Federal Sales Specialist IV - Civilian Agencies DOE
Hewlett Packard Enterprise Development LP, Richmond, Virginia, United States, 23214
Who We Are:
Hewlett Packard Enterprise is the global edge‑to‑cloud company advancing 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 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. 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 that are responsible for leading pursuit in their assigned focus areas. They collaborate with and support Account Managers and provide specialist expertise within the sales team. They drive proactive campaigns to build the pipeline, use specialized knowledge and skills to prospect, qualify, negotiate and close opportunities, and may have named accounts, a designated geography, or a high‑potential account.
Management Level Definition:
Applies advanced subject‑matter knowledge to solve complex business issues, serves as a subject‑matter expert, frequently contributes to new ideas, works on complex problems, leads or provides expertise to functional project teams, participates in cross‑functional initiatives, and provides direction for process improvements and policy establishment.
Responsibilities:
Responsible for creating and driving their sales pipeline. Capture leads outside of specialization and use closed‑loop lead management to ensure assignment and follow‑up by others.
Maintains knowledge of competitors in account to strategically position the company's products and services better.
Use specialty expertise to seek out new opportunities and expand and enhance existing opportunities to build the pipeline and drive pursuit.
Provide support to Account managers and provide input regarding business development and solution expertise.
Development of quota objectives and future direction for defined product category.
Some specialists 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 sale.
For Services Consultants: Focus on growing contractual renewals for mid‑to‑large accounts with more complexity, to higher‑total contract‑value renewals.
Directs or coordinates supporting sales activities.
Knowledge and Skills:
Expert in knowledge of products, solution or service offerings as well as competitor offerings to sell large solutions.
Understands the industry and market segment in which key accounts are situated, and integrates 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 company solutions address vertical 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 activities.
Cultivates and maintains positive relationships with customers to ensure account retention & growth, positioning the company as the preferred vendor for all business needs.
Establishes a professional working relationship, up to the executive level, with the client.
Demonstrates leadership and initiative in driving specialty sales in accounts—prospecting, negotiating, and closing deals.
Deep knowledge of products, solution or service offerings and competitor offerings.
Understands how to leverage the company's portfolio and change the playing field on competitors.
Utilizes Siebel as an expert and accurately forecasts business.
Understands and sells high‑value software solutions and services sales.
Leverages services as part of strategic product sales.
Maintains expertise of industry trends, associated solutions, and key partner/ISV solutions.
Education and Experience Required:
Bachelor's degree or directly related previous work experience.
Typically 8‑12 years of advanced sales experience.
2‑3 years of product sales in the desired specialty.
Demonstrated achievement of progressively higher quota, diversity of business customer, and higher‑level customer interface.
Extensive selling experience within industry and on similar products.
Project management skills required.
Additional Skills: Accountability, Active Learning, Active Listening, Assertiveness, Bias, Building Rapport, Buyer Personas, Coaching, Complex Sales, Creativity, 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 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.
Unconditional Inclusion We are unconditionally inclusive in the way we work and celebrate individual uniqueness. We know varied backgrounds are valued and succeed here. flexibility to manage our work and personal needs. We make bold moves, together, and are a force for good>
Let’s Stay: Follow HPECareers on Instagram to see the latest on people, culture and tech at HPE.
Job Level Expert
Salary Annual Salary USD 194,500 – 456,500 in Virginia. This range reflects the minimum to maximum combined base and target‑level sales compensation that would be paid if the hire performs at 100% of their sales plan. Of that on‑target pay amount, the mix of base salary and target‑level sales compensation is 60% / 40%.
Equal Employment Opportunity HPE is an Equal Employment Opportunity/ Veterans/Disabled/LGBT protected veteran/ individual with disabilities. We do not discriminate on the basis of race, gender, or any other protected category, and all decisions we make 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. Please click here: Equal Employment Opportunity.
Recruitment Fraud Disclaimer HPE will never charge any candidate a registration fee, hiring fee, or any other fee in connection with its recruitment and hiring process. Any candidate or individual who relies on the erroneous representations made by fraudulent employment agencies does so at their own risk, and HPE disclaims liability for any damages or claims that may result from any such communication.
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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. They collaborate with and support Account Managers and provide specialist expertise within the sales team. They drive proactive campaigns to build the pipeline, use specialized knowledge and skills to prospect, qualify, negotiate and close opportunities, and may have named accounts, a designated geography, or a high‑potential account.
Management Level Definition:
Applies advanced subject‑matter knowledge to solve complex business issues, serves as a subject‑matter expert, frequently contributes to new ideas, works on complex problems, leads or provides expertise to functional project teams, participates in cross‑functional initiatives, and provides direction for process improvements and policy establishment.
Responsibilities:
Responsible for creating and driving their sales pipeline. Capture leads outside of specialization and use closed‑loop lead management to ensure assignment and follow‑up by others.
Maintains knowledge of competitors in account to strategically position the company's products and services better.
Use specialty expertise to seek out new opportunities and expand and enhance existing opportunities to build the pipeline and drive pursuit.
Provide support to Account managers and provide input regarding business development and solution expertise.
Development of quota objectives and future direction for defined product category.
Some specialists 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 sale.
For Services Consultants: Focus on growing contractual renewals for mid‑to‑large accounts with more complexity, to higher‑total contract‑value renewals.
Directs or coordinates supporting sales activities.
Knowledge and Skills:
Expert in knowledge of products, solution or service offerings as well as competitor offerings to sell large solutions.
Understands the industry and market segment in which key accounts are situated, and integrates 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 company solutions address vertical 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 activities.
Cultivates and maintains positive relationships with customers to ensure account retention & growth, positioning the company as the preferred vendor for all business needs.
Establishes a professional working relationship, up to the executive level, with the client.
Demonstrates leadership and initiative in driving specialty sales in accounts—prospecting, negotiating, and closing deals.
Deep knowledge of products, solution or service offerings and competitor offerings.
Understands how to leverage the company's portfolio and change the playing field on competitors.
Utilizes Siebel as an expert and accurately forecasts business.
Understands and sells high‑value software solutions and services sales.
Leverages services as part of strategic product sales.
Maintains expertise of industry trends, associated solutions, and key partner/ISV solutions.
Education and Experience Required:
Bachelor's degree or directly related previous work experience.
Typically 8‑12 years of advanced sales experience.
2‑3 years of product sales in the desired specialty.
Demonstrated achievement of progressively higher quota, diversity of business customer, and higher‑level customer interface.
Extensive selling experience within industry and on similar products.
Project management skills required.
Additional Skills: Accountability, Active Learning, Active Listening, Assertiveness, Bias, Building Rapport, Buyer Personas, Coaching, Complex Sales, Creativity, 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 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.
Unconditional Inclusion We are unconditionally inclusive in the way we work and celebrate individual uniqueness. We know varied backgrounds are valued and succeed here. flexibility to manage our work and personal needs. We make bold moves, together, and are a force for good>
Let’s Stay: Follow HPECareers on Instagram to see the latest on people, culture and tech at HPE.
Job Level Expert
Salary Annual Salary USD 194,500 – 456,500 in Virginia. This range reflects the minimum to maximum combined base and target‑level sales compensation that would be paid if the hire performs at 100% of their sales plan. Of that on‑target pay amount, the mix of base salary and target‑level sales compensation is 60% / 40%.
Equal Employment Opportunity HPE is an Equal Employment Opportunity/ Veterans/Disabled/LGBT protected veteran/ individual with disabilities. We do not discriminate on the basis of race, gender, or any other protected category, and all decisions we make 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. Please click here: Equal Employment Opportunity.
Recruitment Fraud Disclaimer HPE will never charge any candidate a registration fee, hiring fee, or any other fee in connection with its recruitment and hiring process. Any candidate or individual who relies on the erroneous representations made by fraudulent employment agencies does so at their own risk, and HPE disclaims liability for any damages or claims that may result from any such communication.
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