Sales Specialist (MCI) - Networking

Overview

Own and grow a portfolio of large strategic MCI enterprise accounts in Mumbai, driving HPE Networking solutions and large, complex networking deals.

What you'll do

• Develop and execute strategic account plans aligned to customer business priorities and HPE Networking's growth objectives.
• Build strong relationships with CIOs, CTOs, CDOs, business leaders and other senior decision-makers.
• Develop a deep understanding of customer strategy, business challenges, IT landscape and transformation initiatives.
• Identify whitespace and expand HPE Networking's presence across existing accounts.
• Create, qualify and progress a strong pipeline of strategic opportunities, with a focus on large and complex networking deals.
• Lead opportunity strategy, pursuit planning, executive engagement and closure of key opportunities.
• Orchestrate HPE Networking's specialist teams and partner ecosystem to develop differentiated customer solutions.
• Drive consultative selling by connecting customer business outcomes to HPE Networking's technology and services portfolio.
• Maintain strong forecast accuracy, pipeline quality and deal discipline.
• Position HPE Networking's portfolio, including Enterprise Networking, Wireless, Switching, Routing, Network Security, AI-driven networking, Private 5G and HPE Financial Services, as relevant to the account.
• Drive adoption of HPE's Aruba and Juniper networking portfolios, positioning integrated and differentiated solutions based on customer requirements.
• Identify opportunities to move customers from point-product purchases to broader HPE Networking solutions and platforms.
• Develop compelling value propositions and competitive strategies against key competitors.
• Drive technology refresh, network modernization, automation, security and AI-driven networking opportunities within strategic accounts.
• Establish HPE Networking as a strategic technology partner rather than a product supplier.
• Build and maintain relationships across customer business, technology, procurement and partner organizations.
• Work effectively with HPE channel partners to develop and execute account strategies.
• Influence customer buying decisions through strong business value articulation, executive engagement and differentiated solution positioning.
• Own revenue, pipeline and growth objectives for the assigned accounts.
• Maintain accurate rolling forecasts and ensure strong CRM and sales-process discipline.
• Monitor deal economics, pricing and margins to support profitable growth.
• Continuously assess competitive activity and develop effective strategies to protect and grow HPE Networking's position.

What you'll need

• Bachelor's degree or equivalent qualification.
• 12+ years of enterprise technology sales/account management experience, preferably managing large strategic accounts.
• Proven track record of achieving or exceeding sales targets and closing large, complex technology deals.
• Strong experience in consultative and solution selling within large enterprises.
• Demonstrated ability to build relationships with CXO and senior business/technology stakeholders.
• Strong understanding of enterprise networking, wireless, switching, routing, network security and digital transformation.
• Experience working with channel partners and cross-functional specialist teams.
• Strong commercial, negotiation, presentation and executive communication skills.
• Ability to operate effectively in complex, matrixed and highly competitive environments.
• Strong business acumen with the ability to connect technology solutions to measurable customer outcomes.

Nice to have

• MBA or relevant postgraduate qualification.
• Established relationships and experience working with large Manufacturing, Conglomerate and IT/ITeS customers.

Details

• Role is onsite, primarily working from an HPE partner or customer office.
• Location: Mumbai, Maharashtra, India.