FSI Federal System Integrator Compute Sales Specialist

1 month ago Be among the first 25 applicants

This role has been designated as ‘Remote/Teleworker’, which means you will primarily work from home.

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

Sales Specialists & Consultants are product, services, software, or solution experts responsible for leading customer-facing pursuits. They collaborate with and support Account Managers, providing specialist expertise within the sales team. They drive proactive campaigns to build the pipeline and use specialized knowledge and skills to prospect, qualify, negotiate, and close opportunities.

Management Level Definition

Applies advanced subject matter knowledge to solve complex business issues and is regarded as a subject matter expert. Manages several Federal System Integrators (FSI) accounts, ranging from large to small. Understands the Federal customer’s IT and operational objectives, priorities, requirements, unique funding and acquisition regulations, policies, and challenges, and adds value by implementing HPE’s strategy. 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 for 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 the best method for accomplishing work and achieving objectives.

Responsibilities

• Responsible for creating and driving the sales pipeline within the federal government and system integrators.
• Has a keen understanding of Federal funding cycles and acquisition authorities/policies.
• Captures leads outside of specialization and uses closed-loop lead management to ensure assignment and follow-up by others.
• Builds and maintains long-term relationships with key decision-makers, including government agencies and system integrators.
• Maintains knowledge of competitors in accounts to strategically position the company's products and services.
• Uses specialty expertise to seek out new opportunities and expand/enhance existing ones to build the pipeline and drive pursuit.
• Provides support to FSI and Federal Account Managers and offers input regarding business development and solution expertise.
• Develops quota objectives and future direction for defined product categories.
• Establishes a professional, consultative relationship with clients, including C-level personas, by developing a core understanding of their unique business needs within the federal government.
• Works with and leverages external partners to deliver sales.
• Directs or coordinates supporting sales activities.

• Due to the requirements of the role, US Citizenship is required.
• University or Bachelor's degree.
• FSI or Federal experience is preferred.
• Demonstrated achievement of success with progressively higher quotas, diversity of business customers, and higher-level customer interfaces.
• Extensive selling experience within the industry and on similar products.
• 8–12 years of advanced sales experience.
• 3–5 years of product sales with a major server vendor.
• Strong understanding of the federal government and system integrator landscapes is preferred.
• Expert in working with an indirect channel model.