals for small-to-mid size accounts.
Interface with internal and external experts to anticipate customer needs.
Facilitate solutions development.
Build sales readiness and reduce client learning curve through effective knowledge transfer.
Negotiate profitable deals to expand opportunities and increase company footprint and revenue.
Prospect for opportunities in the specialty area and expand existing client business.
Maintain knowledge of industry trends, associated solutions, and key partner/ISV solutions.
Regularly use Siebel for updating deal profiles and accurate forecasting.

Requirements

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.

Skills

In-depth knowledge about product, service, solution and differentiators between own offerings and competitor's offerings.
Apply specialized technical product/service/solution knowledge to screen and prioritize multiple leads.
Use knowledge in specialty and consultative selling skills to proactively help customers with IT business decisions.
Assess solution feasibility from a technical and business perspective.
Solid communication and presentation skills within IT at the manager level.
Product demonstration skills.
Customer training skills.
Product installation skills.
Conceptualize and articulate well-targeted solutions from proposal to contract sign-off.
Sufficient knowledge about a product, service or solution to qualify a deal.
Negotiate profitable deals.
Opportunity prospecting.
Maintain knowledge of industry trends.
Maintain knowledge of associated solutions.
Maintain knowledge of key partner/ISV solutions.
Regular use of Siebel.

Location

Hybrid

Work Type

Hybrid

Experience Level

Intermediate
3-5 years

Education Level

University or Bachelor's degree preferred

Benefits

Health & Wellbeing comprehensive suite of benefits
Personal & Professional Development programs
Unconditional Inclusion

About the Company

Hewlett Packard Enterprise is the global edge-to-cloud company advancing the way people live and work.
HPE helps companies connect, protect, analyze, and act on their data and applications.
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.
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.
All decisions 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.