Sales Storage Specialist - Commercial(e) Expert(e) Stockage H/F

Sales Storage Specialist - Commercial Expert Stockage H/F

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 specialists that are responsible for leading pursuit in their assigned focus areas. Collaborates with and supports Account Managers and provides specialist expertise within the sales team. Drives proactive campaigns to build the pipeline, uses specialized knowledge and skills to prospect, qualify, negotiate and close opportunities. May have named accounts allocated, cover a designated geography, or may be allocated to one high-potential, competitive attack account.

Responsibilities

• Responsible for sales of storage products and solutions in assigned territory, industry or accounts.
• Uses advanced storage expertise to seek out new opportunities for customer value by expanding and enhancing existing opportunities.
• Creates and drives the storage sales pipeline.
• Collaborates with the account pursuit teams to leverage their solutions expertise for business development.
• Builds sales readiness and reduces client learning curve through effective knowledge transfer in storage.
• Contributes to development of quota objectives and future direction for storage product lines.
• Directs and coordinates supporting sales activities related to pipeline hygiene.
• Effectively uses internal sales tools to maintain a healthy pipeline and the account plan in a timely fashion.
• Collaborates across the HPE teams to deliver a consistent approach to developing business.
• Assesses solution feasibility from a technical and business perspective.
• Negotiates and drives profitable deals.
• Drives sales of the storage portfolio.
• Establishes a professional and consultative relationship with the client.
• Leverages advanced knowledge of competitors and industry trends.
• Focuses on the channel to forge relationships.
• Leads, evangelizes and helps to coordinate Storage marketing campaigns.
• Acts as a trusted storage solutions consultant.
• Reinforces and articulates HPE’s strategy and portfolio.
• Effectively uses references to craft a story.
• Actively generates customer interest.
• Cultivates and maintains positive relationships with customers.
• Supports deal closure in partnership with relevant internal stakeholders.

Classification Guidance

• University or Bachelor’s degree preferred.
• Demonstrated achievement of progressively higher quota, interface with diverse business customers at all levels.
• Typically 6-10+ years of sales experience.
• Experience in storage sales, typically 2-3+ years.
• Extensive vertical industry knowledge required.
• Project management experience required.

Knowledge and Skills

• Storage Specialist- Sales Acumen & Behaviors
• Possesses expertise to assess solution feasibility.
• Uses expertise to negotiate and drive deals.
• Demonstrates hunter mentality.
• Possesses the ability to independently articulate the technical solution.
• Possesses knowledge of digital and modern methods to connect and sell.
• Uses storage knowledge to actively prospect within accounts.

Technology Focus

• Is considered an expert in knowledge of storage, cloud, solution or service offerings.
• Understands the outside-In view and possesses deep knowledge of industry trends.
• Understands the role of IT within the area of storage.
• Demonstrates high service, product, and solution knowledge.

Solutions Acumen

• Understands the industry and market segments.
• Possesses the ability to leverage the company’s product portfolio and services to upsell.
• Possesses deep expertise of end to end data solutions leveraging the HPE storage portfolio.

Other

• Understands how and when to engage different types of partners effectively.
• Expertise in mapping the right partner skills to the required storage related opportunity.
• Possesses deep understanding of business models of service providers.

Leadership

• Persuades and negotiates.
• Motivates, coaches and supports peer sales team members.
• Clearly address challenges.
• Demonstrates courage to take calculated risks.
• Rewards, recognizes and celebrates successes.

Other

• Possesses advanced financial acumen.
• Maintains expertise on IT at all levels.
• Understands and applies program/project management methods.
• Collaborates with management and sales teams.

Impact/Scope

• May lead sales engagements.
• Accounts may be international or global.
• Typically assigned higher than average quota.
• Orchestrates the regional pursuit resources.

Complexity

• Accounts may be international or global.
• May perform project management role.
• Coordinates external partners.

Additional Skills

• Accountability
• Active Learning
• Active Listening
• Assertiveness
• 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
• Long Term Planning
• Managing Ambiguity

What We Can Offer You

• Health & Wellbeing
• Personal & Professional Development
• Unconditional Inclusion