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. Responsibilities
Responsible for sales of storage products and solutions in assigned territory, industry or accounts.
Seeks out new opportunities by expanding and enhancing existing opportunities.
Develops pursuit plans and builds and manages the storage sales pipeline.
Contributes to proposal development, negotiations and deal closings.
Build sales readiness and reduces client learning curve through effective knowledge transfer in storage.
Works closely with and supports the Account Manager, providing technical expertise and support. Participates in client engagements up to C- level for complex solutions in smaller accounts.
Directs and coordinates supporting sales activities related to pipeline hygiene through account managers, Presales, channel partners and other relevant stakeholders.
Effectively uses internal sales tools to maintain a healthy pipeline and the account plan in a timely fashion.
Collaborates across the HPE teams to deliver a consistent approach to developing business, including account planning for end to end solutions
Assesses solution feasibility from a technical and business perspective to determine """"qualify-in""""/""""qualify-out"""" status.
Negotiates profitable deals so that the company can expand opportunities based on the existing business, and increase the company's footprint and revenue in storage.
Drives sales of the Storage portfolio, using strong leadership and initiative to successfully prospect, negotiate and close deals.
Establishes a professional and consultative relationship with the client by achieving a developed understanding of the unique business needs of the client within the industry.
Interfaces with both internal and external/industry experts to anticipate customer needs and facilitate solutions development.
Focuses on and works with the channel to forge relationships, provide enablement of key technologies, and co-sell to end-users.
Effectively leads, evangelizes, and helps to coordinate Storage marketing campaigns (digital/new techniques) to ensure successful launches and maintenance of campaign momentum, in alignment with the account strategy.
Acts as a trusted storage solutions consultant for the slated accounts/region.
Reinforces and articulates HPE's strategy and portfolio to partners and champions to uncover new business opportunities and contacts, including new logos when appropriate.
Effectively uses references to craft a story that makes complex technologies seem simple and understandable for the customers.
Actively generates customer interest and understands the customer's buying trends. Links business and financial benefits with technology offerings. Illustrates the ROI & TCO advantages of HPE offerings for the customer's business.
Supports deal closure in partnership with relevant internal stakeholders, including account managers and channel partners.
Classification Guidance The sections below help differentiate between levels to enable consistency. Education and Experience
University or Bachelor's degree preferred.
Demonstrated achievement of progressively higher quota, interface with diverse business customers.
Typically 4-8+ years of sales experience.
Storage related sales experience strongly desired.
Extensive vertical industry knowledge required.
Knowledge and Skills Storage Specialist- Sales Acumen & Behaviors
Possesses expertise to be able to assess solution feasibility from a technical and business perspective, to determine """"qualify-in""""/""""qualify-out"""" status.
Uses expertise to negotiate and drive deals, to ensure successful closure and a high win rate.
Uses client engagement skills in collaboration with account leads to propose expansive systems or service solutions to client.
Demonstrates hunter mentality to actively pursue solution opportunities in acquisition and development accounts and to pursue new business.
Possesses the ability to independently articulate the technical solution and the commercial benefits to the client.
Possesses knowledge of digital and modern methods to connect and sell.
Uses storage knowledge to actively prospect within accounts, to discover or cultivate sales opportunities.
Deep knowledge of storage, cloud, solution or service offerings as well as competitor's offerings, to be able to sell expansive systems or services and attached products.
Understands the outside-in view and possesses solid knowledge of industry trends. Stays abreast of competitors and key partner/ISV solutions, including both traditional and emerging vendors. Leverages HPE's opportunities and mitigates challenges.
Understands the role of IT within the area of storage. Understands how the company's solutions differentially address specific vertical industry challenges, as well as their cross-segment capabilities.
Demonstrates high service knowledge in researching and sharing service-related information with account teams and customers.
Understands the industry and market segments in which key accounts are situated, and integrates this knowledge into consultative selling.
Understands services as part of strategic product sales.
Understands how and when to engage different types of partners effectively, and is able to map the right partner to an opportunity.
Expertise in mapping the right partner skills to the required storage related opportunity.
Possesses deep understanding of the business models of service providers, to be able to engage and sell.
Solid communication skills and actively supports account team with expertise, proposal support, presentations, and other customer/partner communications.
Motivates, coaches and supports peer sales team members to ensure effective selling; counsels through selling challenges.
Understands how changing requirements and unintended consequences impact success, and builds contingencies to manage these factors.
Willing to take calculated risks in line with the vision from senior leadership.
Recognizes and celebrates successes.
Possesses advanced financial acumen and leverages the available tools to profile each account’s business unit.
Good prioritization and delegation skills in order to focus on the key client opportunities.
Account size ranges; may work in a Small, medium, Enterprise, or corporate segment; varied sales cycle.
Assigned average or higher size quota.
May coordinate internal & external partners to deliver appropriate solution sale.
Establishes relationships with customer/partner at all organizational levels; able to interface with senior levels in internal and external groups.
HPE is an equal opportunity employer/Female/Minority/Individual with Disabilities/Protected Veteran Status