Sales Specialists & Consultant

Overview

Sales Specialist and Consultant role at Hewlett Packard Enterprise, responsible for leading pursuit in an assigned focus area (product, services, software or solution) and supporting Account Managers with specialist expertise.

What you'll do

• Create and drive your sales pipeline.
• Capture leads outside of specialization and use closed-loop lead management to ensure assignment and follow-up by others.
• Maintain knowledge of competitors in account to strategically position the company's products and services.
• Use specialty expertise to seek out new opportunities and expand and enhance existing opportunities to build the pipeline and drive pursuit.
• Provide support to Account Managers and provide input regarding business development and solution expertise.
• Develop quota objectives and future direction for the defined product category.
• Establish a professional, working and consultative relationship with the client, up to and 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.
• Invest time working with and leveraging external partners to deliver sales.
• Services Consultants: focus on growing contractual renewals for mid-to-large accounts with more complexity, to higher total contract-value renewals.
• Direct or coordinate supporting sales activities.

What you'll need

• University or Bachelor's degree.
• Directly related previous work experience.
• Demonstrated achievement of progressively higher quota, diversity of business customer, and higher level customer interface.
• Extensive selling experience within industry and on similar products.
• Typically 8-12 years of advanced sales experience.
• Project management skills required.
• 2-3 years of product sales in the desired specialty.
• Expert knowledge of products, solution or service offerings as well as competitor's offerings to be able to sell large solutions.
• Understand the industry and market segment in which key accounts are situated, and integrate this knowledge into consultative selling.
• Understand and apply program/project management methods and processes to define, plan, cost, resource, track and ensure successful pursuit.
• Understand the role of IT within area of specialization and how the company's solutions differentially address specific vertical industry challenges as well as cross-segment capabilities.
• Account planning and accurate account revenue forecasting skills.
• Collaborate with management and sales teams in shared accounts to ensure seamless integration of specialist sales with other sales activities.
• Cultivate and maintain positive relationships with customers to ensure account retention and growth, and position the company as the preferred vendor.
• Establish a professional working relationship, up to the executive level, with the client.
• Demonstrate leadership and initiative in successfully driving specialty sales in accounts: prospecting, negotiating and closing deals.
• Demonstrate high service or product knowledge and professionalism in researching and sharing service-related information with account teams and customers.
• Understand how to leverage the company's portfolio and change the playing field on competitors.
• Utilize Siebel as an expert and accurately forecast business.
• Understand and sell high value software solutions.
• Understand selling of services.
• Leverage services as part of strategic product sales.
• Maintain expertise of industry trends, associated solutions, and key partner/ISV solutions.
• Maintain expertise on IT at all levels: new applications, maintenance, typical CIO budgets, objectives, measures and metrics.

Details

• Location: Bengaluru, Karnātaka, India.
• Onsite role with an expectation that you will primarily work from an HPE office.
• Job level: Expert.