Storage Sales Specialist- SPG

Overview

Storage Sales Specialist- SPG. 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 values diverse backgrounds and flexible work arrangements.

We are a force for good and invite you to grow your career with HPE.

Job Description:

The SPG Storage Sales Specialists are product, services, software or solution specialists responsible for leading pursuit within the SPG on the storage portfolio. This role requires an active TS/SCI with Full Scope Poly clearance at time of application. The specialist collaborates with Account Managers and provides expert knowledge within the sales team. Drives proactive campaigns to build the pipeline and uses specialized knowledge to prospect, qualify, negotiate and close opportunities.

May have named accounts, cover a designated geography, or be allocated to one high-potential, competitive 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 new ideas and methods. Leads and/or provides expertise to cross-functional teams and may participate in process improvements and policy guidance. Represents the organization to external customers/clients and exercises independent judgment within policies to determine the best method for achieving objectives.

May mentor lower level employees.

• Responsible for sales of storage products and solutions in assigned territory, industry or accounts.
• Uses advanced storage expertise to create new opportunities and enhance existing opportunities.
• Creates and drives the storage sales pipeline. Manages leads and ensures follow-up by others.
• Collaborates with account pursuit teams to leverage solutions expertise for business development.
• Builds sales readiness and reduces client learning curve through knowledge transfer in storage.
• Contributes to quota objectives and future direction for storage product lines.
• Directs and coordinates supporting sales activities related to pipeline hygiene with account managers, Presales, channel partners and other stakeholders.
• Maintains a healthy pipeline and account plan using internal sales tools.
• Collaborates across HPE teams for a consistent approach to end-to-end solutions, including account planning.
• Assesses solution feasibility to determine qualify-in/qualify-out status.
• Negotiates and drives profitable deals to ensure closure and a high win rate.
• Establishes professional, consultative client relationships and understands business needs up to the C-level for mid-to-large accounts.
• Leverages knowledge of competitors and industry trends to position HPE offerings.
• Works with channels to forge relationships and enable technologies for end-users.
• Leads and coordinates storage marketing campaigns to align with account strategy.
• Acts as a trusted storage solutions consultant for designated accounts/region.
• Articulates HPE strategy and portfolio to partners and champions to uncover new opportunities.
• Generates customer interest and demonstrates ROI/TCO benefits of HPE offerings.
• Cultivates relationships to ensure retention and growth and positions HPE as the preferred vendor.
• Supports deal closure with internal stakeholders including account managers and channel partners.

• Requires active TS/SCI clearance with FSP at time of application.
• 5+ years of experience working directly with SPG, marketing, and sales.
• Demonstrated achievement of progressively higher quota with diverse business customers.
• Typically 6+ years of sales experience.
• Experience in storage sales, typically 3+ years, preferred.
• Extensive vertical industry knowledge required.
• University or Bachelor's degree preferred.
• 3+ years of selling experience with a major storage company (Dell/EMC, Pure, Net App)…