FSI Federal System Integrator Compute Sales Specialist

Hewlett Packard Enterprise•Columbia, DC

2d•Remote

About The Position

FSI Federal System Integrator Compute Sales Specialist This 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 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. If you are looking to stretch and grow your career our culture will embrace you. Open up opportunities with HPE. Job Description: Sales Specialists & Consultants are product, services, software, or solution experts responsible for leading customer-facing pursuits. They collaborate with and support Account Managers, providing specialist expertise within the sales team. They drive proactive campaigns to build the pipeline and use specialized knowledge and skills to prospect, qualify, negotiate, and close opportunities. Management Level Definition: Applies advanced subject matter knowledge to solve complex business issues and is regarded as a subject matter expert. Manages several Federal System Integrators (FSI) accounts, ranging from large to small. Understands the Federal customer’s IT and operational objectives, priorities, requirements, unique funding and acquisition regulations, policies, and challenges, and adds value by implementing HPE’s strategy. 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 for process improvements and establishing policies. Frequently represents the organization to external customers/clients. Exercises significant independent judgment within broadly defined policies and practices to determine the best method for accomplishing work and achieving objectives.

Requirements

Due to the requirements of the role, US Citizenship is required.
University or Bachelor's degree.
Demonstrated achievement of success with progressively higher quotas, diversity of business customers, and higher-level customer interfaces.
Extensive selling experience within the industry and on similar products.
8–12 years of advanced sales experience.
3–5 years of product sales with a major server vendor.
Expert in working with an indirect channel model.
Understanding of solution and outcome-based selling.
Self-starter with the ability to ramp up quickly.
Considered an expert in products, as well as competitor offerings, to sell large solutions.
Understands the industry and market segment in which key accounts are situated and integrates this knowledge into consultative selling.
Applies program/project management methods and processes to define, plan, cost, resource, track, and ensure successful pursuit.
Understands the role of IT within the federal government and how the company's solutions address specific challenges and cross-segment capabilities.
Skilled in account planning and accurate account revenue forecasting.
Collaborates with management and sales teams in shared accounts to ensure seamless integration of specialist sales with other sales activities.
Cultivates and maintains positive relationships with customers to ensure account retention and growth, positioning the company as the preferred vendor.
Establishes a professional working relationship, up to the executive level, with clients.
Demonstrates leadership and initiative in successfully driving specialty sales in accounts—prospecting, negotiating, and closing deals.
Demonstrates high product knowledge and professionalism in researching and sharing service-related information with account teams and customers.
Deep knowledge of product, solution, or service offerings, as well as competitor offerings.
Understands how to leverage the company's portfolio to gain competitive advantage.
Utilizes Salesforce expertly and accurately forecasts business.
Understands and sells high-value software solutions.
Skilled in selling services.
Leverages services as part of strategic product sales.
Maintains expertise in industry trends, associated solutions, and key partner/ISV solutions.
Maintains expertise in IT at all levels—new applications, maintenance, typical CIO budgets, objectives, measures, and metrics.
Accountability
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 (Inactive)
Long Term Planning
Managing Ambiguity

Nice To Haves

FSI or Federal experience is preferred.
Strong understanding of the federal government and system integrator landscapes is preferred.

Responsibilities

Responsible for creating and driving the sales pipeline within the federal government and system integrators.
Has a keen understanding of Federal funding cycles and acquisition authorities/policies.
Captures leads outside of specialization and uses closed-loop lead management to ensure assignment and follow-up by others.
Builds and maintains long-term relationships with key decision-makers, including government agencies and system integrators.
Maintains knowledge of competitors in accounts to strategically position the company's products and services.
Uses specialty expertise to seek out new opportunities and expand/enhance existing ones to build the pipeline and drive pursuit.
Provides support to FSI and Federal Account Managers and offers input regarding business development and solution expertise.
Develops quota objectives and future direction for defined product categories.
Establishes a professional, consultative relationship with clients, including C-level personas, by developing a core understanding of their unique business needs within the federal government.
Works with and leverages external partners to deliver sales.
Directs or coordinates supporting sales activities.

Benefits

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.
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.
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.

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