Job Title: Enterprise Solutions Expert
This is a specialist role designed for onsite work from an HPE partner/customer office.
About the Opportunity:
The Compute Sales Specialists are responsible for driving business growth, collaborating with account managers and developing proactive campaigns to build sales pipelines.
Your Key Responsibilities:
* Cultivate new opportunities and expand existing ones to manage and grow the sales pipeline.
* Maintain knowledge of competitors in accounts to strategically position HPE products and services.
* Develop pursuit plans and manage the pipeline to ensure alignment with account managers.
* Establish professional relationships with clients by understanding their unique business needs.
* Contribute to proposal development, negotiations, and deal closings.
* Work closely with account managers, providing technical expertise and support, and participating in client engagements up to C-level for complex solutions.
* Foster contractual renewals for mid-size accounts with some complexity and higher total contract-value renewals.
* Interface with internal and external experts to anticipate customer needs and facilitate solution development.
* Build sales readiness and reduce client learning curve through effective knowledge transfer.
About You:
* Demonstrated success in achieving progressively higher sales targets.
* Extensive vertical industry knowledge required.
* 5-8 years advanced sales experience required.
* Deep knowledge of products, solutions, or service offerings, as well as competitor's offerings.
* Understands the industry and market segment, integrating this knowledge into consultative selling.
* Understands the role of IT within area of specialization and how the company's solutions address specific challenges.
* Negotiates and drives deals to ensure successful closes and high win rates.
* Broad understanding of customer needs, applying standard and creative solutions.
* Uses client engagement skills to propose solutions to clients.
* Leadership and initiative in driving specialty sales, prospecting, negotiating, and closing deals.
* Translates product knowledge into customer-added value.
* Uses specialty knowledge to actively prospect within accounts to discover or cultivate sales opportunities.
* Conceptualizes and articulates targeted solutions in areas of technical specialty.
* Ability to take a deal through the sales cycle, including closing or supporting the close of a deal.
* Demonstrates high service knowledge and professionalism in researching and sharing service-related information.
* Understands the channel and works effectively to increase sales with partners.
* Regular use of CRM systems updating deal profiles and forecasting accurately.
* Understands strategic product sales.
* Good prioritization and delegation skills 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.
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