Sr. Sales Specialists & Consultant - Networking

  

This role has been designed as ‘’Onsite’ with an expectation that you will primarily work from an HPE office.

Who We Are:

Hewlett Packard Enterprise is the global edge-to-cloud company advancing the way people live and work. We help companies connect, protect, analyze, and act on their data and applications wherever they live, from edge to cloud, so they can turn insights into outcomes at the speed required to thrive in today’s complex world. Our culture thrives on finding new and better ways to accelerate what’s next. We know varied backgrounds are valued and succeed here. We have the flexibility to manage our work and personal needs. We make bold moves, together, and are a force for good. If you are looking to stretch and grow your career our culture will embrace you. Open up opportunities with HPE.

Job Description:

   

Job Family Definition:

Manages one or several larger accounts or acts as the account lead for a substantial part of a top account. Understands the customer’s IT and business objectives, priorities, requirements and challenges, and adds value by implementing HPE’s strategy. Drives business performance for all HPE BUs and manages the portfolio mix to optimize profitability of the account. Accountable for pipeline building; accountable for and supportive in deal closing and orchestrating the deal team. Builds and develops relevant customer relationship networks with key influencers and decision makers in IT and business. Develops and engages with the extended partner ecosystem to maximize HPE’s presence in the account. Constantly develops information technology industry knowledge to position HPE’s portfolio in the account. Orchestrates, engages, guides and provides feedback to the extended account team members. Acts as customer’s advocate inside HPE. Plans for accounts to deliver results through the financial year and beyond.

Management Level Definition:

Unique mastery and recognized authority on relevant subject matter knowledge including technologies, theories and techniques. Contributes to the development of innovative principles and ideas. Successfully operates in the most complex disciplines, in which the company must operate to be successful. Provides highly innovative solutions. Leads large, cross-division functional teams or projects that affect the organization's long-term goals and objectives. May participate in cross-division, multi-function teams. Provides mentoring and guidance to lower level employees. Routinely exercises independent judgment in developing methods, techniques and criteria for achieving objectives. Develops strategy and sets functional policy and direction. Acts as a functional manager within area of expertise but does not manage other employees as a primary job function.

Responsibilities:
Client/Account Relationship

Builds strong professional working C- level relationships with the client. Establishes a high level of personal credibility as a trusted advisor to key client executives.Leverages executive sponsors and other company resources to strengthen company's relationship and credibility with client influencers and decision makers.Engages in the Relationship Assessment Program (RAP) where possible. Implements TCE initiatives that improve the customer loyalty index.Researches and understands the client's industry. Deeply understands client business strategies and challenges.Acts as a trusted advisor to client leaders, aggressively shapes deals early in the sales cycle.Advances opportunities that result in profitable revenue growth for the company.Demonstrates breadth and depth of knowledge in aligning company capabilities to client business and IT priorities, and positioning relative to competitors.Leverages existing engagements and run-rate business to seed and grow new opportunities.Advocates for client needs during sales cycle and in addressing any delivery issues.Maintains high-level of customer loyalty and builds trust and integrity, as indicated in company conducted surveys and reports.

Business Management

Builds and executes an Account Business Plan (ABP) that includes both transactional and strategic initiatives to grow the company's presence and share in the account.Actively drives ABP results through effective account management and reviews.Builds and orchestrates sales pipeline activity. Ensures active nurturing of deals and movement of opportunities to close.Identifies, nurtures, and closes new solution opportunities that result in substantial growth in company share, revenues, and margin.Represents the entire company portfolio of products and services.Facilitates/engages with Solution Opportunity Approval & Review process (SOAR).Proactively protects company's position and claims company leadership positions in strategic and emerging solution areas.Proactively engages and manages partners to strengthen solution capabilities and drive greater value for the client and the company.Meets or exceeds quarterly and annual revenue & margin quotas. Uses margin management techniques.Participates in/drives account Team Management.Orchestrates all company resources and sponsorship essential for executing the account business plan.Engages and manages team members in presales, sales specialists and inside sales to support complex deals.Drives integrated planning and execution; coordinates both sales and BU delivery organizations to ensure aligned client engagement and service.Proactively engages executive sponsors to build a strategic relationship and favorably positions long- term business opportunities for the company.Engages company sales specialists, channel and alliance partners to fully leverage company's portfolio. Proactively engages partners to define and pursue joint growth opportunities with the account.Interfaces with both internal and external industry experts to anticipate client needs, drive industry mindshare, and facilitate solution development.Drives the account internationally/Globally.

Education and Experience Required:

Same as previous plus.Typically 12+ years account management experience.Extraordinarily strong track record of account management and sales performance.

Knowledge and Skills:
Account/Business Development

Uses consultative, solution selling and business development skills at the CXO level to align the client's business needs with the company's solutions.Highly developed business development and negotiation skills at the CXO level.Focuses on client's key business challenges and drivers to position himself/herself as a trusted advisor at the CxO level.Advocates for client needs in negotiating solution sales and troubleshooting solution delivery issues.Submits timely and accurate forecasts and continually coaches team to do same.Account/Team Leadership.Creates an account governance plan where EAM identifies, and leads the account team appropriately for the client's needs and styles to continue to move a deal forward.Coaches teams on their individual contribution to their success in achieving the targeted business results.Strong coaching and team leadership skills.In-depth knowledge of client's business, organizational structure, business processes and financial structure.Develops a comprehensive business- case approach in crafting client proposals and in company internal requests for resource andor investments.Attracts, leads, and retains global resources.Expertise in managing end-to-end sales processes involving complex, multi-portfolio, large deals.Demonstrates strong presentation and communication skills at the client CEO level.Adheres to SBC and company's code of ethics.

Industry Acumen

Deep knowledge of the vertical industry and the client's position, challenges and strategy within the industry including security, risk and compliance issues.Keeps abreast of industry trends as related to opportunities to create added value for the client.Demonstrates strong presentation and communication skills.Applies IT best practices specific to the client's industry.

Portfolio Knowledge

Knows the company's broad portfolio and how to integrate different solutions, or engages the appropriate resources, to create unique and innovative solutions for the customer.

Specialty Knowledge

Is considered an expert in knowledge of basic enhanced products, solution or service offerings as well as competitor's offerings to be able to sell large solutions.Uses expertise in specialty, consultative, solution selling and business development skills to align the client's business needs with solution.Demonstrates leadership and initiative in successfully driving specialty sales in accounts- prospecting, negotiating and closing deals.Demonstrates a successful ability to leverage company's portfolio of products and services to change the playing field against our competition.Expert in the sale of IT services and outsourcing.

Additional Skills:

Accountability, Accountability, Active Learning (Inactive), 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 (Inactive), Long Term Planning, Managing Ambiguity {+ 6 more}

What We Can Offer You:

Health & Wellbeing

We strive to provide our team members and their loved ones with a comprehensive suite of benefits that supports their physical, financial and emotional wellbeing.

Personal & Professional Development

We also invest in your career because the better you are, the better we all are. We have specific programs catered to helping you reach any career goals you have — whether you want to become a knowledge expert in your field or apply your skills to another division.

Unconditional Inclusion

We are unconditionally inclusive in the way we work and celebrate individual uniqueness. We know varied backgrounds are valued and succeed here. We have the flexibility to manage our work and personal needs. We make bold moves, together, and are a force for good.

Let's Stay Connected:

Follow @HPECareers on Instagram to see the latest on people, culture and tech at HPE.

#taiwan#aruba, #sales

Job:

Sales

Job Level:

Master

    

HPE is an Equal Employment Opportunity/ Veterans/Disabled/LGBT employer. We do not discriminate on the basis of race, gender, or any other protected category, and all decisions we make are made on the basis of qualifications, merit, and business need. Our goal is to be one global team that is representative of our customers, in an inclusive environment where we can continue to innovate and grow together. Please click here: Equal Employment Opportunity.

Hewlett Packard Enterprise is EEO Protected Veteran/ Individual with Disabilities.

   

HPE will comply with all applicable laws related to employer use of arrest and conviction records, including laws requiring employers to consider for employment qualified applicants with criminal histories.