Sales Specialists & Consultant

Overview

Sales Specialists & Consultant role at Hewlett Packard Enterprise, focused on selling technology, services and solutions in an assigned specialty area, working alongside account managers to build pipeline and close opportunities.

What you'll do

• Actively prospect within accounts to discover or cultivate solutions sales opportunities within your area of technical specialty, in close cooperation with the account manager.
• Manage the sales pipeline.
• Formulate and expand solutions to generate additional product or service attachments and upsell revenue.
• Certain roles may also sell through the channel.
• Establish a professional, working and consultative relationship with the client by developing a core understanding of the unique business needs of the client within their industry.
• Work with the client up to IT management level.
• Contribute to building the pipeline by generating leads, referrals and new customer opportunities within your specialty area.
• May focus on growing contractual renewals for small-to-mid size accounts with limited complexity, to higher total contract value renewals.
• Interface with both internal and external/industry experts to anticipate customer needs and facilitate solutions development.
• Build sales readiness and reduce client learning curve through effective knowledge transfer in your area of specialization.

What you'll need

• Demonstrated achievement of progressively higher quota, diversity of business customer and higher level customer interface.
• Detailed knowledge of key customer types or customers on given products.
• Typically 3-5 years of experience in specialty sales.
• In-depth knowledge about product, service, solution and differentiators between own offerings and competitors' offerings.
• Applies specialized technical product, service or solution knowledge in working with account teams to screen and prioritize multiple leads for feasibility.
• Uses knowledge in specialty and consultative selling skills to proactively help customers make IT business decisions.
• Assesses solution feasibility from a technical and business perspective to determine "qualify-in"/"qualify-out" status.
• Solid communication and presentation skills within IT at the manager level.
• Product demonstration, customer training and product installation skills (for product specialty roles).
• Conceptualizes and articulates well-targeted solutions in area of specialty, from proposal to contract sign-off.
• Enough knowledge about a product, service or solution to qualify a deal.
• Negotiates profitable deals so the company can expand opportunities based on existing business and increase its footprint and revenue.
• Opportunity prospecting related to specialty area and in expanding existing client business, to generate leads/referrals to the account team.
• Maintains knowledge of industry trends, associated solutions, and key partner/ISV solutions.
• Regular use of Siebel to update deal profiles and forecast accurately.

Nice to have

• University or Bachelor's degree.

Details

• Location: Bengaluru, Karnātaka, India.
• Onsite role, with an expectation to primarily work from an HPE office.
• Job level: Intermediate.