Sales Specialist - Hybrid Cloud Green Lake (Southern California)

Sales Specialist - Hybrid Cloud Green Lake (Southern California) This role has been designated as ‘Remote/Teleworker’, which means you will primarily work from home.

Job Description:

HPE is looking to hire a Sales Specialist to work within the Southern California territory to provide hybrid cloud solutions to enterprise customers through Green Lake. Our Sales Specialists & Consultants are product, services, software or solution specialists that are responsible for leading pursuit in their assigned focus areas. Collaborates with and supports Account Managers and provides specialist expertise within the sales team. Drives proactive campaigns to build the pipeline, uses specialized knowledge and skills to prospect, qualify, negotiate and close opportunities. May have named accounts allocated, cover a designated geography, or may be allocated to one high-potential, competitive attack account. 

Applies advanced subject matter knowledge to solve complex business issues and is regarded as a subject matter expert. Frequently contributes to the development of new ideas and methods. Works on complex problems where analysis of situations or data requires an in-depth evaluation of multiple factors. Leads and/or provides expertise to functional project teams and may participate in cross-functional initiatives. Acts as an expert providing direction and guidance to process improvements and establishing policies. Frequently represents the organization to external customers/clients. Exercises significant independent judgment to determine best method for accomplishing work and achieving objectives. May provide mentoring and guidance to lower level employees.

The Hybrid Cloud GreenLake Specialist is responsible for selling technology, services and/or technology management services (TMS) to end-user customers (and/or partners) in an assigned geographic territory or industry focusing on new business or up-selling within an account. The position requires a solid understanding of the services value proposition and how customers assign services contracts. Knowledge of marketing campaigns to align initiatives with account planning activities is also required. The Services Consultant develops consultative customer proposals, tailoring strategy and solutions to meet the needs of the customer. They understand the customer’s business challenges /objectives to provide value added services and solutions.  In some instances, these specialists may also be responsible for outsourcing deals.

Location:   Must reside in the Southern California region.

Travel: Must be able to travel approximately 60% to support customers across the territory.

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 in 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.

Education and Experience Required:

• Bachelor’s degree preferred, or equivalent enterprise technology sales experience in lieu of a degree.

• 8+ years of advanced sales experience.

• 2-3 years of GreenLake sales preferred.

• 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.

Knowledge and Skills:

• Is considered an expert in knowledge of products, solution or service offerings as well as competitor's offerings to be able to sell large solutions.

• Understands the industry and market segment in which key accounts are situated, and integrates this knowledge into consultative selling.

• Understands and 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 the company's solutions differentially address specific vertical industry challenges as well as their 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 sales activities.

• Cultivates & maintains positive relationships with customers to ensure account retention & growth, and positions the company as the preferred vendor for meeting all business needs.

• Establishes a professional working relationship, up to the executive level, with the client.

• Demonstrates leadership and initiative in successfully driving specialty sales in accounts - prospecting, negotiating and closing deals.

• Demonstrates high service or product knowledge and professionalism in researching and sharing service-related information with account teams and customers.

• Deep knowledge of products, solution or service offerings as well as competitor's offerings.

• Understands how to leverage the company's portfolio and change the playing field on our competitors.

• Utilizes Siebel as an expert and accurately forecasts business.

• Understands and sells high value software solutions.

• Understands selling of services sales.

• Leverages services as part of strategic product sales.

• Maintain expertise of industry trends, associated solutions, and key partner/ISV solutions.

• Maintains expertise on IT at all levels - new applications, maintenance, typical budgets of the CIO's, typical objectives, measures, metrics.

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. We make bold moves, together, and are a force for good.

Job:

Sales

Job Level:

Expert

    

"The expected salary/wage range for this position is provided below. Actual offer may vary from this range based upon geographic location, work experience, education/training, and/or skill level.
– United States of America: Annual Salary USD 199,000 - 411,500 in California
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%."

Information about employee benefits offered in the US can be found at

Hewlett Packard Enterprise is EEO Protected Veteran/ Individual with Disabilities.

HPE will comply with all applicable laws related to employer use of arrest and conviction records, including laws requiring employers to consider for employment qualified applicants with criminal histories.

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