Hewlett Packard Enterprise

Hybrid Cloud Solution Sales Specialist

Hewlett Packard Enterprise

full-time

Posted on:

Location Type: Hybrid

Location: Espoo • Finland

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Tech Stack

Cloud

About the role

  • Seek out new opportunities at new HPE Greenlake accounts based on existing HPE customers.
  • Build and manage the pipeline in specialty area.
  • Qualify customers whose IT services could be deployed with HPE Hybrid Cloud Solutions and make a consumption plan that are jointly agreed.
  • Become the trusted business partner for HPE enterprise accounts managers and leaders.
  • Maintain knowledge of competitors in account to strategically position the company's products and services.
  • Develop pursuit plans and manage the pipeline to ensure alignment with account managers.
  • 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.
  • Contribute to proposal development, negotiations and deal closings.
  • Work closely with and support account manager, providing technical expertise and support, and participating in client engagements up to C- level engagements for more complex solutions in smaller accounts.
  • May focus on growing contractual renewals for mid size accounts with some 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.

Requirements

  • University or Bachelor's degree preferred + directly related previous work experience.
  • Demonstrated success in achieving progressively higher quota.
  • Extensive vertical industry knowledge required.
  • Minimum 4 years of sales experience within the IT Sales/Software/SaaS Sales areas
  • Deep knowledge of selling services by subscription.
  • Understanding of competitor's offerings, to be able to sell expansive systems or services and attached products.
  • Understand value selling and create customer outcome based campaigns.
  • Understand the industry and market segment in which key accounts are situated and integrates this knowledge into consultative selling.
  • Understand the role of IT within area of specialization and how the company's solutions differentially address specific vertical industry challenges as well as their cross-segment capabilities.
  • Negotiates and drives deals to ensure successful closes and high win rate.
  • Broad understanding of the customer needs; applies standard as well as creative solutions to meet those needs.
  • Use client engagement skills in collaboration with account leads to propose expansive systems or service solutions to client.
  • Leadership and initiative in successfully driving specialty sales in accounts - prospecting, negotiating and closing deals.
  • Translate product knowledge into customer's added business value.
  • Use specialty knowledge to actively prospects within accounts to discover or cultivate sales opportunities.
  • Ability to take a deal through the sales cycle including closing or supporting the close of a deal.
  • Demonstrate high service knowledge and professionalism in researching and sharing service-related information with account teams and customers.
  • Regular use of forecasting tool by updating deal profile and forecasting accurately.
  • Understand services as part of strategic product & services sales.
  • Good prioritization and delegation skills in order to focus on the key client opportunities.
  • Knowledge of industry trends, associated solutions, and key partner/ISV solutions.
Benefits
  • 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.
  • Unconditional Inclusion We are unconditionally inclusive in the way we work and celebrate individual uniqueness. We know varied backgrounds are valued and succeed here. We have the flexibility to manage our work and personal needs.

Applicant Tracking System Keywords

Tip: use these terms in your resume and cover letter to boost ATS matches.

Hard skills
IT SalesSoftware SalesSaaS SalesSubscription Services SalesValue SellingConsultative SellingSales Cycle ManagementForecastingProposal DevelopmentNegotiation
Soft skills
LeadershipInitiativeClient EngagementRelationship BuildingPrioritizationDelegationProfessionalismCommunicationProblem SolvingCollaboration
Certifications
Bachelor's Degree