Federal Sales Specialist IV - Civilian Agencies DOE

Who We Are:

Hewlett Packard Enterprise is the global edge‑to‑cloud company advancing 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 Family Definition: Sales Specialists & Consultants are product, services, software or solution specialists that are responsible for leading pursuit in their assigned focus areas. They collaborate with and support Account Managers and provide specialist expertise within the sales team. They drive proactive campaigns to build the pipeline, use specialized knowledge and skills to prospect, qualify, negotiate and close opportunities, and may have named accounts, a designated geography, or a high‑potential account.

Management Level Definition: Applies advanced subject‑matter knowledge to solve complex business issues, serves as a subject‑matter expert, frequently contributes to new ideas, works on complex problems, leads or provides expertise to functional project teams, participates in cross‑functional initiatives, and provides direction for process improvements and policy establishment.

• Responsible for creating and driving their sales pipeline. Capture leads outside of specialization and use closed‑loop lead management to ensure assignment and follow‑up by others.
• Maintains knowledge of competitors in account to strategically position the company's products and services better.
• Use specialty expertise to seek out new opportunities and expand and enhance existing opportunities to build the pipeline and drive pursuit.
• Provide support to Account managers and provide input regarding business development and solution expertise.
• Development of quota objectives and future direction for defined product category.
• Some specialists also responsible for selling outsourcing deals.
• Establish a professional, working, and consultative relationship with the client, up to and including the C‑level for mid‑to‑large accounts, by developing a core understanding of the unique business needs of the client within their industry.
• May invest time working with and leveraging external partners to deliver sale.
• For Services Consultants:
  Focus on growing contractual renewals for mid‑to‑large accounts with more complexity, to higher‑total contract‑value renewals.
• Directs or coordinates supporting sales activities.

• Expert in knowledge of products, solution or service offerings as well as competitor offerings to sell large solutions.
• Understands the industry and market segment in which key accounts are situated, and integrates this knowledge into consultative selling.
• Applies program/project management methods and processes to define, plan, cost, resource, track and ensure successful pursuit.
• Understands the role of IT within area of specialization and how company solutions address vertical challenges and cross‑segment capabilities.
• Account planning and accurate account revenue forecasting skills.
• Collaborates with management and sales teams in shared accounts to ensure seamless integration of specialist sales with other activities.
• Cultivates and maintains positive relationships with customers to ensure account retention & growth, positioning the company as the preferred vendor for all business needs.
• Establishes a professional working relationship, up to the executive level, with the client.
• Demonstrates leadership and initiative in driving specialty sales in accounts—prospecting, negotiating, and closing deals.
• Deep knowledge of products, solution or service offerings and competitor offerings.
• Understands how to leverage the company's portfolio and change the playing field on competitors.
• Utilizes…