Federal Storage Sales- Combatant Commands

Hewlett Packard Enterprise•Columbia, VA

1d•$198,000 - $465,500•Remote

About The Position

The Storage Sales Specialist is the subject matter expert for storage and related products, responsible for driving sales across assigned territories, industries, or accounts. The role applies expertise in evolving storage solutions, HPE’s portfolio and partner ecosystem, and competitive offerings to identify opportunities, explain complex technologies clearly, and connect technology to customers’ business and financial needs. It takes a services-led, consultative approach and works closely with channel partners to build relationships, enable key technologies, and co-sell with end users. The specialist owns storage-related pipeline and close plans, develops and qualifies opportunities, and leads profitable deal negotiations through successful closure. The role builds consultative relationships with customers—including C-level stakeholders in mid-to-large accounts—and collaborates with account teams, Presales, channel partners, and other stakeholders to coordinate account planning, sales readiness, campaigns, and end-to-end solutions. Accounts may be international or global, and the role may include project management and coordination of external partners. The position is designated Remote/Teleworker, primarily working from home.

Requirements

At least 6 years of enterprise technology sales experience.
At least 5 years of Federal Government sales experience.
At least 2 years of storage sales experience.
Demonstrated achievement of progressively higher quota.
Experience interfacing with diverse business customers at all levels.
Extensive vertical industry knowledge.
Expertise in storage and related solution or service offerings, including competitor offerings, sufficient to sell large solutions.
Ability to assess technical and business feasibility, qualify opportunities, negotiate, and drive deals to closure.
Ability to independently articulate technical solutions and commercial benefits to clients.
Hunter mentality and experience prospecting for new business and opportunities within accounts.
Knowledge of digital and modern methods to connect with and sell to customers.
Knowledge of industry trends, competitors, partner and ISV solutions, and the role of IT in storage.
Ability to explain how solutions address vertical-industry challenges and differentiate HPE’s products from competitors.
Understanding of key accounts’ industries and market segments, and ability to apply that knowledge in consultative selling.
Ability to use the company’s portfolio and services to upsell, with expertise in end-to-end data solutions and traditional and modern applications.
Ability to identify when and how to engage different partner types and match partner skills to storage opportunities.
Understanding of service-provider business models and how to engage and sell to service providers.
Advanced financial acumen and ability to use available tools to profile account business units.
Knowledge of IT across application, maintenance, budget, objective, measure, and metric considerations.
Ability to apply program and project management methods to define, plan, cost, resource, track, and pursue opportunities.
Ability to collaborate with management and sales teams in shared accounts to integrate storage sales with other sales activities.
Strong persuasion, negotiation, and interpersonal skills, including empathy and understanding of personality types.
Ability to address customer and partner business challenges, align with their requirements and priorities, and contribute to account growth objectives.
Courage to take calculated risks and ability to build trust and encourage innovation.
University or bachelor’s degree preferred.

Nice To Haves

University or bachelor’s degree.

Responsibilities

Drive sales of storage products and solutions in assigned territories, industries, or accounts.
Identify and develop new customer-value opportunities, including in acquisition and development accounts, and expand existing opportunities.
Create and manage the storage sales pipeline, maintain pipeline hygiene and account plans, and ensure timely follow-up on leads.
Collaborate with account pursuit teams and other HPE teams to develop business, plan accounts, and deliver end-to-end solutions.
Assess solution feasibility from technical and business perspectives and determine whether opportunities qualify in or out.
Negotiate and drive profitable deals to successful closure, owning close plans for storage opportunities.
Build consultative relationships with clients, including C-level stakeholders, and develop an understanding of their business needs.
Use knowledge of competitors, industry trends, and vertical-specific challenges to position HPE products and services.
Work with channel partners to build relationships, enable key technologies, map partners to opportunities, and co-sell to end users.
Transfer storage knowledge to build sales readiness and reduce clients’ learning curve.
Contribute to quota objectives and the future direction of storage product lines.
Lead and coordinate storage marketing campaigns in alignment with account strategy.
Explain HPE’s strategy and portfolio to partners and champions to uncover new opportunities and contacts, including new logos when appropriate.
Generate customer interest, anticipate buying trends, and communicate the business and financial benefits of technology offerings.
Illustrate the ROI and TCO advantages of HPE offerings and cultivate customer relationships to support retention, growth, and preferred-vendor positioning.
Support deal closure with account managers, channel partners, and other internal stakeholders.
Orchestrate regional pursuit resources and coordinate external partners for assigned accounts.
Motivate, coach, and support peer sales team members, recognize successes, and help address selling challenges.