Hewlett Packard Enterprise

Federal Storage Sales Specialist – DoW

Hewlett Packard Enterprise

full-time

Posted on:

Location Type: Remote

Location: California • Colorado • United States

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Salary

💰 $204,500 - $397,500 per year

About the role

  • 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.
  • Works with clients up to and including the C-level for mid-to-large accounts.
  • 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.

Requirements

  • 5+ years of experience working directly with the Dept of War
  • Typically 6+ years of sales experience
  • 3+ years Experience in storage sales
  • 3+ years of selling experience with a major storage company (Dell/EMC, Pure, NetApp) preferred
  • Demonstrated achievement of progressively higher quota, interface with diverse business customers at all levels
  • Extensive vertical industry knowledge required
  • University or Bachelor's degree preferred.
Benefits
  • Health & Wellbeing
  • Personal & Professional Development
  • Unconditional Inclusion
Applicant Tracking System Keywords

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

Hard Skills & Tools
storage salessales pipeline managementlead managementaccount planningsolution feasibility assessmentnegotiationcustomer relationship managementROI analysisTCO analysissales enablement
Soft Skills
leadershipinitiativeconsultative sellingcollaborationcommunicationrelationship buildingcustomer engagementstrategic positioningknowledge transferproblem-solving