Sales Specialist IV, Solutions
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 diverse 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:
Hewlett Packard Enterprise (HPE) 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 diverse 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.
AI is a high-growth market for HPE, and we believe we are uniquely suited to bring our end-to-end technologies spanning compute technologies from Edge to Cloud, purpose-built AI software, interconnect, and services, to support our customers’ AI journey. This is an incredibly exciting time to join a dynamic and rapidly growing team where you can play a key role in understanding the needs of our customers and enabling them to deliver their mission critical AI initiatives.
In a typical day as Industry AI Sales Specialist you:
- Develop and implement a sales strategy against defined hunting accounts, industry verticals and net new logos
- Focus on liaising with a broad range of customer personas from IT decision makers to Data Scientists and ML Engineers in existing HPE customers and/or new logos for HPE
- Lead with differentiating IP in terms of HPC/AI solutions and HPE GreenLake Platforms
- Articulate HPE’s point of view in mega trends such as Generative AI, Data and Hybrid Cloud.
- Based on advisory led approach, shape customer decision making criteria and guide to HPE’s differentiation portfolio (HPC/AI software stack, workload optimized infrastructure and as-a-service offerings)
- Develop a deep understanding of, and effectively articulate, the HPE AI-at-Scale offerings and value propositions
- Develop pursuit plans and manage pipeline
- Establish a professional, working, and consultative, relationship with the prospect, by developing a core understanding of the unique business needs of the prospect within their industry.
- Drive proposal development, negotiations, and deal closure
- Maintain knowledge of competitors in account, to strategically position the HPE’s HPC/AI solutions and HPE GreenLake Platforms
- Interface with both internal and external/industry experts to anticipate prospect needs
- Constantly focus on outbound prospecting/pipeline generation to ensure long-term success
- Partner with Enterprise Account Managers, Client Specialists, Cloud Services, Services and Ezmeral team to define winning strategies
- Achieve attainable quota on quarterly and annual sales objectives
If you are…
- Good at partnering, innovating, and making things happen? Good start, you are aligned to our core values!
If you have these Skills, Expertise, Attitude and Education…
- University or Bachelor's degree
- Ability to translate industry vertical requirements into HPE differentiating portfolio
- Advanced sales experience ideally in the Data Science and AI environment
- Demonstrated ability to prospect, develop and close complex sales in enterprise accounts
- Challenger Sales attitude (Utilise customer insights to tailor messages, take control of the selling and create constructive tension)
- Demonstrate sales grit and determination
- Capable of engaging in both technical and business conversations at multiple levels of the organization, including Director/C/VP level across IT and AI/Machine Learning/Deep Learning
- Eagerness to develop deep knowledge and continuous learning of technology and industry trends as well as competitor's offerings
- Understanding the role of AI/ML and HPC related personas and how the company's solutions differentially address specific vertical industry challenges as well as their cross-segment capabilities
- Ability to build thought leadership and perform trusted advisor role with customers around HPC, Data and AI
- Experience working in a dynamic international environment with interfaces to competency centers, product management, etc.
- Translates product knowledge into prospect's added business value.
- Ability to take a deal through the sales cycle including closing or supporting the close of a deal
- Ability to work at both a tactical and strategic level
- Must possess a positive, can-do, self-starter mentality in a highly collaborative atmosphere
- Excellent communication and organization skills
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.
Diversity, Inclusion & Belonging
We are unconditionally inclusive in the way we work and celebrate individual uniqueness. We know diverse 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.
#unitedstates#sales
Job:
Sales
Job Level:
Expert
States with Pay Range Requirement
The expected salary/wage range for a U.S.-based hire filling this position is provided below. Actual offer may vary from this range based upon geographic location, work experience, education/training, and/or skill level. If this is a sales role, then the listed salary range reflects combined base salary and target-level sales compensation pay. If this is a non-sales role, then the listed salary range reflects base salary only. Variable incentives may also be offered. Information about employee benefits offered can be found at https://myhperewards.com/main/new-hire-enrollment.html.
USD Annual Salary: $189,500.00 - $445,500.00
HPE is an Equal Employment Opportunity/ Veterans/Disabled/LGBT and Affirmative Action employer. We are committed to diversity and building a team that represents a variety of backgrounds, perspectives, and skills. We do not discriminate and all decisions we make are made on the basis of qualifications, merit, and business need. Our goal is to be one global diverse 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 F/M/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. .
What We Do
In 1939, Bill Hewlett and Dave Packard, college friends turned business partners, started the original Silicon Valley startup in the space of a rented Palo Alto garage. Starting with audio oscillators, the friends built the foundation for a company that would grow to become a global leader in enterprise technology.
More than 75 years later, our success is exemplified through our employees’ drive to advance ideas that bring meaningful innovations to life for our customers and partners around the globe. We are guided by our mission to help customers use technology to turn ideas into value, and empower them to transform industries, markets and lives. We simplify Hybrid IT, power the Intelligent Edge and provide the expertise to make it all happen.
