Storage Sales Specialist

Job description

Storage Sales Specialist

  

This role has been designated as ‘Remote/Teleworker’, which means you will primarily work from home.

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:

   

The Storage Sales Specialist is the primary Subject Matter Expert for Storage and related products. Responsible for driving storage sales in an assigned territory, industry, or account(s). Demonstrates solid understanding of the features and benefits in the area of evolving storage technical solutions as well as how HPE solutions are differentiated from the competition. Maintains an outside-in view, stays abreast of competitors, leverages HPE’s opportunities and mitigates challenges. Exercises deep expertise of end to end data solutions leveraging the HPE storage portfolio and ecosystem of partners. Effectively uses references to craft a story that makes complex technologies seem simple & understandable for our customers. Actively hunts for solution opportunities in acquisition and development accounts to pursue new business. Actively generates customer interest and links business and financial benefits with technology. Brings a services-led approach to build stickiness through consultative engagements and financial constructs. Laser focused on the channel to forge relationships, provide enablement of key technologies, and co-sell to end-users. Responsible for the close plan for storage-related opportunities.

Responsibilities

·  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

Education and Experience Required:

·  Bachelor's degree preferred.
·  5+ years of previous sales experience, with 2+ years in storage sales
·  2+ years of experience in storage sales
·  Demonstrated achievement of progressively higher quota, interface with diverse business customers at all levels.
·  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
·  Project management experience required.
·  Preferred candidate should reside within the greater Connecticut Region (including NJ/NY) and have the ability to  travel to customer sites within the territory CT/Southern MA region

Knowledge and Skills

·  Uses expertise to negotiate and drive deals to ensure successful closure and a high win rate.
·  Demonstrates hunter mentality to actively pursue for solution opportunities in acquisition and development accounts and to pursue new business.
·  Possesses the ability to independently articulate the technical solution and the commercial benefits to the client.
·  Possesses knowledge of digital and modern methods to connect and sell.
·  Uses storage knowledge to actively prospects within accounts to discover or cultivate sales opportunities.
·  Is considered an expert in knowledge of storage, cloud, solution or service offerings as well as competitor's offerings to be able to sell large solutions.
·  Understands the outside-In view and possesses deep knowledge of industry trends. Stays abreast of competitors and key partner/ISV solutions, including both traditional and emerging vendors. Leverages HPE’s opportunities and mitigates challenges.
·  Understands the role of IT within the area of storage. Understands how the company's solutions differentially address specific vertical industry challenges, as well as their cross-segment capabilities.
·  Demonstrates high service, product, and solution knowledge. Can articulate and differentiate HPE's product offerings against the competition.
·  Understands the industry and market segments in which key accounts are situated, and integrates this knowledge into consultative selling.
·  Possesses the ability to leverage the company's product portfolio and services to up sell.
·  Possesses deep expertise of end to end data solutions leveraging the HPE storage portfolio and ecosystem of partners, with a strong focus on traditional & modern applications and change the playing field on our competitors
·  Understands how and when to engage different types of partners effectively, and is able to map the right partner to an opportunity.
·  Expertise in mapping the right partner skills to the required storage related opportunity.
·  Possesses deep understanding of business models of service providers, to be able to engage and sell
·  Persuades and negotiates with others, draws upon interpersonal skills, empathy, and understanding of personality types
·  Motivates, coaches and supports peer sales team members to ensure effective selling; counsels through selling challenges.
·  Clearly address challenges on customer's/partner's business horizon, aligns with requirements and priorities, reflects strategic partnering, and contributes to account growth objectives.
·  Demonstrates courage to take calculated risks; creates a sense of trust to inspire innovation in the team.
·  Rewards, recognizes and celebrates successes.
·  Possesses advanced financial acumen and leverages the available tools to profile each account's business unit.
·  Maintains expertise on IT at all levels - new applications, maintenance, typical budgets of the CIO's, typical objectives, measures, metrics.
·  Understands and applies program/project management methods and processes to define, plan, cost, resource, track and ensure successful pursuit.
·  Collaborates with management and sales teams in shared accounts to ensure seamless integration of Storage Specialist sales with other sales activities.
·  May lead sales engagements to position creative storage solution which is the key to a profitable and successful delivery.

Additional Skills:
Accountability, 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 {+ 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, #storage

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: $186,000.00 - $417,700.00

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. .