Network AI Sales Specialist - Technology Accounts

Overview

This role has been designed as ‘Hybrid’ with an expectation that you will work on average 2 days per week from an HPE office.

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 varied backgrounds and flexibility to manage work and personal needs.

We are a force for good and aim to stretch and grow your career within HPE.

Job Description

Network for AI Sales Specialists are solution specialists responsible for leading Data Center and Routing network sales. 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 to prospect, qualify, negotiate and close opportunities. May have named accounts allocated and cover a designated geography.

• Develops long term sales pipeline to increase the company’s market share in Data Center and Routing networking.
• Use expertise to seek out new opportunities for customer value by expanding and enhancing existing opportunities to build the pipeline and drive pursuit.
• Provide support for sales segments.
• Set direction for business development and solution replication.
• Create and grow reference customers.
• Sell complex products or solutions to customers on a partnership basis.
• May act as a dedicated resource to a few strategic accounts.
• Establish a professional, working, consultative relationship with the client, including C-level for mid-to-large accounts by developing a core understanding of the client’s business needs within their industry.
• Maintain and use cross-portfolio knowledge to support account leads with integration of solutions.
• Contribute to enduring executive relationships that establish the company’s consultative professionalism and promote total solution capabilities.
• Maintain expertise on IT at all levels– new applications, maintenance, typical CIO budgets, objectives and metrics.
• Maintain broad market and competitor knowledge to ensure credibility with Customer Executives.

• University or Bachelor’s degree preferred.
• Demonstrated achievement of progressively higher quota diversity of business customers and higher level customer interface.
• Prior experience selling networking solutions across a diverse set of selling responsibilities.
• Viewed as expert in the given field by company and customer.
• Typically 12+ years of related sales experience.
• Prior networking technology sales experience required.
• Prior experience with setting sales/GTM strategy.
• Prior experience with Enterprise accounts required.
• Experience selling to technology accounts strongly preferred.

• Mastery of products, solutions or services offerings, including competitor offerings, to sell large, complex network solutions.
• Know strengths and weaknesses of key competitors and how to leverage this knowledge in the account.
• Use consultative solution selling and business development skills to align the client’s needs with the solution.
• In-depth knowledge of the client’s business, organizational structure, processes and financials.
• Broad knowledge of the customer’s infrastructure and architecture.
• Demonstrates leadership in driving services sales in accounts—prospecting, negotiating and closing deals.
• Driven to deliver full portfolio including hardware, software and services needed for the customer’s requirements.
• Strategic business development planning; ability to build a compelling business case and strategy.
• Balance strategic and tactical pursuits to optimize coverage and revenue.
• Uses C-level engagement with account leads to offer value-add solutions.
• Excellent project oversight skills.
• Works with the account team to build an effective account plan and strategy to drive incremental revenue.
• Utilizes Salesforce to forecast and manage opportunities.
• Successful partner engagement experience and collaboration with partners to drive revenue.
• Ability to…