Service Sales Business Development Specialist

Hewlett Packard Enterprise is the global edge-to-cloud company advancing the way people live and work. The Service Sales Business Development Specialist is responsible for driving growth of HPE’s non-maintenance services portfolio, focusing on proactively building pipeline and leading the pursuit of complex service opportunities.

Responsibilities:

• Seek out new opportunities and expands and enhances existing opportunities to build and manage the pipeline in specialty area
• Maintains knowledge of competitors in account to strategically position the company's products and services better
• Develop pursuit plans and manage the pipeline to ensure alignment with account managers
• Establish a professional, working, and consultative, relationship with the client, by developing a core understanding of the unique business needs of the client within their industry
• Contributes to proposal development, negotiations and deal closings
• Work closely with and supports account manager, providing technical expertise and support, and participating in client engagements up to C- level engagements for more complex solutions in smaller accounts
• May focus on growing contractual renewals for mid size accounts with some complexity, to higher-total contract- value renewals
• Interface with both internal and external/industry experts to anticipate customer needs and facilitate solutions development
• Build sales readiness and reduce client learning curve through effective knowledge transfer in area of specialization

Requirements:

• Bachelor's degree or advanced degree or equivalent relevant experience required
• 5+ years technical sales and integration experience required
• Demonstrated success in developing and selling customized services
• Technology based Solution Expertise appropriate for the position include: Wireless, Wired, WAN, Automation, Network Management
• Willingness to travel approximately 25% as needed; candidates based in or aligned to West Coast time zones are preferred, but not required
• Deep knowledge of solution and service offerings as well as competitor's offerings, to be able to sell services attached products
• Understands the industry and market segment in which key accounts are situated, and integrates this knowledge into consultative selling
• Understands the role of IT within area of specialization and how the company's solutions differentially address specific vertical industry challenges as well as their cross-segment capabilities
• Negotiates and drives deals to ensure successful closes and high win rate
• Broad understanding of the customer needs; applies standard as well as creative solutions to meet those needs
• Uses client engagement skills in collaboration with account leads to propose service solutions to client
• Leadership and initiative in successfully driving specialty sales in accounts - prospecting, negotiating and closing deals
• Translate product/services delivery knowledge into customer's added business value
• Uses specialty knowledge to actively prospect within accounts to discover or cultivate sales opportunities
• Conceptualizes and articulates well-targeted solutions in area of technical specialty -- from proposal to contract sign-off
• Ability to take a deal through the sales cycle including closing or supporting the close of a deal
• Demonstrates high service knowledge and professionalism in researching and sharing service-related information with account teams and customers
• Understand the channel and work an effective plan to increase sales with our partners
• Regular use of standard MS-Office tools and SFDC reporting tools for updating deal profile and forecasting accurately
• Understands professional services as part of strategic product sales
• Good prioritization and team coordination skills in order to focus on the key client opportunities and timely deliverables and next steps