OS Services Sales

OS Services Sales

This role has been designated as 'Edge', which means you will primarily work
outside of 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.
Responsible for selling technology, services and/or technology management
services (TMS) to end-user customers (and/or partners) in an assigned
geographic territory or industry focusing on new business or up-selling within
an account. The position requires a solid understanding of the services value
proposition and how customers assign services contracts. Knowledge of
marketing campaigns to align initiatives with account planning activities is
also required.
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.
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:
* In depth knowledge about product, service, solution and differentiators between own offerings and what competitor's offerings.
* Applies specialized technical product/service/ solution knowledge in working with account teams to screen and prioritize multiple leads for feasibility.
* Use knowledge in specialty, and consultative selling skills, to proactively help customers with making IT business decisions.
* Assesses solution feasibility from a technical and business perspective to determine "qualify-in"/"qualify-out" status
* Solid communication and presentation skills within IT at the manager level.
* Product demonstration, customer training, product installation skills. (for product specialty roles)
* Conceptualizes and articulates well-targeted solutions in area of specialty - product, service, solution - from proposal to contract sign- off.
* Have enough knowledge about a product, service or solution to be able to qualify a deal.
* Negotiates profitable deals so that the company can expand opportunities based on the existing business and increase the company's footprint and revenue.
* Opportunity prospecting as related to specialty area and in expanding existing client business, in order to generate leads/referrals to account team.
* Maintain knowledge of industry trends, associated solutions, and key partner/ISV solutions.
* Regular use of Siebel updating deal profile and forecasting accurately.
Join us and make your mark!
We offer:
* A competitive salary and extensive social benefits
* Diverse and dynamic work environment
* Work-life balance and support for career development
* An amazing life inside the element! Want to know more about it?
Then let's stay connected!
https://www.facebook.com/HPECareers
https://twitter.com/HPE_Careers
HPE is an Equal Employment Opportunity/ Veterans/Disabled/LGBT and Affirmative
Action employer. We are committed to diversity and building a team that
represents a variety of backgrounds, perspectives, and skills. We do not
discriminate and all decisions we make are made on the basis of
qualifications, merit, and business need. Our goal is to be one global diverse
team that is representative of our customers, in an inclusive environment
where we can continue to innovate and grow together
Job:
Sales
Job Level:
Intermediate

Hewlett Packard Enterprise is EEO F/M/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.