Sales Specialist, Storage (Northeast) Telco Job at Hewlett Packard Enterprise

Job Description

We are seeking a Telco Storage Sales Specialist. The is a US based telework position to be based in the Northeast.

Job Responsibility

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

Requirements

University or Bachelor's degree preferred
Demonstrated achievement of progressively higher quota, interface with diverse business customers at all levels
Typically 6+ years of sales experience
Experience in storage sales, typically 3+ years
Extensive vertical industry knowledge required
Project management experience required
5+ years of selling experience with a major storage company (Dell/EMC, Pure, NetApp)
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

Nice to have

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

What we offer

Health & Wellbeing
Personal & Professional Development
Unconditional Inclusion

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Sales Specialist, Storage (Northeast) Telco

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