Greenlake Sales Specialist (New Jersey)

Hewlett Packard Enterprise•Morristown, NJ

3d•$231,000 - $543,000•Remote

About The Position

Hewlett Packard Enterprise is hiring a Greenlake Sales Specialist for the New Jersey region. This remote/teleworker role primarily works from home, with regular travel to customer sites within the territory. Candidates must reside in the greater New Jersey region. Sales Specialists lead pursuits in their assigned specialty, provide expertise to account managers, and build pipeline through proactive campaigns. The role applies Cloud and Infrastructure subject-matter knowledge to address business issues and recommend solutions. It handles work of diverse complexity, uses independent judgment to select solutions, and may lead team or project activities. The specialist develops client relationships and business understanding, identifies and closes sales opportunities, supports proposals and negotiations, and works with account managers and internal and external experts. The position also supports customer learning, partner sales, forecasting, and contractual renewals. The expected annual combined base and target-level sales compensation is USD 231,000–543,000 in New Jersey, assuming performance at 100% of sales plan; the on-target compensation mix is 60% base and 40% target-level sales compensation.

Requirements

Strong Infrastructure and Cloud technology background.
6+ years of related sales experience.
Demonstrated success achieving progressively higher quota.
Extensive vertical industry knowledge.
Financial acumen and ability to present financials to CFO-level stakeholders.
Strong understanding of cloud, cloud economics, and cloud workloads.
Proficiency in Excel and PowerPoint and ability to build strong business cases.
Deep knowledge of Infrastructure and Cloud products, solutions, or services, including competitors' offerings.
Understanding of the industry and market segments in which key accounts operate, and ability to apply this knowledge in consultative selling.
Understanding of IT's role in the area of specialization and how company solutions address vertical-industry challenges and cross-segment needs.
Ability to negotiate and drive deals to successful close and high win rates.
Ability to identify customer needs and apply standard or creative solutions.
Client-engagement skills and ability to collaborate with account leads on solution proposals.
Leadership and initiative in prospecting, negotiating, and closing specialty sales.
Ability to take a deal through the sales cycle, including closing or supporting its close.
Understanding of the channel and ability to work an effective partner sales plan.
Knowledge of industry trends, related solutions, and key partner/ISV solutions.
Must reside in the greater New Jersey region and be able to travel regularly to customer sites within the territory.

Nice To Haves

University or Bachelor's degree preferred.

Responsibilities

Seek new opportunities and expand existing opportunities to build and manage the specialty-area pipeline.
Maintain knowledge of competitors in accounts to strategically position the company's products and services.
Develop pursuit plans and manage the pipeline in alignment with account managers.
Establish professional, consultative client relationships and develop an understanding of clients' business needs and industries.
Contribute to proposal development, negotiations, and deal closings.
Work with and support account managers by providing technical expertise and participating in client engagements, including C-level engagements for more complex solutions in smaller accounts.
Support growth of contractual renewals for mid-size accounts with some complexity toward higher total contract values.
Interface with internal and external industry experts to anticipate customer needs and facilitate solution development.
Build sales readiness and reduce client learning curves through knowledge transfer in the area of specialization.
Prospect within accounts, cultivate opportunities, and drive specialty sales from proposal through contract sign-off and close.
Develop effective plans to increase sales with channel partners.
Use Siebel regularly to update deal profiles and forecast accurately.
Prioritize and delegate to focus on key client opportunities.
Translate product knowledge into customer business value and present service-related information professionally to account teams and customers.