FSI Federal System Integrator Compute Sales Specialist Job at Hewlett Packard Enterprise

Job Description

FSI Federal System Integrator Compute Sales Specialist. This role has been designated as 'Remote/Teleworker', which means you will primarily work from home. Sales Specialists & Consultants are product, services, software, or solution experts responsible for leading customer-facing pursuits. They collaborate with and support Account Managers, providing specialist expertise within the sales team. They drive proactive campaigns to build the pipeline and use specialized knowledge and skills to prospect, qualify, negotiate, and close opportunities.

Job Responsibility

Responsible for creating and driving the sales pipeline within the federal government and system integrators
Has a keen understanding of Federal funding cycles and acquisition authorities/policies
Captures leads outside of specialization and uses closed-loop lead management to ensure assignment and follow-up by others
Builds and maintains long-term relationships with key decision-makers, including government agencies and system integrators
Maintains knowledge of competitors in accounts to strategically position the company's products and services
Uses specialty expertise to seek out new opportunities and expand/enhance existing ones to build the pipeline and drive pursuit
Provides support to FSI and Federal Account Managers and offers input regarding business development and solution expertise
Develops quota objectives and future direction for defined product categories
Establishes a professional, consultative relationship with clients, including C-level personas, by developing a core understanding of their unique business needs within the federal government
Works with and leverages external partners to deliver sales
Directs or coordinates supporting sales activities

Requirements

US Citizenship is required
University or Bachelor's degree
FSI or Federal experience is preferred
Demonstrated achievement of success with progressively higher quotas, diversity of business customers, and higher-level customer interfaces
Extensive selling experience within the industry and on similar products
8–12 years of advanced sales experience
3–5 years of product sales with a major server vendor
Strong understanding of the federal government and system integrator landscapes is preferred
Expert in working with an indirect channel model
Understanding of solution and outcome-based selling
Self-starter with the ability to ramp up quickly
Considered an expert in products, as well as competitor offerings, to sell large solutions
Understands the industry and market segment in which key accounts are situated and integrates this knowledge into consultative selling
Applies program/project management methods and processes to define, plan, cost, resource, track, and ensure successful pursuit
Understands the role of IT within the federal government and how the company's solutions address specific challenges and cross-segment capabilities
Skilled in account planning and accurate account revenue forecasting
Collaborates with management and sales teams in shared accounts to ensure seamless integration of specialist sales with other sales activities
Cultivates and maintains positive relationships with customers to ensure account retention and growth, positioning the company as the preferred vendor
Establishes a professional working relationship, up to the executive level, with clients
Demonstrates leadership and initiative in successfully driving specialty sales in accounts—prospecting, negotiating, and closing deals
Demonstrates high product knowledge and professionalism in researching and sharing service-related information with account teams and customers
Deep knowledge of product, solution, or service offerings, as well as competitor offerings
Understands how to leverage the company's portfolio to gain competitive advantage
Utilizes Salesforce expertly and accurately forecasts business
Understands and sells high-value software solutions
Skilled in selling services
Leverages services as part of strategic product sales
Maintains expertise in industry trends, associated solutions, and key partner/ISV solutions
Maintains expertise in IT at all levels—new applications, maintenance, typical CIO budgets, objectives, measures, and metrics

Nice to have

FSI or Federal experience is preferred
Strong understanding of the federal government and system integrator landscapes is preferred

What we offer

Health & Wellbeing benefits
Personal & Professional Development programs
Unconditional Inclusion environment
Comprehensive suite of benefits that supports physical, financial and emotional wellbeing

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