Greenlake Sales Specialist (Philadelphia)

Hewlett Packard Enterprise • All, PA

3d • $231,000 - $543,000 • Remote

About The Position

Hewlett Packard Enterprise is hiring a Greenlake Sales Specialist for the Philadelphia region. The role is designated Remote/Teleworker, with the employee primarily working from home. Candidates must reside in the greater Philadelphia region and be able to travel regularly to customer sites within the territory.

Sales Specialists and Consultants lead pursuits in assigned focus areas, collaborate with and support Account Managers, and provide specialist expertise to sales teams. The Greenlake Sales Specialist applies Cloud and Infrastructure subject matter knowledge to resolve common and complex business issues and recommend suitable alternatives. The position handles problems of varied complexity and scope, exercises independent judgment to identify solutions, and may lead team or project activities. The specialist drives proactive campaigns, prospects, qualifies, negotiates, and closes opportunities, and supports pipeline development and management.

The role establishes consultative client relationships, develops an understanding of clients’ business needs, contributes to proposals and negotiations, and works with account teams to deliver technical expertise and solutions. It may also focus on growing contractual renewals for mid-size accounts with some complexity. The position requires strong Infrastructure and Cloud technology knowledge, significant sales experience, financial acumen, and the ability to present business cases and financials to CFO-level stakeholders.

Requirements

• Strong Infrastructure and Cloud technology background.
• At least 6 years of related sales experience.
• Demonstrated success in achieving progressively higher quotas.
• Extensive vertical industry knowledge.
• Financial acumen and the ability to present financials to CFO-level stakeholders.
• Strong understanding of cloud, cloud economics, and cloud workloads.
• Proficiency in Excel and PowerPoint and the ability to build strong business cases.
• Deep knowledge of Infrastructure and Cloud products, solutions, or services, as well as competitors’ offerings.
• Understanding of the industry and market segments in which key accounts operate, and ability to apply that knowledge to 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 a high win rate.
• Ability to apply standard and creative solutions to customer needs and collaborate with account leads to propose solutions.
• Leadership and initiative in driving specialty sales, including prospecting, negotiating, and closing deals.
• Ability to translate product knowledge into added business value for customers.
• High service knowledge and professionalism in researching and sharing service-related information with account teams and customers.
• Understanding of services as part of strategic product sales.
• Knowledge of industry trends, associated solutions, and key partner or ISV solutions.
• Must reside in the greater Philadelphia region and be able to travel regularly to customer sites within the territory.

Nice To Haves

• University or Bachelor's degree preferred.

Responsibilities

• Seek out new opportunities and expand and enhance existing opportunities to build and manage the pipeline in the specialty area.
• 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, working, consultative relationships with clients by developing an understanding of their unique business needs and industries.
• Contribute to proposal development, negotiations, and deal closings.
• Work closely with and support Account Managers by providing technical expertise and support, and participate in client engagements up to C-level engagements for more complex solutions in smaller accounts.
• Help grow contractual renewals for mid-size accounts with some complexity to higher total contract value renewals.
• Interface with internal and external or industry experts to anticipate customer needs and facilitate solution development.
• Build sales readiness and reduce client learning curves through effective knowledge transfer in the area of specialization.
• Prospect within accounts to discover or cultivate sales opportunities.
• Conceptualize and articulate targeted solutions in the technical specialty, from proposal through contract sign-off.
• Take deals through the sales cycle, including closing or supporting the close of deals.
• Work with channel partners to develop an effective plan to increase sales.
• Use Siebel regularly to update deal profiles and forecast accurately.
• Prioritize and delegate effectively to focus on key client opportunities.

Benefits

• Comprehensive benefits supporting physical, financial, and emotional wellbeing.
• Career development programs to help employees pursue career goals and develop expertise or move to another division.

What This Job Offers

• Job Type: Full-time
• Career Level: Senior
• Education Level: No Education Listed