Sales Specialist, Storage – Cloud Service Provider

Role Overview

• 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.
• Captures leads outside of specialization and uses closed-loop lead management to ensure assignment and follow-up by others.
• Collaborates with the account pursuit teams to leverage their solutions expertise for business development.
• Build 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 through account managers, Presales, channel partners and other relevant stakeholders.
• 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, including account planning for end to end solutions.
• Assesses solution feasibility from a technical and business perspective to determine "qualify-in"/"qualify-out" status.
• Negotiates and drives profitable deals to ensure successful closure and a high win rate.
• Drives sales of the storage portfolio, using strong leadership and initiative to successfully prospect, negotiate and close deals.
• Establishes a professional and consultative relationship with the client by achieving an advanced understanding of the unique business needs of the client within the industry.
• Works with clients up to and including the C-level for mid-to-large accounts.

Requirements

• University or Bachelor's degree preferred.
• Typically 6+ years of sales experience.
• Experience in storage sales, typically 3+ years.
• Extensive vertical industry knowledge required.
• Project management experience required.
• 5+ years of selling experience with a major storage company (Dell/EMC, Pure, NetApp).
• Proven customer relationships with 5 major customers in the assigned territory.
• Expert in working with indirect channel model.
• Deep competitive knowledge of at least 1 major storage vendor.
• Expert in selling complete data lifecycle management portfolio – block, file, backup, ransomware protection & others.
• Deep expertise in at least one of the major verticals (FSI, manufacturing, Healthcare) and related solutions.

Benefits

• Health & Wellbeing: comprehensive suite of benefits to support physical, financial and emotional wellbeing.
• Personal & Professional Development: specific programs catered to helping you reach any career goals.
• Unconditional Inclusion: celebrating individual uniqueness and valuing varied backgrounds.