HPC/AI Sales Specialist, Federal

3 weeks ago

Houston, Texas, United States Hewlett Packard Enterprise Development LP Full time

Job Description:

Job Family Definition:

Sales specialists and consultants at Hewlett Packard Enterprise are product, services, software, or solution specialists responsible for leading pursuits in their assigned focus areas. They collaborate with and support account managers, providing specialist expertise within the sales team. These professionals drive proactive campaigns to build the pipeline, utilize specialized knowledge and skills to prospect, qualify, negotiate, and close opportunities. They may have named accounts allocated, cover a designated geography, or be allocated to one high-potential, competitive attack account.

Management Level Definition:

Applicants will apply developed subject matter knowledge to solve common and complex business issues and recommend appropriate alternatives. They will work 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.

Responsibilities:

  • Seek out new opportunities and expand and enhance 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.

Education and Experience Required:

  • University or Bachelor's degree preferred
  • Demonstrated success in achieving progressively higher quota.
  • Extensive vertical industry knowledge required.
  • Typically 4+ years advanced sales experience required
  • Experience selling in Federal space required
  • Experience selling HPC/AI preferred

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.
  • Understands the industry and market segment in which key accounts are situated, and integrates this knowledge into consultative selling.
  • 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.
  • Negotiates and drives deals to ensure successful closes and high win rate.
  • 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.

Additional Skills:

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, Long Term Planning, Managing Ambiguity

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