Industry AI Sales Specialist

HPE; United States; Hybrid; USD 120.000 - 180.000; Vollzeit

Zusammenfassung

Hewlett Packard Enterprise ищет специалиста по индустриальным AI-продажам. Ваша задача — развивать продажи и поддерживать каскадную работу в рамках гибридного формата, обычно 2 дня в офисе.

У вас будет возможность устанавливать контакты на уровне руководителей, расширять портфель клиентов и продвигать решения в области AI и инфраструктуры. Требуется опыт продаж, знание отрасли и навыков ведения переговоров, умение работать с CRM и управлять крупными сделками.

Qualifikationen

• 8–12 лет продвинутого опыта продаж.
• Навыки ведения переговоров и закрытия крупных сделок.
• Умение разрабатывать и реализовывать план роста клиентской базы.

Aufgaben

• Ведение продаж в своей зоне ответственности и управление воронкой продаж.
• Сотрудничество с менеджерами по аккаунтам и поддержка в реализации крупных сделок.
• Презентация решений клиентам и проведение переговоров на уровне C‑Suite.

Kenntnisse

Quota attainment

Consultative selling

Account management

Industry knowledge

Presentation skills

Ausbildung

Bachelor's degree

Tools

Siebel CRM

Jobbeschreibung

Описание:

Industry 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. 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.

Задачи:

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 advanced subject matter knowledge to solve complex business issues and is regarded as a subject matter expert. Frequently contributes to the development of new ideas and methods. Works on complex problems where analysis of situations or data requires an in‑depth evaluation of multiple factors. Leads and/or provides expertise to functional project teams and may participate in cross‑functional initiatives. Acts as an expert providing direction and guidance to process improvements and establishing policies. Frequently represents the organization to external customers/clients. Exercises significant independent judgment within broadly defined policies and practices to determine best method for accomplishing work and achieving objectives. May provide mentoring and guidance to lower level employees. Responsible for creating and driving their sales pipeline. Capture leads outside of specialization and use closed‑loop lead management to ensure assignment and follow‑up by others. Maintains knowledge of competitors in account to strategically position the company's products and services better. Use specialty expertise to seek out new opportunities and expand and enhance existing opportunities to build the pipeline in and drive pursuit. Provide support to Account managers and provide input regarding business development and solution expertise. Development of quota objectives and future direction for defined product category. Some specialists also responsible for selling outsourcing deals. Establish a professional, working, and consultative, relationship with the client, up to and 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. May invest time working with and leveraging external partners to deliver sale. For Services Consultants: Focus on growing contractual renewals for mid‑to‑large accounts with more complexity, to higher‑total contract‑value renewals. Directs or coordinates supporting sales activities.

Требования:

• University or Bachelor's degree
• Directly related previous work experience.
• Demonstrated achievement of progressively higher quota, diversity of business customer, and higher level customer interface.
• Extensive selling experience within industry and on similar products.
• Typically 8-12 years of advanced sales experience.
• Project management skills required.
• 2-3 years of product sales in the desired specialty.
• Is considered an expert in knowledge of products, solution or service offerings as well as competitor's offerings to be able to sell large solutions.
• Understands the industry and market segment in which key accounts are situated, and integrates this knowledge into consultative selling.
• Understands and applies program/project management methods and processes to define, plan, cost, resource, track and ensure successful pursuit.
• Understands 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.
• Account planning and accurate account revenue forecasting skills.
• Collaborates with management and sales teams in shared accounts to ensure seamless integration of specialist sales with other sales activities.
• Cultivates & maintains positive relationships with customers to ensure account retention & growth, and positions the company as the preferred vendor for meeting all business needs.
• Establishes a professional working relationship, up to the executive level, with the client.
• Demonstrates leadership and initiative in successfully driving specialty sales in accounts - prospecting, negotiating and closing deals.
• Demonstrates high service or product knowledge and professionalism in researching and sharing service‑related information with account teams and customers.
• Deep knowledge of products, solution or service offerings as well as competitor's offerings.
• Understands how to leverage the company's portfolio and change the playing field on our competitors.
• Utilizes Siebel as an expert and accurately forecasts business.
• Understands and sells high value software solutions.
• Understands selling of services sales.
• Leverages services as part of strategic product sales.
• Maintain expertise of industry trends, associated solutions, and key partner/ISV solutions.
• Maintains expertise on IT at all levels - new applications, maintenance, typical budgets of the CIO's, typical objectives, measures, metrics.

Accessibility HPE is committed to creating an inclusive and accessible workplace and encourages applications from all qualified individuals, including those with disabilities. If you believe you require accommodation during any stage of the application or interview process, please submit your request by completing our secure form linked here. Note: This option is reserved for applicants needing assistance/reasonable accommodation related to a disability.

Условия:

• 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. #turkey #highperformancecompute

Job:

Sales

Job Level:

Expert

Additional information:

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. Hewlett Packard Enterprise is 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.