Sales Specialists & Consultant - PCAI

Overview

Services Sales Consultant role selling technology, services and technology management services (TMS) to end-user customers and partners in an assigned territory or industry, focused on new business or up-selling within an account.

What you'll do

• Develop a long-term sales pipeline to increase the company's market share in a specialized area.
• Use specialty expertise to seek out new opportunities for customer value by expanding and enhancing existing opportunities and drive pursuit in the specialty area.
• Provide support to 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.
• May be responsible for selling small outsourcing deals.
• Focus on growing contractual renewals for large, complex accounts, to higher total contract-value renewals.
• 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 unique business needs within their industry.
• Maintain and use overall cross-portfolio knowledge to support account leads with integration of solutions.
• Contribute to enduring executive relationships that establish the company's consultative professionalism and promote its total solution capabilities.
• Maintain expertise on IT at all levels, including new applications, maintenance, typical CIO budgets, objectives, measures and metrics.
• 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 multiple, diverse 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 10+ years of related sales experience.
• Project management skills required.
• 3-5 years' experience.
• Master-level knowledge of products, solution or service offerings, and competitors' offerings, to sell large, complex solutions.
• Knowledge of the strengths and weaknesses of key competitors in the account and how to leverage this knowledge.
• Uses specialty, consultative solution selling and business development skills to align client business needs with solutions.
• 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: prospecting, negotiating and closing deals.
• Demonstrates leadership and initiative in driving the full portfolio of hardware, software and services needed for customer requirements.
• Strategic planning at a business development level; can build an effective business case reflecting the value of an appropriate strategy.
• Balance 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 and works 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: Mumbai, Maharashtra, India.
• Work mode: Hybrid, averaging 2 days per week from an HPE office.
• Job level: Master.