Storage Sales Specialist - Pennsylvania

Hewlett Packard Enterprise

2d • Remote

About The Position

Hewlett Packard Enterprise is the global edge-to-cloud company advancing the way people live and work. They 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. The company's culture thrives on finding new and better ways to accelerate what’s next, valuing varied backgrounds and offering flexibility to manage work and personal needs. They make bold moves, together, and are a force for good. This role is for a Storage Sales Specialist supporting the greater Pennsylvania territory. Sales Specialists & Consultants are product, services, software or solution specialists responsible for leading pursuit in their assigned focus areas. They collaborate with and support Account Managers, providing specialist expertise within the sales team. The role involves driving proactive campaigns to build the pipeline, using specialized knowledge and skills to prospect, qualify, negotiate and close opportunities. The specialist may have named accounts allocated, cover a designated geography, or be allocated to one high-potential, competitive attack account.

Requirements

• University or Bachelor's degree preferred.
• Demonstrated achievement of progressively higher quota, interface with diverse business customers at all levels.
• 5+ years of sales experience.
• Experience in storage sales, typically 2-3+ years.
• Extensive vertical industry knowledge required.
• Project management experience required.
• Candidate must reside in Pennsylvania region and have the ability to travel to customer sites in the Pennsylvania territory on a regular basis.
• Proven customer relationships with 5 major customers in the assigned territory.
• Expert in working with indirect channel model.
• Deep competitive knowledge of at least 1 major storage vendor.
• Expert in selling complete data lifecycle management portfolio – block, file, backup, ransomware protection & others.
• Deep expertise in at least one of the major verticals (FSI, manufacturing, Healthcare) and related solutions.
• Ability to perform hands-on demo of portfolio sold in the past.
• Self-starter and able to ramp quickly.

Responsibilities

• Responsible for sales of storage products and solutions in assigned territory, industry or accounts.
• Uses advanced storage expertise to seek out new opportunities for customer value by expanding and enhancing existing opportunities.
• Creates and drives the storage sales pipeline.
• Captures leads outside of specialization and uses closed-loop lead management to ensure assignment and follow-up by others.
• Collaborates with the account pursuit teams to leverage their solutions expertise for business development.
• Build sales readiness and reduces client learning curve through effective knowledge transfer in storage.
• Contributes to development of quota objectives and future direction for storage product lines.
• Directs and coordinates supporting sales activities related to pipeline hygiene through account managers, Presales, channel partners and other relevant stakeholders.
• Effectively uses internal sales tools to maintain a healthy pipeline and the account plan in a timely fashion.
• Collaborates across the HPE teams to deliver a consistent approach to developing business, including account planning for end to end solutions.
• Assesses solution feasibility from a technical and business perspective to determine "qualify-in"/"qualify-out" status.
• Negotiates and drives profitable deals to ensure successful closure and a high win rate.
• Drives sales of the storage portfolio, using strong leadership and initiative to successfully prospect, negotiate and close deals.
• Establishes a professional and consultative relationship with the client by achieving an advanced understanding of the unique business needs of the client within the industry.
• Works with clients up to and including the C-level for mid-to-large accounts.
• Leverages advanced knowledge of competitors and industry trends to strategically position the company's products and services.
• Focuses on and works with the channel to forge relationships, provide enablement of key technologies, and co-sell to end-users.
• Effectively leads, evangelizes, and helps to coordinate Storage marketing campaigns (digital /new techniques) to ensure a successful launch and maintenance of the campaign momentum, in alignment with the account strategy.
• Acts as a trusted storage solutions consultant for the slated accounts/region.
• Reinforces and articulates HPE's strategy and portfolio to partners and champions to uncover new business opportunities and contacts, including new logos when appropriate.
• Effectively uses references to craft a story that makes complex technologies seem simple and understandable for the customers.
• Actively generates customer interest and anticipates customer's buying trends.
• Links business and financial benefits with technology offerings.
• Illustrates the ROI & TCO advantages of HPE offerings for the customer's business.
• Cultivates and maintains positive relationships with customers to ensure account retention and growth, to position the company as the preferred vendor to meet business needs.
• Supports deal closure in partnership with relevant internal stakeholders including account managers and channel partners.

Benefits

• Health & Wellbeing (comprehensive suite of benefits that supports their physical, financial and emotional wellbeing)
• Personal & Professional Development (programs catered to helping you reach any career goals)
• Unconditional Inclusion (inclusive environment where we can continue to innovate and grow together)

What This Job Offers

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