Sales Specialist - Network for AI - Large Enterprise Accounts

Hewlett Packard Enterprise is the global edge-to-cloud company advancing the way people live and work. They are seeking a Sales Specialist for Network for AI who will be responsible for leading Data Center and Routing network sales, collaborating with Account Managers, and driving proactive campaigns to build the sales pipeline.

Responsibilities:

• 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 in and drive pursuit
• Provide support for sales segments
• Set direction for business development and solution replication
• Creates and grows 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, and consultative, relationship with the client, 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
• Maintain and use overall 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 its total solution capabilities
• Maintains expertise on IT at all levels – new applications, maintenance, typical budgets of the CIO’s, typical objectives, measures, metrics
• Maintains broad market and competitor knowledge to ensure credibility with Customer Executives

Requirements:

• University or Bachelor's degree preferred
• Demonstrated achievement of progressively higher quota diversity of business customer, and higher level customer interface
• Prior experience selling networking solutions includes multiple, diverse set of selling responsibilities
• Viewed as expert in 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
• Is considered a master in knowledge of products, solution or service offerings as well as competitor's offerings to be able to sell large, complex network solutions
• Know strengths and weaknesses of key competitors in account and how to leverage this knowledge in the account
• Uses expertise specialty, consultative solution selling and business development skills to align the client's business needs with solution
• In-depth knowledge of client's business, organizational structure, business processes and financial structure
• Considerable knowledge of the customer's infrastructure and architecture
• Demonstrates leadership and initiative in successfully driving services sales in accounts – prospecting, negotiating and closing deals
• Demonstrates leadership and initiative in successfully driving full portfolio including hardware, software and services needed for the customer's requirements
• Strategic planning on a business development level; can build an effective business case reflecting the value of an appropriate strategy
• Balance strategic and tactical pursuits to optimize coverage and develop a predictable revenue stream
• Uses C-level engagement skills in collaboration with account leads to offer value-add solutions to the client
• Excellent project oversight skills
• Works with the account team to build an effective account plan and strategy to drive incremental revenue in the account
• Utilizes Salesforce as an expert and accurately forecasts business
• Successful partner engagement experience
• Works effectively with our partners to drive additional revenue
• Demonstrates the ability to leverage the company's portfolio of products and services to change the playing field against our competition
• Understands the leverage of services as part of strategic portfolio of products
• Promotes services as part of all strategic opportunities
• Maintain knowledge of industry trends, associated solutions, and key partner solutions
• Leads sales engagements where the field of specialty is the key to a profitable and successful delivery
• Accounts may be international or global
• Orchestrates the regional pursuit resources for the account
• Balances industry knowledge with the value of technology to enable articulation of business value in a customer engagement