Sales Specialist V, Solutions at Hewlett Packard Enterprise
Washington, DC 20001
About the Job
Sales Specialist V, SolutionsThis role has been designated as ‘Remote/Teleworker’, which means you will primarily work from home.Who We Are:Hewlett Packard Enterprise is the global edge-to-cloud company advancing the way people live and work
We help companies connect, protect, analyze, and act on their data and applications wherever they live, from edge to cloud, so they can turn insights into outcomes at the speed required to thrive in today’s complex world. Our culture thrives on finding new and better ways to accelerate what’s next. We know diverse 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
If you are looking to stretch and grow your career our culture will embrace you. Open up opportunities with HPE.Job Description:Job Family Definition: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. Management Level Definition:Unique mastery and recognized authority on relevant subject matter knowledge including technologies, theories and techniques
Contributes to the development of innovative principles and ideas
Successfully operates in the most complex disciplines, in which the company must operate to be successful
Provides highly innovative solutions
Leads large, cross-division functional teams or projects that affect the organization's long-term goals and objectives
May participate in cross-division, multi-function teams
Provides mentoring and guidance to lower level employees
Routinely exercises independent judgment in developing methods, techniques and criteria for achieving objectives
Develops strategy and sets functional policy and direction
Acts as a functional manager within area of expertise but does not manage other employees as a primary job function.Responsibilities: Develops long term sales pipeline to increase the company's market share in specialized area.Use specialty expertise to seek out new opportunities for customer value by expanding and enhancing existing opportunities to build the pipeline in and drive pursuit in specialty area.Provide support to the Account managers.Set direction for business development and solution replication.Creates and grows reference customers.Sell complex products or solutions to customers on a partnership basis.May act as a dedicated resource to a few strategic accounts.Services specialists may also be responsible for selling small outsourcing deals.For Services Consultants: Focus on growing contractual renewals for large accounts with more complexity, to higher- total contract-value renewals.Establish a professional, working, and consultative, relationship with the client, 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.Maintain and use overall cross-portfolio knowledge to support account leads with integration of solutions.Contribute to enduring executive relationships that establish the company's consultative professionalism and promote its total solution capabilities.Maintains expertise on IT at all levels - new applications, maintenance, typical budgets of the CIO's, typical objectives, measures, metrics.Maintains broad market and competitor knowledge to ensure credibility with Customer Executives.Education and Experience Required: University or Bachelor's degree; Advanced University or MBA preferred.Directly related previous work experience.Demonstrated achievement of progressively higher quota diversity of business customer, and higher level customer interface.Prior selling experience includes multiple, diverse set of selling responsibilities.Viewed as expert in given field by company and customer.Considered a mentor of selling strategy, including designing strategy.Typically 12+ years of related sales experience.Project management skills required.3-5 years' experience.Knowledge and Skills: Is considered a master in knowledge of products, solution or service offerings as well as competitor's offerings to be able to sell large, complex solutions.Know strengths and weaknesses of key competitors in account and how to leverage this knowledge in the account.Uses expertise specialty, consultative solution selling and business development skills to align the client's business needs with solution.In-depth knowledge of client's business, organizational structure, business processes and financial structure.Considerable knowledge of the customer's infrastructure and architecture.Demonstrates leadership and initiative in successfully driving services sales in accounts - prospecting, negotiating and closing deals.Demonstrates leadership and initiative in successfully driving full portfolio including hardware, software and services needed for the customer's requirements.Strategic planning on a business development level; can build an effective business case reflecting the value of an appropriate strategy.Balance strategic and tactical pursuits to optimize coverage and develop a predictable revenue stream.Uses C-level engagement skills in collaboration with account leads to offer value-add solutions to the client.Excellent project oversight skills.Works with the account team to build an effective account plan and strategy to drive incremental revenue in the account.Utilizes Siebel as an expert and accurately forecasts business.Successful partner engagement experience.Works effectively with our partners to drive additional revenue.Understand and sells high value software solutions.Demonstrates the ability to leverage the company's portfolio of products and services to change the playing field against our competition.Understands the leverage of services as part of strategic portfolio of products.Promotes services as part of all strategic opportunities.Maintain knowledge of industry trends, associated solutions, and key partner/ISV solutions.Additional Skills:Accountability, Accountability, Active Learning (Inactive), 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 (Inactive), Long Term Planning, Managing Ambiguity {+ 6 more}What We Can Offer You:Health & WellbeingWe 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 DevelopmentWe 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.Diversity, Inclusion & BelongingWe are unconditionally inclusive in the way we work and celebrate individual uniqueness
We know diverse 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.Let's Stay Connected:Follow @HPECareers on Instagram to see the latest on people, culture and tech at HPE
Job:SalesJob Level:MasterStates with Pay Range RequirementThe expected salary/wage range for a U.S.-based hire filling this position is provided below
Actual offer may vary from this range based upon geographic location, work experience, education/training, and/or skill level
If this is a sales role, then the listed salary range reflects combined base salary and target-level sales compensation pay
If this is a non-sales role, then the listed salary range reflects base salary only
Variable incentives may also be offered
Information about employee benefits offered can be found at .USD Annual Salary: $210,500.00 - $495,000.00HPE is an Equal Employment Opportunity/ Veterans/Disabled/LGBT and Affirmative Action employer
We are committed to diversity and building a team that represents a variety of backgrounds, perspectives, and skills
We do not discriminate and all decisions we make are made on the basis of qualifications, merit, and business need
Our goal is to be one global diverse team that is representative of our customers, in an inclusive environment where we can continue to innovate and grow together
Please click here: Equal Employment Opportunity.Hewlett Packard Enterprise is EEO F/M/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
.SummaryLocation: Washington, District of Columbia, United States of AmericaType: Full time
We help companies connect, protect, analyze, and act on their data and applications wherever they live, from edge to cloud, so they can turn insights into outcomes at the speed required to thrive in today’s complex world. Our culture thrives on finding new and better ways to accelerate what’s next. We know diverse 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
If you are looking to stretch and grow your career our culture will embrace you. Open up opportunities with HPE.Job Description:Job Family Definition: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. Management Level Definition:Unique mastery and recognized authority on relevant subject matter knowledge including technologies, theories and techniques
Contributes to the development of innovative principles and ideas
Successfully operates in the most complex disciplines, in which the company must operate to be successful
Provides highly innovative solutions
Leads large, cross-division functional teams or projects that affect the organization's long-term goals and objectives
May participate in cross-division, multi-function teams
Provides mentoring and guidance to lower level employees
Routinely exercises independent judgment in developing methods, techniques and criteria for achieving objectives
Develops strategy and sets functional policy and direction
Acts as a functional manager within area of expertise but does not manage other employees as a primary job function.Responsibilities: Develops long term sales pipeline to increase the company's market share in specialized area.Use specialty expertise to seek out new opportunities for customer value by expanding and enhancing existing opportunities to build the pipeline in and drive pursuit in specialty area.Provide support to the Account managers.Set direction for business development and solution replication.Creates and grows reference customers.Sell complex products or solutions to customers on a partnership basis.May act as a dedicated resource to a few strategic accounts.Services specialists may also be responsible for selling small outsourcing deals.For Services Consultants: Focus on growing contractual renewals for large accounts with more complexity, to higher- total contract-value renewals.Establish a professional, working, and consultative, relationship with the client, 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.Maintain and use overall cross-portfolio knowledge to support account leads with integration of solutions.Contribute to enduring executive relationships that establish the company's consultative professionalism and promote its total solution capabilities.Maintains expertise on IT at all levels - new applications, maintenance, typical budgets of the CIO's, typical objectives, measures, metrics.Maintains broad market and competitor knowledge to ensure credibility with Customer Executives.Education and Experience Required: University or Bachelor's degree; Advanced University or MBA preferred.Directly related previous work experience.Demonstrated achievement of progressively higher quota diversity of business customer, and higher level customer interface.Prior selling experience includes multiple, diverse set of selling responsibilities.Viewed as expert in given field by company and customer.Considered a mentor of selling strategy, including designing strategy.Typically 12+ years of related sales experience.Project management skills required.3-5 years' experience.Knowledge and Skills: Is considered a master in knowledge of products, solution or service offerings as well as competitor's offerings to be able to sell large, complex solutions.Know strengths and weaknesses of key competitors in account and how to leverage this knowledge in the account.Uses expertise specialty, consultative solution selling and business development skills to align the client's business needs with solution.In-depth knowledge of client's business, organizational structure, business processes and financial structure.Considerable knowledge of the customer's infrastructure and architecture.Demonstrates leadership and initiative in successfully driving services sales in accounts - prospecting, negotiating and closing deals.Demonstrates leadership and initiative in successfully driving full portfolio including hardware, software and services needed for the customer's requirements.Strategic planning on a business development level; can build an effective business case reflecting the value of an appropriate strategy.Balance strategic and tactical pursuits to optimize coverage and develop a predictable revenue stream.Uses C-level engagement skills in collaboration with account leads to offer value-add solutions to the client.Excellent project oversight skills.Works with the account team to build an effective account plan and strategy to drive incremental revenue in the account.Utilizes Siebel as an expert and accurately forecasts business.Successful partner engagement experience.Works effectively with our partners to drive additional revenue.Understand and sells high value software solutions.Demonstrates the ability to leverage the company's portfolio of products and services to change the playing field against our competition.Understands the leverage of services as part of strategic portfolio of products.Promotes services as part of all strategic opportunities.Maintain knowledge of industry trends, associated solutions, and key partner/ISV solutions.Additional Skills:Accountability, Accountability, Active Learning (Inactive), 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 (Inactive), Long Term Planning, Managing Ambiguity {+ 6 more}What We Can Offer You:Health & WellbeingWe 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 DevelopmentWe 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.Diversity, Inclusion & BelongingWe are unconditionally inclusive in the way we work and celebrate individual uniqueness
We know diverse 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.Let's Stay Connected:Follow @HPECareers on Instagram to see the latest on people, culture and tech at HPE
Job:SalesJob Level:MasterStates with Pay Range RequirementThe expected salary/wage range for a U.S.-based hire filling this position is provided below
Actual offer may vary from this range based upon geographic location, work experience, education/training, and/or skill level
If this is a sales role, then the listed salary range reflects combined base salary and target-level sales compensation pay
If this is a non-sales role, then the listed salary range reflects base salary only
Variable incentives may also be offered
Information about employee benefits offered can be found at .USD Annual Salary: $210,500.00 - $495,000.00HPE is an Equal Employment Opportunity/ Veterans/Disabled/LGBT and Affirmative Action employer
We are committed to diversity and building a team that represents a variety of backgrounds, perspectives, and skills
We do not discriminate and all decisions we make are made on the basis of qualifications, merit, and business need
Our goal is to be one global diverse team that is representative of our customers, in an inclusive environment where we can continue to innovate and grow together
Please click here: Equal Employment Opportunity.Hewlett Packard Enterprise is EEO F/M/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
.SummaryLocation: Washington, District of Columbia, United States of AmericaType: Full time
