P5G Sales Specialist

Join Hewlett Packard Enterprise as a P5G Sales Specialist

Who We Are:

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 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.

Job Description:

Job Family Definition:

Sales Specialists & Consultants are product, services, software or solution specialists responsible for leading pursuit in their assigned focus areas. They collaborate with and support Account Managers, providing specialist expertise within the sales team. They drive proactive campaigns to build the pipeline, using specialized knowledge and skills to prospect, qualify, negotiate, and close opportunities. Specialists may have named accounts allocated, cover a designated geography, or be assigned to one high-potential, competitive attack account.

Job Level Definition:

This role applies advanced subject matter knowledge to solve complex business issues and is regarded as a subject matter expert. You will frequently contribute to the development of new ideas and methods, work on complex problems requiring in-depth evaluation of multiple factors, and lead or provide expertise to functional project teams, possibly participating in cross-functional initiatives. You will act as an expert providing direction and guidance to process improvements and establishing policies, frequently representing the organization to external customers/clients. Significant independent judgment is exercised to determine the best method for accomplishing work and achieving objectives. You may also provide mentoring and guidance to lower level employees.

Responsibilities:

• Create and drive your sales pipeline, capturing leads outside of specialization and using closed-loop lead management to ensure assignment and follow-up by others.
• Maintain knowledge of competitors in account to strategically position the company’s products and services.
• Use specialty expertise to seek out new opportunities and expand and enhance existing opportunities to build the pipeline and drive pursuit.
• Support Account Managers and provide input regarding business development and solution expertise.
• Develop quota objectives and future direction for defined product category.
• Some specialists are also responsible for selling outsourcing deals.
• 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.
• May invest time working with and leveraging external partners to deliver sales.
• For Services Consultants: Focus on growing contractual renewals for mid-to-large accounts with more complexity, to higher-total contract-value renewals.
• Direct or coordinate supporting sales activities.

Education and Experience:

• University or Bachelor’s degree or directly related previous work experience.
• Demonstrated achievement of progressively higher quota, diversity of business customer, and higher level customer interface.
• Extensive selling experience within industry and on similar products.
• Typically 8-12 years of advanced sales experience.
• Project management skills required.
• 2-3 years of product sales in the desired specialty.

Knowledge and Skills:

• Expert knowledge of products, solutions, or service offerings as well as competitor’s offerings to sell large solutions.
• Understands the industry and market segment in which key accounts are situated, integrating this knowledge into consultative selling.
• Applies program/project management methods and processes to define, plan, cost, resource, track, and ensure successful pursuit.
• Understands the role of IT within area of specialization and how the company's solutions address specific vertical industry challenges and cross-segment capabilities.
• Account planning and accurate account revenue forecasting skills.
• Collaborates with management and sales teams in shared accounts to ensure seamless integration of specialist sales with other sales activities.
• Cultivates and maintains positive relationships with customers to ensure account retention and growth, positioning the company as the preferred vendor for meeting all business needs.
• Establishes a professional working relationship, up to the executive level, with the client.
• Demonstrates leadership and initiative in successfully driving specialty sales in accounts – prospecting, negotiating, and closing deals.
• Demonstrates high service or product knowledge and professionalism in researching and sharing service-related information with account teams and customers.
• Deep knowledge of products, solutions, or service offerings as well as competitor’s offerings.
• Understands how to leverage the company’s portfolio and change the playing field on our competitors.
• Utilizes Siebel as an expert and accurately forecasts business.
• Understands and sells high value software solutions.
• Understands selling of services sales.
• Leverages services as part of strategic product sales.
• Maintains expertise of industry trends, associated solutions, and key partner/ISV solutions.
• Maintains expertise on IT at all levels – new applications, maintenance, typical budgets of CIOs, typical objectives, measures, metrics.

Impact/Scope:

• Works on the company’s larger accounts.
• May perform project management role.
• May invest time working with external partners.
• Significant percentage of time spent directly with customers; interfaces with all levels, including the highest within customer organizations.
• May develop business plans in conjunction with customers.
• Typically assigned higher than average quota.

Complexity:

• May lead sales engagements where the field of specialty is the key to a profitable and successful delivery.
• Accounts may be international or global.
• Orchestrates the regional pursuit resources for the account.
• Typically assigned higher than average quota.
• Balances industry knowledge with the value of technology to enable articulation of business value in a customer engagement.
• May perform project management role.
• Coordinates external partners.

Additional Skills:

Accountability, Active Learning, 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, Long Term Planning, Managing Ambiguity, and more.

What We Can Offer You:

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.