Services Sales Specialist

Hewlett Packard Enterprise; Westford (MA); Hybrid; USD 85,000 - 120,000; Full time

Benefits offered by this job

Health & wellbeing

Career development

Unconditional inclusion

Job summary

Hewlett Packard Enterprise in Westford, MA, United States, is seeking a Services Sales Specialist to lead pursuits in services, software or solutions within an assigned territory. The role collaborates with Account Managers, builds pipelines, and closes opportunities while leveraging deep knowledge of the portfolio.

The ideal candidate will have a University degree, 3–5 years of specialty sales experience, and strong communication skills to present proposals and negotiate effectively with

Qualifications

• University or bachelor's degree preferred. Demonstrated achievement of progressively higher quota, diversity of business customer and higher-level customer interface.
• Typically 3–5 years of experience in specialty sales.
• Detailed knowledge of key customer types or customers on given products.

Responsibilities

• Lead pursuits in services, software or solution areas within assigned focus.
• Collaborate with Account Managers and provide specialist expertise in services.
• Develop consultative customer proposals, tailoring strategy and solutions to meet customer needs.

Skills

Sales strategies

Account management

Consultative selling

Prospecting

Negotiation

Education

Bachelor's degree

Tools

SFDC (Salesforce)

Job description

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

Services Sales Specialists are services, software or solution specialists that are responsible for leading pursuits in their assigned focus areas. Collaborates with and supports Account Managers and provides specialist expertise in services 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.

Applies intermediate level of subject matter knowledge to solve a variety of common business issues. Works on problems of moderately complex scope. Acts as an informed team member providing analysis of information and limited project direction input. Exercises independent judgment within defined practices and procedures to determine appropriate action. Follows established guidelines and interprets policies. Evaluates unique circumstances and makes recommendations.

The Services Sales Specialist is a quota-carrying seller responsible for selling services, software or custom solutions 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 portfolio and value proposition. Knowledge of marketing campaigns to align initiatives with account planning activities is also required. The Services 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.

Responsibilities

• In support of the product Account Teams, actively prospects within accounts to discover or cultivate solutions sales opportunities within area of technical specialty (in close cooperation with the account manager).
• Establish a professional and trusted partnership with the Account Team members.
• Manage the support contract renewal process from end to end.
• Ensure attachment of support services on all product sales.
• Upsell Professional and Advanced Services by expanding solutions to generate additional product or service attachments and up sell revenue.
• Sell educational services across all of account base.
• Manage sales forecast and pipeline.
• Certain roles may also sell through the channel.
• 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.
• Contribute to building the pipeline by generating leads and referrals and new customer opportunities within specialty area.
• May focus on growing contractual renewals for small-to-mid size accounts with limited 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 of the services and solution business outcomes.

Education And Experience Required

• University or bachelor's degree preferred. Demonstrated achievement of progressively higher quota, diversity of business customer and higher-level customer interface.
• Detailed knowledge of key customer types or customers on given products.
• Typically, 3-5 years of experience in specialty sales.

Knowledge And Skills

• In depth knowledge about product, service, solution and differentiators between own offerings and what competitor's offerings.
• Applies specialized technical service/solution knowledge in working with account teams to screen and prioritize multiple leads for feasibility.
• Use knowledge in specialty, and consultative selling skills, to proactively help customers with making IT business decisions.
• Solid communication and presentation skills at the manager and executive level.
• Conceptualizes and articulates well-targeted solutions in area of specialty - service, solution - from proposal to contract sign-off.
• Have enough knowledge about a product, service or solution to be able to qualify a deal.
• Negotiates profitable deals so that the company can expand opportunities based on the existing business and increase the company's footprint and revenue.
• Opportunity prospecting as related to specialty area and in expanding existing client business, to generate leads/referrals to account team.
• Maintain knowledge of industry trends, associated solutions, and key partner/ISV solutions.
• Regular use of SFDC updating deal profile and forecasting accurately.

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.

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