Network for AI Sales Specialist

HPE Aruba Networking; Mumbai; Hybrid; INR 4,000,000 - 6,000,000; Full time

Benefits offered by this job

Comprehensive benefits package

Professional development programs

Inclusive work environment

Job summary

A leading global tech company is seeking a seasoned Sales Specialist for a hybrid role in Mumbai. With a focus on expanding market share, you will leverage your sales expertise to develop long-term pipelines and build customer relationships. The ideal candidate should have a strong background in consultative selling, alongside project management experience. If you're ready to step up in a dynamic environment and drive growth, this opportunity is for you, offering competitive compensation and benefits.

Qualifications

• Typically 12+ years of related sales experience.
• Viewed as expert in given field by company and customer.
• Considered a mentor of selling strategy.
• Ability to collaborate with account managers and cross-functional teams.

Responsibilities

• Develops long-term sales pipeline to increase market share.
• Provide support to the Account managers.
• Sell complex products or solutions to customers.
• Creates and grows reference customers and negotiates strategic deals.
• Engages with C-level and senior stakeholders to understand business needs.

Skills

Sales expertise

Project management

Consultative solution selling

Leadership and initiative

Account management

Education

University or Bachelor’s degree

Advanced University or MBA

Tools

Siebel

Job description

This role has been designed as ‘Hybrid’ with an expectation 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 you career our culture will embrace you. Open up opportunities with HPE.

Job Description

Aruba is an HPE Company, and a leading provider of next‑generation network access solutions for the mobile enterprise. Helping some of the largest companies in the world modernize their networks to meet the demands of a digital future, Aruba is redefining the “Intelligent Edge” – and creating new customer experiences across intelligent spaces and digital workspaces. Join us redefine what’s next for you.

Job Family Definition

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

What you’ll do

• 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.
• 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.

Education And Experience

What you need to bring

• 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.
• 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.

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}

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.

Job

Sales

Job Level

Master

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.