Hewlett Packard Enterprise
Storage Sales Specialist- SPG
Hewlett Packard Enterprise, Virginia, Minnesota, United States, 55792
Storage Sales Specialist – SPG
at Hewlett Packard Enterprise
Remote/Teleworker; primarily work from home.
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.
Job Description The SPG Storage Sales Specialists are product, services, software or solution specialists responsible for leading pursuit within the SPG on the storage portfolio. Requires active TS/SCI clearance at time of application. 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 advanced subject matter knowledge to solve complex business issues and is regarded as a subject matter expert. Frequently contributes to the development of new ideas and methods. Works on complex problems where analysis of situations or data requires an in-depth evaluation of multiple factors. Leads and/or provides expertise to functional project teams and may participate in cross‑functional initiatives. Acts as an expert providing direction and guidance to process improvements and establishing policies. Frequently represents the organization to external customers/clients. Exercises significant independent judgment within broadly defined policies and practices to determine best method for accomplishing work and achieving objectives. May provide mentoring and guidance to lower level employees.
Responsibilities
Responsible for sales of storage products and solutions in assigned territory, industry or accounts.
Uses advanced storage expertise to seek out new opportunities for customer value by expanding and enhancing existing opportunities.
Creates and drives the storage sales pipeline. Captures leads outside of specialization and uses closed‑loop lead management to ensure assignment and follow‑up by others.
Collaborates with the account pursuit teams to leverage their solutions expertise for business development.
Build sales readiness and reduces client learning curve through effective knowledge transfer in storage.
Contributes to development of quota objectives and future direction for storage product lines.
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 and drives profitable deals to ensure successful closure and a high win rate.
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 an advanced understanding of the unique business needs of the client within the industry.
Leverages advanced knowledge of competitors and industry trends to strategically position the company's products and services.
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 a successful launch and maintenance of the 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 anticipates 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.
Cultivates and maintains positive relationships with customers to ensure account retention and growth, to position the company as the preferred vendor to meet business needs.
Supports deal closure in partnership with relevant internal stakeholders including account managers and channel partners.
Education And Experience
Requires active TS/SCI clearance at time of application.
5+ years of experience working directly with SPG, marketing, and sales.
Demonstrated achievement of progressively higher quota, interface with diverse business customers at all levels.
Typically 6+ years of sales experience.
Experience in storage sales, typically 3+ years is preferred.
Extensive vertical industry knowledge required.
University or Bachelor's degree preferred.
3+ years of selling experience with a major storage company (Dell/EMC, Pure, NetApp) preferred.
Knowledge And Skills Storage Specialist – Sales Acumen & Behaviors
Possesses expertise to assess solution feasibility from a technical and business perspective.
Uses expertise to negotiate and drive deals to ensure successful closure and a high win rate.
Demonstrates hunter mentality to actively pursue solution opportunities in acquisition and development accounts.
Can articulate the technical solution and the commercial benefits to the client.
Possesses knowledge of digital and modern methods to connect and sell.
Actively prospects within accounts to discover or cultivate sales opportunities.
Technology Focus
Expert in storage, cloud, solution or service offerings and competitor offerings.
Understands the outside‑in view and has deep knowledge of industry trends.
Leverages HPE’s opportunities and mitigates challenges.
Understands the role of IT in the storage area and how solutions address vertical industry challenges.
Demonstrates high service, product, and solution knowledge.
Solutions Acumen
Understands industry and market segments in key accounts and integrates knowledge into consultative selling.
Leverages product portfolio and services to upsell.
Has deep expertise of end‑to‑end data solutions leveraging HPE storage portfolio and partner ecosystem.
Other
Engages different types of partners effectively and maps right partner to opportunity.
Expertise in mapping partner skills to storage opportunity.
Deep understanding of service provider business models to engage and sell.
Leadership
Persuades, negotiates, draws upon interpersonal skills and empathy.
Motivates, coaches, supports peer sales team members.
Addresses customer/partner business horizon challenges and aligns priorities.
Demonstrates courage to take calculated risks and inspires teamwork.
Recognizes successes.
Impact/Scope
Leads sales engagements to position creative storage solutions.
Accounts may be international or global.
Typically assigned higher than average quota.
Orchestrates regional pursuit resources.
Complexity
Accounts may be international or global.
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
Design Thinking
Empathy
Financial Acumen
Follow‑Through
Growth Mindset
Identifying Sales Opportunities
Industry Knowledge
Intellectual Curiosity
What We Can Offer You Health & Wellbeing We strive to provide a comprehensive suite of benefits that support physical, financial, and emotional wellbeing.
Personal & Professional Development We invest in your career through programs tailored to your goals, whether you want to deepen expertise or explore new divisions.
Unconditional Inclusion Our culture embraces diversity, offers flexibility, and celebrates individual uniqueness.
EEO Statement Hewlett Packard Enterprise is an Equal Employment Opportunity/Veteran/Disabled/LGBT employer. We do not discriminate based on race, gender, or any protected category. All hiring decisions are based on qualifications, merit, and business need. For EEO information, please click the link provided.
#J-18808-Ljbffr
at Hewlett Packard Enterprise
Remote/Teleworker; primarily work from home.
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.
Job Description The SPG Storage Sales Specialists are product, services, software or solution specialists responsible for leading pursuit within the SPG on the storage portfolio. Requires active TS/SCI clearance at time of application. 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 advanced subject matter knowledge to solve complex business issues and is regarded as a subject matter expert. Frequently contributes to the development of new ideas and methods. Works on complex problems where analysis of situations or data requires an in-depth evaluation of multiple factors. Leads and/or provides expertise to functional project teams and may participate in cross‑functional initiatives. Acts as an expert providing direction and guidance to process improvements and establishing policies. Frequently represents the organization to external customers/clients. Exercises significant independent judgment within broadly defined policies and practices to determine best method for accomplishing work and achieving objectives. May provide mentoring and guidance to lower level employees.
Responsibilities
Responsible for sales of storage products and solutions in assigned territory, industry or accounts.
Uses advanced storage expertise to seek out new opportunities for customer value by expanding and enhancing existing opportunities.
Creates and drives the storage sales pipeline. Captures leads outside of specialization and uses closed‑loop lead management to ensure assignment and follow‑up by others.
Collaborates with the account pursuit teams to leverage their solutions expertise for business development.
Build sales readiness and reduces client learning curve through effective knowledge transfer in storage.
Contributes to development of quota objectives and future direction for storage product lines.
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 and drives profitable deals to ensure successful closure and a high win rate.
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 an advanced understanding of the unique business needs of the client within the industry.
Leverages advanced knowledge of competitors and industry trends to strategically position the company's products and services.
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 a successful launch and maintenance of the 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 anticipates 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.
Cultivates and maintains positive relationships with customers to ensure account retention and growth, to position the company as the preferred vendor to meet business needs.
Supports deal closure in partnership with relevant internal stakeholders including account managers and channel partners.
Education And Experience
Requires active TS/SCI clearance at time of application.
5+ years of experience working directly with SPG, marketing, and sales.
Demonstrated achievement of progressively higher quota, interface with diverse business customers at all levels.
Typically 6+ years of sales experience.
Experience in storage sales, typically 3+ years is preferred.
Extensive vertical industry knowledge required.
University or Bachelor's degree preferred.
3+ years of selling experience with a major storage company (Dell/EMC, Pure, NetApp) preferred.
Knowledge And Skills Storage Specialist – Sales Acumen & Behaviors
Possesses expertise to assess solution feasibility from a technical and business perspective.
Uses expertise to negotiate and drive deals to ensure successful closure and a high win rate.
Demonstrates hunter mentality to actively pursue solution opportunities in acquisition and development accounts.
Can articulate the technical solution and the commercial benefits to the client.
Possesses knowledge of digital and modern methods to connect and sell.
Actively prospects within accounts to discover or cultivate sales opportunities.
Technology Focus
Expert in storage, cloud, solution or service offerings and competitor offerings.
Understands the outside‑in view and has deep knowledge of industry trends.
Leverages HPE’s opportunities and mitigates challenges.
Understands the role of IT in the storage area and how solutions address vertical industry challenges.
Demonstrates high service, product, and solution knowledge.
Solutions Acumen
Understands industry and market segments in key accounts and integrates knowledge into consultative selling.
Leverages product portfolio and services to upsell.
Has deep expertise of end‑to‑end data solutions leveraging HPE storage portfolio and partner ecosystem.
Other
Engages different types of partners effectively and maps right partner to opportunity.
Expertise in mapping partner skills to storage opportunity.
Deep understanding of service provider business models to engage and sell.
Leadership
Persuades, negotiates, draws upon interpersonal skills and empathy.
Motivates, coaches, supports peer sales team members.
Addresses customer/partner business horizon challenges and aligns priorities.
Demonstrates courage to take calculated risks and inspires teamwork.
Recognizes successes.
Impact/Scope
Leads sales engagements to position creative storage solutions.
Accounts may be international or global.
Typically assigned higher than average quota.
Orchestrates regional pursuit resources.
Complexity
Accounts may be international or global.
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
Design Thinking
Empathy
Financial Acumen
Follow‑Through
Growth Mindset
Identifying Sales Opportunities
Industry Knowledge
Intellectual Curiosity
What We Can Offer You Health & Wellbeing We strive to provide a comprehensive suite of benefits that support physical, financial, and emotional wellbeing.
Personal & Professional Development We invest in your career through programs tailored to your goals, whether you want to deepen expertise or explore new divisions.
Unconditional Inclusion Our culture embraces diversity, offers flexibility, and celebrates individual uniqueness.
EEO Statement Hewlett Packard Enterprise is an Equal Employment Opportunity/Veteran/Disabled/LGBT employer. We do not discriminate based on race, gender, or any protected category. All hiring decisions are based on qualifications, merit, and business need. For EEO information, please click the link provided.
#J-18808-Ljbffr