Job Title: Business Development Professional
This role involves leading pursuit and collaborating with Account Managers to provide specialist expertise within the sales team.
* Seek out new business opportunities and expand existing ones to build a strong pipeline.
* Maintain knowledge of competitors in accounts to strategically position HPE products and services better.
* Develop pursuit plans and manage the pipeline to ensure alignment with account managers.
* Establish a professional, working, and consultative relationship with clients by developing a core understanding of their unique business needs within their industry.
Responsibilities:
* Contribute to proposal development, negotiations, and deal closings.
* Work closely with and support account managers, providing technical expertise and support, and participating in client engagements up to C-level 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:
* Demonstrated success in achieving progressively higher quota.
* Extensive vertical industry knowledge required.
* 5-8 years advanced sales experience required.
* Deep knowledge of products, solution or service offerings as well as competitor's offerings, to be able to sell expansive systems or services and attached products.
* Understand the industry and market segment in which key accounts are situated, and integrate this knowledge into consultative selling.
* Understand the role of IT within area of specialization and how company's solutions differentially address specific vertical industry challenges as well as their cross-segment capabilities.
* Negotiate and drive deals to ensure successful closes and high win rate.
* Broad understanding of customer needs; apply 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 prospect within accounts to discover or cultivate sales opportunities.
* Conceptualize and articulate well-targeted solutions in area of technical specialty -- from proposal to contract sign-off.
* 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.
* Understand channel and work an effective plan to increase sales with our partners.
* Regular use of Siebel updating deal profile and forecasting accurately.
* Understand services as part of strategic product sales.
* Good prioritization and delegation skills in order to focus on key client opportunities.
* Knowledge of industry trends, associated solutions, and key partner/ISV solutions.
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, Customer Interactions, Design Thinking, Empathy, Financial Acumen, Follow-Through, Growth Mindset, Identifying Sales Opportunities, Industry Knowledge, Intellectual Curiosity.
What We Can Offer You:
* Health & Wellbeing
* Personal & Professional Development
* Unconditional Inclusion