Network for AI Sales Specialist

Overview

Sales Specialist responsible for developing the long-term sales pipeline for Aruba network access solutions in a specialized area, supporting Account Managers and driving pursuit of complex opportunities with large customers.

What you'll do

• Develop a long-term sales pipeline to increase the company's market share in the specialized area.
• Use specialty expertise to seek out new opportunities for customer value by expanding and enhancing existing opportunities and driving pursuit in the specialty area.
• Provide support to the Account Managers.
• Set direction for business development and solution replication.
• Create and grow reference customers.
• Sell complex products or solutions to customers on a partnership basis.
• May act as a dedicated resource to a few strategic accounts.
• Services specialists may also sell small outsourcing deals.
• For Services Consultants: focus on growing contractual renewals for large accounts, moving to higher total-contract-value renewals.
• For Services Consultants: establish a professional, consultative relationship with the client, including the C-level for mid-to-large accounts, by developing a core understanding of the client's business needs within their industry.
• For Services Consultants: maintain and use cross-portfolio knowledge to support account leads with integration of solutions.
• For Services Consultants: contribute to enduring executive relationships that establish the company's consultative professionalism and total solution capabilities.
• For Services Consultants: maintain expertise on IT at all levels, including new applications, maintenance, typical CIO budgets, objectives, measures and metrics.
• For Services Consultants: maintain broad market and competitor knowledge to ensure credibility with customer executives.

What you'll need

• University or Bachelor's degree.
• Directly related previous work experience.
• Demonstrated achievement of progressively higher quota, diversity of business customers, and higher-level customer interface.
• Prior selling experience including a multiple, diverse set of selling responsibilities.
• Viewed as an expert in the given field by the company and customer.
• Considered a mentor of selling strategy, including designing strategy.
• Typically 12+ years of related sales experience.
• Project management skills required.
• 3-5 years' experience.
• Master-level knowledge of products, solution or service offerings and of competitors' offerings to sell large, complex solutions.
• Knows strengths and weaknesses of key competitors in the account and how to leverage this knowledge.
• Uses specialty expertise, consultative solution selling and business development skills to align the client's business needs with the solution.
• In-depth knowledge of the client's business, organizational structure, business processes and financial structure.
• Considerable knowledge of the customer's infrastructure and architecture.
• Demonstrates leadership and initiative in driving services sales in accounts, including prospecting, negotiating and closing deals.
• Demonstrates leadership and initiative in driving the full portfolio of hardware, software and services needed for the customer's requirements.
• Strategic planning at a business development level; can build an effective business case reflecting the value of an appropriate strategy.
• Balances 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.
• Excellent project oversight skills.
• Works with the account team to build an effective account plan and strategy to drive incremental revenue.
• Utilizes Siebel as an expert and accurately forecasts business.
• Successful partner engagement experience, working effectively with partners to drive additional revenue.
• Understands and sells high-value software solutions.
• Demonstrates the ability to leverage the company's portfolio of products and services to change the playing field against competition.
• Understands the leverage of services as part of the strategic portfolio of products and promotes services as part of all strategic opportunities.
• Maintains knowledge of industry trends, associated solutions, and key partner/ISV solutions.

Nice to have

• Advanced university degree or MBA.

Details

• Location: Gurgaon, Haryana, India.
• Hybrid: on average 2 days per week from an HPE office.
• Works on the company's larger accounts; significant time spent directly with customer interfaces at all levels; minimal direct time with customers' technical buyers.
• Typically assigned higher than average quota.
• Leads sales engagements where the field of specialty is key to profitable delivery; accounts may be international or global.
• Orchestrates regional pursuit resources for the account.