Sales Specialists & Consultant

Overview

Sales Specialist and Consultant role within HPE's global sales organization, leading pursuit in an assigned specialty area and supporting Account Managers with technical expertise to build pipeline and close deals.

What you'll do

• Seek out new opportunities and expand existing ones to build and manage the pipeline in your specialty area.
• Maintain knowledge of competitors in accounts to strategically position the company's products and services.
• Develop pursuit plans and manage the pipeline to ensure alignment with account managers.
• Establish a professional, consultative relationship with clients by developing a core understanding of their unique business needs within their industry.
• Contribute to proposal development, negotiations and deal closings.
• Work closely with and support the account manager, providing technical expertise and participating in client engagements up to C-level for more complex solutions in smaller accounts.
• May focus on growing contractual renewals for mid-size accounts with some complexity, up to higher-total contract-value renewals.
• Interface with 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

• University or Bachelor's degree.
• Directly related previous work experience.
• Demonstrated success in achieving progressively higher quota.
• Extensive vertical industry knowledge.
• Typically 5-8 years of advanced sales experience.
• Deep knowledge of products, solution or service offerings, as well as competitors' offerings, to sell expansive systems or services and attached products.
• Understanding of the industry and market segment in which key accounts are situated, integrated into consultative selling.
• Understanding of the role of IT within your area of specialization and how the company's solutions differentially address specific vertical industry challenges and cross-segment capabilities.
• Ability to negotiate and drive deals to successful closes and a high win rate.
• Broad understanding of customer needs; applies standard as well as creative solutions to meet those needs.
• Leadership and initiative in driving specialty sales in accounts: prospecting, negotiating and closing deals.
• Ability to translate product knowledge into customer added business value.
• Use specialty knowledge to actively prospect within accounts to discover or cultivate sales opportunities.
• Conceptualize and articulate well-targeted solutions in your area of technical specialty, from proposal to contract sign-off.
• Ability to take a deal through the sales cycle, including closing or supporting the close of a deal.
• High service knowledge and professionalism in researching and sharing service-related information with account teams and customers.
• Understanding of the channel and ability to work an effective plan to increase sales with partners.
• Regular use of Siebel to update deal profiles and forecast accurately.
• Understanding of services as part of strategic product sales.
• Good prioritization and delegation skills to focus on key client opportunities.
• Knowledge of industry trends, associated solutions, and key partner/ISV solutions.

Nice to have

• Bachelor's degree is preferred.

Details

• Onsite role, with an expectation of working primarily from an HPE office.
• Location: Gurgaon, Haryana, India.