Private Cloud AI Sales Specialist and Consultant (Federal)

Hewlett Packard Enterprise • All, FL

6d • Remote

About The Position

Hewlett Packard Enterprise (HPE) is seeking a Private Cloud AI Sales Specialist and Consultant for Federal clients. This role is designated as ‘Remote/Teleworker’, meaning the primary work location will be from home. HPE is a global edge-to-cloud company focused on helping organizations connect, protect, analyze, and act on their data and applications wherever they reside. The company fosters a culture of innovation, values diverse backgrounds, and offers flexibility for work-life balance. This is an opportunity to grow your career within HPE's supportive culture.

Requirements

• University or Bachelor's degree; Advanced University preferred.
• Directly related previous work experience.
• Demonstrated achievement of progressively higher quotas, diverse business customers, and higher-level customer interfaces.
• Considered a mentor of selling strategy, including designing strategy.
• Typically 10+ years of related technology sales experience.
• Experience selling Private Cloud solutions preferred.
• Experience selling to Federal clients required.
• Top Secret Clearance required.
• US Citizenship required (as this role sells to Federal clients).
• Mastery in knowledge of products, solution or service offerings, as well as competitor's offerings, to sell large, complex solutions.
• Knowledge of competitor strengths and weaknesses in accounts and how to leverage this knowledge.
• Uses expertise, consultative solution selling, and business development skills to align client's business needs with solutions.
• In-depth knowledge of client's business, organizational structure, business processes, and financial structure.
• Considerable knowledge of the customer's infrastructure and architecture.
• Excellent project oversight skills.
• Successful partner engagement experience.
• Maintains knowledge of industry trends, associated solutions, and key partner/ISV solutions.

Nice To Haves

• Advanced University degree preferred.

Responsibilities

• Develops a long-term sales pipeline to increase market share in the specialized area of Private Cloud AI solutions for Federal clients.
• Utilizes specialty expertise to identify new opportunities for customer value by expanding and enhancing existing opportunities.
• Drives proactive campaigns to build pipeline and pursues opportunities within the specialty area.
• Provides support to Account Managers.
• Sets direction for business development and solution replication.
• Creates and grows reference customers.
• Sells complex products or solutions to customers on a partnership basis.
• May act as a dedicated resource to a few strategic accounts.
• Focuses on growing contractual renewals for large accounts with complexity, aiming for higher total contract value renewals.
• Establishes professional, working, and consultative relationships with clients, including C-level executives, by understanding their unique business needs within their industry.
• Maintains and uses overall cross-portfolio knowledge to support account leads with solution integration.
• Contributes to enduring executive relationships that establish the company's consultative professionalism and promote its total solution capabilities.
• Maintains expertise on IT at all levels, including new applications, maintenance, CIO budgets, objectives, and metrics.
• Maintains broad market and competitor knowledge to ensure credibility with Customer Executives.
• Demonstrates leadership and initiative in successfully driving services sales, including prospecting, negotiating, and closing deals.
• Demonstrates leadership and initiative in successfully driving the full portfolio, including hardware, software, and services.
• Engages in strategic planning at a business development level, building effective business cases that reflect the value of appropriate strategies.
• Balances strategic and tactical pursuits to optimize coverage and develop a predictable revenue stream.
• Utilizes C-level engagement skills in collaboration with account leads to offer value-add solutions.
• Possesses excellent project oversight skills.
• Works with the account team to build an effective account plan and strategy to drive incremental revenue.
• Utilizes Salesforce as an expert and accurately forecasts business.
• Engages successfully with partners.
• Leverages the company's portfolio of products and services to gain a competitive advantage.
• Understands the leverage of services as part of the strategic product portfolio.
• Promotes services as part of all strategic opportunities.
• Maintains knowledge of industry trends, associated solutions, and key partner/ISV solutions.

Benefits

• Health & Wellbeing: Comprehensive suite of benefits supporting physical, financial, and emotional wellbeing.
• Personal & Professional Development: Programs to help reach career goals, whether becoming a knowledge expert or applying skills in another division.
• Unconditional Inclusion: Inclusive work environment celebrating individual uniqueness, valuing varied backgrounds, and offering flexibility for work and personal needs.

What This Job Offers

• Job Type: Full-time
• Career Level: Principal