Storage Sales Specialist - UKI Acquisition

Job Description:

Storage Specialist - Enterprise Acquisition:

Sales Specialists are solution experts responsible for leading sales pursuits in their assigned focus areas. An individual contributor sales role tasked with acquiring Enterprise customers who have not purchased Storage and Data Services products from HPE within the last 5 years. An entrepreneurial approach and hunter mentality are vital ingredients for any applicant, the successful candidate will collaborate across HPE teams to deliver a consistent, market leading customer experience no other vendor can match.

Role Responsibilities fall into 4 Categories:

Discovery

• Analysis of assigned account list. Documenting organisation profiles, business strategies, stakeholders, current technology landscapes, alternative HPE incumbency (i.e. Compute/Networking)
• Creation of Territory Plan to prioritise campaigns, direct and coordinate sales activities for pipeline generation, collaboration with account managers, presales, channel partners, ISVs and other stakeholders
• Account plan creation for highest priority target customers

Pipeline Generation

• Proactive outbound prospecting in line with Territory & Account plans

• Collaboration with Marketing, Account Managers & Partners to design & execute campaigns

• Secure & lead Face-to-Face meetings with customers & prospects

• Create proposals: unsolicited, solicited & installed base as required

• Creation of new opportunities across the HPE Data Services & Solutions portfolio

Pipeline Progression

• Manage & advance opportunities through sales stages in line with operational guidelines
• Secure relationships with multiple customer stakeholders to validate qualification criteria in line with MEDDPICC methodology
• Demonstrating financial acumen, creating and validating business cases with stakeholders to ensure progression & insulate against competition
• Create & own a forecast, tracking accurately on a quarterly, monthly & weekly basis

Winning New Logos

• Negotiate and close deals, increasing the company's market share and revenue across the DSS portfolio
• Deliver revenue against financial targets, predictably in line with forecast

Education and Experience:

• University or Bachelor's degree preferred
•  Demonstrated achievement of quota
• Typically 2+ years of sales experience
• Storage related sales experience strongly desired

Knowledge and Skills:

Storage Specialist- Sales Acumen & Behaviours

• Demonstrate hunter mentality to actively pursue solution opportunities in acquisition accounts
• Be constantly curious about customers, their business & how HPE can help achieve their objectives
• Consultative selling approach in line with MEDDPICC methodology
• Expertise to negotiate and drive deals to ensure successful closure
• Strong interpersonal skills to effectively engage both customer and partner stakeholders at all levels and collaborate with account team members
• Ability to independently articulate the technical solution and commercial benefits to the client
• Creative approach to prospecting using digital channels to connect and sell
• Understands how to engage different types of partners effectively

Technology Focus

• Knowledge of storage, cloud, solution or service offerings as well as competitor's offerings
• Awareness of industry trends. Stays abreast of competitors and key partner/ISV solutions
• Understands the role of IT within a customer’s business and can articulate business value

Leadership

•  Strong communication skills

• Supports peer sales team members to ensure effective selling across the group

• Willing to take calculated risks in line with the vision from senior leadership.

• Demonstrates resilience required to thrive in the most demanding of sales roles

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.

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:

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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.

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