Federal Storage Sales Specialist

• Responsible for sales of storage products and solutions in assigned territory 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

• 5+ years of sales experience working directly with the Department of Defense
• 3+ years of storage sales, selling experience with a major storage company (Dell/EMC, Pure, NetApp) preferred
• Demonstrated achievement of progressively higher quota, interface with diverse business customers at all levels
• Extensive vertical industry knowledge required
• University or Bachelor's degree preferred
• Possesses expertise to be able to assess solution feasibility from a technical and business perspective
• Uses expertise to negotiate and drive deals to ensure successful closure and a high win rate
• Demonstrates hunter mentality to actively pursue for solution opportunities
• Possesses the ability to independently articulate the technical solution and the commercial benefits to the client
• Possesses knowledge of digital and modern methods to connect and sell
• Uses storage knowledge to actively prospects within accounts to discover or cultivate sales opportunities
• Is considered an expert in knowledge of storage, cloud, solution or service offerings as well as competitor's offerings
• Understands the role of IT within the area of storage
• Understands how the company's solutions differentially address specific vertical industry challenges
• Demonstrates high service, product, and solution knowledge
• Can articulate and differentiate HPE's product offerings against the competition
• Understands the industry and market segments in which key accounts are situated, and integrates this knowledge into consultative selling
• Possesses the ability to leverage the company's product portfolio and services to up sell
• Possesses deep expertise of end to end data solutions leveraging the HPE storage portfolio and ecosystem of partners
• Understands how and when to engage different types of partners effectively, and is able to map the right partner to an opportunity
• Expertise in mapping the right partner skills to the required storage related opportunity
• Possesses deep understanding of the business models of service providers, to be able to engage and sell
• Persuades and negotiates with others, draws upon interpersonal skills, empathy, and understanding of personality types
• Motivates, coaches and supports peer sales team members to ensure effective selling
• Clearly address challenges on customer's/partner's business horizon, aligns with requirements and priorities
• Demonstrates courage to take calculated risks
• creates a sense of trust to inspire innovation in the team
• Rewards, recognizes and celebrates successes
• Possesses advanced financial acumen and leverages the available tools to profile each account's business unit
• Maintains expertise on IT at all levels - new applications, maintenance, typical budgets of the CIO's, typical objectives, measures, metrics
• Understands and applies program/project management methods and processes to define, plan, cost, resource, track and ensure successful pursuit
• Collaborates with management and sales teams in shared accounts to ensure seamless integration of Storage Specialist sales with other sales activities

3+ years of storage sales, selling experience with a major storage company (Dell/EMC, Pure, NetApp) preferred

• Health & Wellbeing
• Personal & Professional Development
• Unconditional Inclusion