A&PS Sales Specialist Job at Hewlett Packard Enterprise (All)

Job Description

Sales Specialists & Consultants are product, services, software or solution specialists that are responsible for leading pursuit in their assigned focus areas. Collaborates with and supports Account Managers and provides specialist expertise within the sales team. Drives proactive campaigns to build the pipeline, uses specialized knowledge and skills to prospect, qualify, negotiate and close opportunities. May have named accounts allocated, cover a designated geography, or may be allocated to one high-potential, competitive attack account. The Services Sales Consultant is responsible for selling technology, services and/or technology management services (TMS) to end-user customers (and/or partners) in an assigned geographic territory or industry focusing on new business or up-selling within an account.

Job Responsibility

Develops long term sales pipeline to increase the company's market share in specialized area
Use specialty expertise to seek out new opportunities for customer value by expanding and enhancing existing opportunities to build the pipeline in and drive pursuit in specialty area
Provide support to the Account managers
Set direction for business development and solution replication
Creates and grows reference customers
Sell complex products or solutions to customers on a partnership basis
May act as a dedicated resource to a few strategic accounts
Services specialists may also be responsible for selling small outsourcing deals
For Services Consultants: Focus on growing contractual renewals for large accounts with more complexity, to higher- total contract-value renewals
Establish a professional, working, and consultative, relationship with the client, including the C- level for mid-to-large accounts by developing a core understanding of the unique business needs of the client within their industry
Maintain and use overall cross-portfolio knowledge to support account leads with integration of solutions
Contribute to enduring executive relationships that establish the company's consultative professionalism and promote its total solution capabilities
Maintains expertise on IT at all levels - new applications, maintenance, typical budgets of the CIO's, typical objectives, measures, metrics
Maintains broad market and competitor knowledge to ensure credibility with Customer Executives

Requirements

University or Bachelor's degree
Advanced University or MBA preferred
Directly related previous work experience
Demonstrated achievement of progressively higher quota diversity of business customer, and higher level customer interface
Prior selling experience includes multiple, diverse set of selling responsibilities
Viewed as expert in given field by company and customer
Considered a mentor of selling strategy, including designing strategy
Typically 12+ years of related sales experience
Project management skills required
3-5 years' experience
Is considered a master in knowledge of products, solution or service offerings as well as competitor's offerings to be able to sell large, complex solutions
Know strengths and weaknesses of key competitors in account and how to leverage this knowledge in the account
Uses expertise specialty, consultative solution selling and business development skills to align the client's business needs with solution
In-depth knowledge of client's business, organizational structure, business processes and financial structure
Considerable knowledge of the customer's infrastructure and architecture
Demonstrates leadership and initiative in successfully driving services sales in accounts - prospecting, negotiating and closing deals
Demonstrates leadership and initiative in successfully driving full portfolio including hardware, software and services needed for the customer's requirements
Strategic planning on a business development level
can build an effective business case reflecting the value of an appropriate strategy
Balance strategic and tactical pursuits to optimize coverage and develop a predictable revenue stream
Uses C-level engagement skills in collaboration with account leads to offer value-add solutions to the client
Excellent project oversight skills
Works with the account team to build an effective account plan and strategy to drive incremental revenue in the account
Utilizes Siebel as an expert and accurately forecasts business
Successful partner engagement experience
Works effectively with our partners to drive additional revenue
Understand and sells high value software solutions
Demonstrates the ability to leverage the company's portfolio of products and services to change the playing field against our competition
Understands the leverage of services as part of strategic portfolio of products
Promotes services as part of all strategic opportunities
Maintain knowledge of industry trends, associated solutions, and key partner/ISV solutions
Accountability
Active Learning
Active Listening
Assertiveness
Bias
Building Rapport
Buyer Personas
Coaching
Complex Sales
Creativity
Critical Thinking
Cross-Functional Teamwork
Customer Experience Strategy
Customer Interactions
Design Thinking
Empathy
Financial Acumen
Follow-Through
Growth Mindset
Identifying Sales Opportunities
Industry Knowledge
Long Term Planning
Managing Ambiguity

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A&PS Sales Specialist

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