Greenlake Sales Specialist (New Jersey)

Hewlett Packard Enterprise•Berkeley Heights, NJ

4d•$231,000 - $543,000•Remote

About The Position

Hewlett Packard Enterprise is hiring a Greenlake Sales Specialist for the New Jersey region. The role is designated Remote/Teleworker, primarily working from home, with regular travel to customer sites within the territory. Candidates must reside in the greater New Jersey region. The specialist leads sales pursuits in the assigned focus area, supports account managers, and applies cloud and infrastructure subject matter expertise to address customer business issues and recommend solutions. The role involves working on problems of varied complexity, exercising independent judgment, and sometimes directing team activities or facilitating team decision-making. The specialist builds and manages a sales pipeline, develops client relationships, contributes to proposals and negotiations, and helps close opportunities. The position may also support contractual renewals for mid-size accounts and participate in complex client engagements, including at the C-level. The stated annual compensation range for New Jersey is USD 231,000–543,000 in combined base and target-level sales compensation at 100% of sales plan. The on-target compensation mix is 60% base salary and 40% target-level sales compensation.

Requirements

Strong infrastructure and cloud technology background.
At least 6 years of related sales experience.
Demonstrated success achieving progressively higher sales quotas.
Extensive vertical industry knowledge.
Financial acumen and ability to present financial information 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 competitor offerings.
Ability to understand customer needs and apply standard or creative solutions.
Ability to negotiate and drive deals through the sales cycle, including closing or supporting the close.
Ability to translate product knowledge into customer business value.
Knowledge of industry trends, associated solutions, and key partner/ISV solutions.
Candidates 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 ones to build and manage the pipeline in the specialty area.
Maintain knowledge of competitors in accounts to position company products and services strategically.
Develop pursuit plans and manage the pipeline in alignment with account managers.
Establish professional, consultative client relationships by developing an understanding of clients’ industry-specific business needs.
Contribute to proposal development, negotiations, and deal closings.
Work closely with account managers, providing technical expertise and support and participating in client engagements, including C-level engagements for more complex solutions in smaller accounts.
May focus on growing 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 clients’ learning curve through knowledge transfer in the area of specialization.
Prospect within accounts, cultivate sales opportunities, and drive specialty sales through negotiation and closing.
Develop and articulate solutions in the technical specialty area from proposal through contract sign-off.
Use Siebel regularly to update deal profiles and forecast accurately.
Work effectively with channel partners to increase sales.
Prioritize and delegate to focus on key client opportunities.