Storage Sales Specialist

• 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

• University or Bachelor's degree preferred
• Demonstrated achievement of progressively higher quota, interface with diverse business customers at all levels
• Typically 6-10+ years of sales experience
• Experience in storage sales, typically 2-3+ years
• Extensive vertical industry knowledge required
• Project management experience required
• 5-8 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

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, Intellectual Curiosity, Long Term Planning, Managing Ambiguity

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