Private Cloud AI Sales Specialist

Hewlett Packard Enterprise Development LP; Manchester; Hybrid; GBP 70,000 - 110,000; Full time

Job summary

Hewlett Packard Enterprise is seeking a Private Cloud AI Sales Specialist. The role is hybrid, requiring you to work from an HPE office on average 2 days per week.

The specialist will lead AI conversations, position PCAI solutions, and develop consultative proposals, leveraging market data to uncover opportunities, and partnering with channels and SAP partners to close complex deals.

Qualifications

• University or Bachelor's degree; Advanced University or MBA preferred.
• Directly related previous work experience in sales.

Responsibilities

• Leverages PTB data to target and prioritize opportunities with Primary Seller.
• Position PCAI with all AI personas and conduct account/industry research.
• Drives initial AI customer conversation and qualifies PCAI opportunity with technical and business value.
• Develops long-term sales pipeline to increase PCAI market share.
• Partners with Ecosystem: Channel, GSI, and SDP’s.

Skills

C-level engagement

Consultative solution selling

AI/ML knowledge

Executive relationship building

Education

Bachelor's degree (MBA preferred)

Job description

Private Cloud AI Sales Specialist

Private Cloud AI Sales Specialist This role has been designed as 'Hybrid' with a requirement that you will work on average 2 days per week from an HPE office.

Who We Are

Hewlett Packard Enterprise is the global edge-to-cloud company advancing the way people live and work. We help companies connect, protect, analyze, and act on their data and applications wherever they live, from edge to cloud, so they can turn insights into outcomes at the speed required to thrive in today’s complex world. Our culture thrives on finding new and better ways to accelerate what’s next. We know varied backgrounds are valued and succeed here. We have the flexibility to manage our work and personal needs. We make bold moves, together, and are a force for good. If you are looking to stretch and grow your career our culture will embrace you. Open up opportunities with HPE.

Job Description

HPE Private Cloud Sales Specialists are subject matter experts in positioning HPE Private Cloud AI; identifying and leading engagements with customers. Subject Matter Expert in the area AI Platforms & Generative AI and have expertise in the AI use cases, outcomes and technology stack (HW, SW) as well as differentiation from Hyperscalers and traditional competitors. They are brought into customer discussions to lead AI conversations supported by Client Specialist, influencing the client and helping to close complex deals. They also leverage market data (PTB), expertise & time to uncover other potential opportunities and hunt for new logos. The Private Cloud AI Sales Specialist is responsible for selling technology, services and/or technology management services (TMS) to end-user customers (and/or partners) in an assigned geographic territory or industry focusing on new business or up‑selling within an account. The position requires a solid understanding of the services value proposition. The Private Cloud AI Sales Specialist develops consultative customer proposals, tailoring strategy and solutions to meet the needs of the customer. They understand the customer’s business challenges /objectives to provide value added services and solutions. In some instances these specialists may also be responsible for outsourcing deals.

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

• Leverages PTB data to target and prioritize opportunities in collaboration with Primary Seller, creating a plan.
• Be the expert for the Private Cloud AI solution, conduct account and industry research to position PCAI.
• Drives initial AI customer conversation and validates PCAI opportunity ,covering AI use cases and technical knowledge to position PCAI.
• Is NOT a solution engineer but IS knowledgeable in technical aspects of PCAI HW & SW.
• Position PCAI with all AI personas: technical/SW personas (CDO, MLOps, AI/ML Engineer, Data Scientist), outcome-driven personas (CEO, CTO, LOB) and ITDMs (CIO, VP Infrastructure).
• Provides next steps and alternatives for opportunity follow up.
• Partners with Ecosystem: Channel, GSI, and SDP’s.
• 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 enhancing 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.
• 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.

Education and Experience Required

• 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 3 - 5 years of related sales 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.
• 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.
• 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.

What We Can Offer You

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.

Personal & Professional Development

We also invest in your career because the better you are, the better we all are. We have specific programs catered to helping you reach any career goals you have — whether you want to become a knowledge expert in your field or apply your skills to another division.

Unconditional Inclusion

We are unconditionally inclusive in the way we work and celebrate individual uniqueness. We know varied backgrounds are valued and succeed here. We have the flexibility to manage our work and personal needs. We make bold moves, together, and are a force for good. Let’s Stay Connected: Follow @HPECareers on Instagram to see the latest on people, culture and tech at HPE. #unitedkingdom #hybridcloud, #sales

Job

Sales Job Level: Specialist HPE is an Equal Employment Opportunity/ Veterans/Disabled/ LGBT employer. We do not discriminate on the basis of race, gender, or any other protected category, and all decisions we make are made on the basis of qualifications, merit, and business need. Our goal is to be one global team that is representative of our customers, in an inclusive environment where we can continue to innovate and grow together.

Equal Employment Opportunity

Hewlett Packard Enterprise is an EEO Protected Veteran/ Individual with Disabilities. 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.

Equal Opportunity Employer (EEO)

Hewlett Packard Enterprise provides equal employment opportunity to any employee or applicant without regard to sex, gender, color, race, ethnicity, religion, creed, national origin, ancestry, citizenship, age, marital status, sexual orientation, gender identity and expression, physical or mental disability, medical condition, pregnancy, protected veteran status, uniformed service status, familial status, genetic information, political affiliation, or any other characteristic protected by federal, state, or local law. If you’d like more information about your EEO right as an applicant under the law, please click here: Know Your Rights.

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