Cyber Security Specialist

Hewlett Packard Enterprise; City of Westminster; On-site; GBP 70,000 - 90,000; Full time

Job summary

A global technology company seeks a Sales Specialist responsible for driving the sales strategy and building customer relationships across large accounts in the United Kingdom. The role demands extensive expertise in consultative selling and requires a minimum of 12 years in a sales environment. You will work closely with Account Managers to enhance customer value and market share while managing complex solutions. Competitive salary and comprehensive benefits are offered.

Benefits

Health & Wellbeing benefits

Comprehensive suite of benefits

Qualifications

• 12+ years of related sales experience.
• Directly related previous work experience.
• Demonstrated achievement of progressively higher quotas.

Responsibilities

• Develop long term sales pipeline to increase market share.
• Provide support to the Account managers.
• Sell complex products or solutions on a partnership basis.

Skills

Consultative solution selling

Business development skills

Project management

Customer interactions

Complex sales

Education

University or Bachelor's degree

MBA preferred

Job description

Overview

Sales Specialists & Consultants are product, services, software or solution specialists that are responsible for leading pursuit in their assigned focus areas. Collaborates with and supports Account Managers and provides specialist expertise within the sales team. Drives proactive campaigns to build the pipeline, uses specialized knowledge and skills to prospect, qualify, negotiate and close opportunities. May have named accounts allocated, cover a designated geography, or may be allocated to one high-potential, competitive attack account. Management Level Definition: Unique mastery and recognized authority on relevant subject matter knowledge including technologies, theories and techniques. Contributes to the development of innovative principles and ideas. Successfully operates in the most complex disciplines, in which the company must operate to be successful. Provides highly innovative solutions. Leads large, cross-division functional teams or projects that affect the organization's long-term goals and objectives. May participate in cross-division, multi-function teams. Provides mentoring and guidance to lower level employees. Routinely exercises independent judgment in developing methods, techniques and criteria for achieving objectives. Develops strategy and sets functional policy and direction. Acts as a functional manager within area of expertise but does not manage other employees as a primary job function.

Responsibilities

• Develops long term sales pipeline to increase the company's market share in specialized area.
• Use specialty expertise to seek out new opportunities for customer value by expanding and existing opportunities to build the pipeline in and drive pursuit in specialty area.
• Provide support to the Account managers.
• Set direction for business development and solution replication.
• Creates and grows reference customers.
• Sell complex products or solutions to customers on a partnership basis.
• May act as a dedicated resource to a few strategic accounts.
• Services specialists may also be responsible for selling small outsourcing deals.
• For Services Consultants: Focus on growing contractual renewals for large accounts with more complexity, to higher- total contract-value renewals.
• Establish a professional, working, and consultative, relationship with the client, 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.
• 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.
• Maintains expertise on IT at all levels - new applications, maintenance, typical budgets of the CIO's, typical objectives, measures, metrics.
• Maintains broad market and competitor knowledge to ensure credibility with Customer Executives., Uses C-level engagement skills in collaboration with account leads to offer value-add solutions to the client.
• Excellent project oversight skills.
• Works with the account team to build an effective account plan and strategy to drive incremental revenue in the account.
>Utilizes Siebel as an expert and accurately forecasts business.
• Successful partner engagement experience.
• Works effectively with our partners to drive additional revenue.
• Understand 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 our competition.
• Understands the leverage of services as part of strategic portfolio of products.
• Promotes services as part of all strategic opportunities.
• Maintain knowledge of industry trends, associated solutions, and key partner/ISV solutions.

Impact / Scope

• Works on the company's larger accounts.
• Significant percentage of time spent directly with customer interfaces with all levels.
• Minimal direct time with customer's technical buyers.
• Typically assigned higher than average quota.

Complexity

• Leads sales engagements where the field of specialty is the key to a profitable and successful delivery.
• Accounts may be international or global.
• Orchestrates the regional pursuit resources for the account.
• Typically assigned higher than average quota.
• Balances industry knowledge with the value of technology to enable articulation of business value in a customer engagement.

Qualifications

• University or Bachelor's degree; Advanced University or MBA preferred.
• Directly related previous work experience.
• Demonstrated achievement of progressively higher quota diversity of business customer, and higher level customer interface.
• Prior selling experience includes multiple, diverse set of selling responsibilities.
• Viewed as expert in given field by company and customer.
• Considered a mentor of selling strategy, including designing strategy.
• Typically 12+ years of related sales experience.
• Project management skills required.
• 3-5 years' experience.

Knowledge and Skills

• Is considered a master in knowledge of products, solution or service offerings as well as competitor's offerings to be able to sell large, complex solutions.
• Know strengths and weaknesses of key competitors in account and how to leverage this knowledge in the account.
• Uses expertise specialty, consultative solution selling and business development skills to align the client's business needs with solution.
• In-depth knowledge of client's business, organizational structure, business processes and financial structure.
• Considerable knowledge of the customer's infrastructure and architecture.Demonstrates leadership and initiative in successfully driving services sales in accounts - prospecting, negotiating and closing deals.
• Demonstrates leadership and initiative in successfully driving full portfolio including hardware, software and services needed for the customer's requirements.
• Strategic planning on 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.

Additional Skills

• Accountability,
• Accountability,
• Active Learning,
• Active Listening,
• Assertiveness,
• Bias,
• Building Rapport,
• Buyer Personas,
• Coaching,
• Complex Sales,
• Creativity,
• Critical Thinking,
• Cross-Functional Teamwork,
• Customer Experience Strategy,
• Customer Interactions,
• Design Thinking,
• Empathy,
• Financial Acumen,
• Follow-Through,
• Growth Mindset,
• Identifying Sales Opportunities,
• Industry Knowledge,
• Intellectual Curiosity (Inactive),
• Long Term Planning,
• Managing Ambiguity {+ 6 more}

Benefits

Health & Wellbeing We strive to provide our team members and their loved ones with a comprehensive suite of benefits that supports their physical, financial and emotional wellbeing.

EEO Statement

HPE will comply with all applicable laws related to employer use of arrest and conviction records, including laws requiring employers to consider for employment qualified applicants with criminal histories.