Sales Specialist

Hewlett Packard Enterprise Development LP; Bengaluru; On-site; INR 2,500,000 - 3,800,000; Full time

Benefits offered by this job

Health & wellbeing benefits

Job summary

Hewlett Packard Enterprise is seeking a Sales Specialist in Bengaluru for a hybrid role requiring an average of 2 days per week in an HPE office. You will engage with customers, develop pursuit plans, and collaborate with account managers to drive complex solutions in the Aruba space, with emphasis on expanding pipeline and securing renewals.

The role demands extensive sales experience, strong industry knowledge, and the ability to operate across enterprise accounts in a dynamic environment.

Qualifications

• Extensive vertical industry knowledge required.
• Demonstrated success in achieving progressively higher quota.
• Understands the industry and market segment in which key accounts are situated and integrates this knowledge into consultative selling.

Responsibilities

• Seek out new opportunities and expands and enhances existing opportunities to build and manage the pipeline in specialty area.
• Maintains knowledge of competitors in account to strategically position the company’s products and services better.
• Develop pursuit plans and manage the pipeline to ensure alignment with account managers.
• Establish a professional, working, and consultative relationship with the client, by understanding the client’s unique business needs.
• Contributes to proposal development, negotiations and deal closings.
• Work closely with and supports account manager, providing technical expertise and support, and participating in client engagements up to C- level engagements for more complex solutions.

Job description

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:

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:

Applies developed subject matter knowledge to solve common and complex business issues and recommends appropriate alternatives. Works on problems of diverse complexity and scope. May act as a team or project leader providing direction to team activities and facilitates information validation and team decision making process. Exercises independent judgment to identify and select a solution. Ability to handle most unique situations. May seek advice in order to make decisions on complex business issues.

What You’ll Do Responsibilities:

Seek out new opportunities and expands and enhances existing opportunities to build and manage the pipeline in specialty area.

Maintains knowledge of competitors in account to strategically position the company’s products and services better.

Develop pursuit plans and manage the pipeline to ensure alignment with account managers.

Establish a professional, working, and consultative, relationship with the client, by developing a core understanding of the unique business needs of the client within their industry.

Contributes to proposal development, negotiations and deal closings.

Work closely with and supports account manager, providing technical expertise and support, and participating in client engagements up to C- level engagements for more complex solutions in smaller accounts.

May focus on growing contractual renewals for mid-size accounts with some complexity, to higher-total contract- value renewals.

Interface with both internal and external/industry experts to anticipate customer needs and facilitate solutions development.

Build sales readiness and reduce client learning curve through effective knowledge transfer in area of specialization.

What you need to bring:

Education and Experience: University or Bachelor’s degree preferred. / Directly related previous work experience. Demonstrated success in achieving progressively higher quota. Extensive vertical industry knowledge required. Typically 15+ years advanced sales experience required.

Knowledge and Skills:

Deep knowledge of products, solution or service offerings as well as competitor’s offerings, to be able to sell expansive systems or services and attached products.

Understand’s the industry and market segment in which key accounts are situated, and integrates this knowledge into consultative selling.

Understand’s the role of IT within area of specialization and how the company’s solutions differentially address specific vertical industry challenges as well as their cross-segment capabilities.

Negotiates and drives deals to ensure successful closes and high win rate.

Broad understanding of the customer needs; applies standard as well as creative solutions to meet those needs.

Uses client engagement skills in collaboration with account leads to propose expansive systems or service solutions to client.

Leadership and initiative in successfully driving specialty sales in accounts – prospecting, negotiating and closing deals.

Translate product knowledge into customer’s added business value.

Uses specialty knowledge to actively prospects within accounts to discover or cultivate sales opportunities.

Conceptualizes and articulates well-targeted solutions in area of technical specialty -- from proposal to contract sign-off

Ability to take a deal through the sales cycle including closing or supporting the close of a deal.

Demonstrates high service knowledge and professionalism in researching and sharing service- related information with account teams and customers.

Understand the channel and work an effective plan to increase sales with our partners.

Regular use of Siebel updating deal profile and forecasting accurately.

Understand’s services as part of strategic product sales.

Good prioritization and delegation skills in order to focus on the key client opportunities.

Knowledge of industry trends, associated solutions, and key partner/ISV solutions.

Impact/Scope:

May coordinate internal & external partners to deliver appropriate solution sale. Establishes relationships with customer/partner at all organizational levels; able to interface with senior levels in internal and external groups. Assigned average or higher size quota. Account size ranges; may work in a Small, Medium, Enterprise, or Corporate Segment; varied sales cycle.

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.

Lets Stay Connected: Follow @HPECareers on Instagram to see the latest on people, culture and tech at HPE. #india #aruba

Job: Sales Job Level: Expert

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