Sales Specialist - Network for AI - Large Enterprise Accounts

This role has been designed as ‘Hybrid’ with an expectation that you will work on average 2 days per week 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 Network for AI Sales Specialists are solution specialists responsible for leading Data Center and Routing network sales. Collaborates with and supports Account Managers and provides specialist expertise within the sales team. Drives proactive campaigns to build the pipeline, uses specialized knowledge and skills to prospect, qualify, negotiate and close opportunities. May have named accounts allocated, cover a designated geography. Responsibilities Develops long term sales pipeline to increase the company’s market share in Data Center and Routing networking. Use expertise to seek out new opportunities for customer value by expanding and enhancing existing opportunities to build the pipeline in and drive pursuit. Provide support for sales segments. Set direction for business development and solution replication. Creates and grows reference customers. Sell complex products or solutions to customers on a partnership basis. May act as a dedicated resource to a few strategic accounts. Establish a professional, working, and consultative, relationship with the client, including the C- level for mid-to-large accounts by developing a core understanding of the unique business needs of the client within their industry. Maintain and use overall cross-portfolio knowledge to support account leads with integration of solutions. Contribute to enduring executive relationships that establish the company's consultative professionalism and promote its total solution capabilities. Maintains expertise on IT at all levels – new applications, maintenance, typical budgets of the CIO’s, typical objectives, measures, metrics. Maintains broad market and competitor knowledge to ensure credibility with Customer Executives. Education and Experience University or Bachelor’s degree preferred. Demonstrated achievement of progressively higher quota diversity of business customers, and higher-level customer interface. Prior experience selling networking solutions includes multiple, diverse set of selling responsibilities. Viewed as an expert in the given field by the company and the customer. Typically, 12+ years of related sales experience. Prior Networking technology sales experience required. Prior experience with setting sales/GTM strategy. Prior experience with Enterprise accounts required. Knowledge and Skills Is considered a master in knowledge of products, solution or service offerings as well as competitor’s offerings to be able to sell large, complex network solutions. Know strengths and weaknesses of key competitors in account and how to leverage this knowledge in the account. Uses expertise specialty, consultative solution selling and business development skills to align the client’s business needs with solution. In-depth knowledge of client’s business, organizational structure, business processes and financial structure. Considerable knowledge of the customer’s infrastructure and architecture. Demonstrates leadership and initiative in successfully driving services sales in accounts – prospecting, negotiating and closing deals. Demonstrates leadership and initiative in successfully driving full portfolio including hardware, software and services needed for the customer’s requirements. Strategic planning on a business development level; can build an effective business case reflecting the value of an appropriate strategy. Balance strategic and tactical pursuits to optimize coverage and develop a predictable revenue stream. Uses C-level engagement skills in collaboration with account leads to offer value-add solutions to the client. Excellent project oversight skills. Works with the account team to build an effective account plan and strategy to drive incremental revenue in the account. Utilizes Salesforce as an expert and accurately forecasts business. Successful partner engagement experience. Works effectively with our partners to drive additional revenue. Demonstrates the ability to leverage the company's portfolio of products and services to change the playing field against our competition. Understands the leverage of services as part of strategic portfolio of products. Promotes services as part of all strategic opportunities. Maintain knowledge of industry trends, associated solutions, and key partner solutions. Complexity Leads sales engagements where the field of specialty is the key to a profitable and successful delivery. Accounts may be international or global. Orchestrates the regional pursuit resources for the account. Balances industry knowledge with the value of technology to enable articulation of business value in a customer engagement 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 (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. Job Sales Job Level Master Salary Range The expected salary/wage range for this position is provided below. Actual offer may vary from this range based upon geographic location, work experience, education/training, and/or skill level. – United States of America: Annual Salary USD 216,000 - 507,000 in Georgia This range reflects the minimum to maximum combined base and target-level sales compensation that would be paid if the hire performs at 100% of their sales plan. Of that on-target pay amount, the mix of base salary and target-level sales compensation is 50%/50%. Benefits Information Information about employee benefits offered in the US can be found at Equal Employment Opportunity 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. No Fees Notice & Recruitment Fraud Disclaimer It has come to HPE’s attention that there has been an increase in recruitment fraud whereby scammer impersonate HPE or HPE-authorized recruiting agencies and offer fake employment opportunities to candidates. These scammers often seek to obtain personal information or money from candidates. Please note that Hewlett Packard Enterprise (HPE), its direct and indirect subsidiaries and affiliated companies, and its authorized recruitment agencies/vendors will never charge any candidate a registration fee, hiring fee, or any other fee in connection with its recruitment and hiring process. The credentials of any hiring agency that claims to be working with HPE for recruitment of talent should be verified by candidates and candidates shall be solely responsible to conduct such verification. Any candidate/individual who relies on the erroneous representations made by fraudulent employment agencies does so at their own risk, and HPE disclaims liability for any damages or claims that may result from any such communication. #J-18808-Ljbffr Hewlett Packard Enterprise