Storage Sales Specialist - Commercial Accounts

Storage Sales Specialist - Commercial Accounts

  

This role has been designated as ‘Remote/Teleworker’, which means you will primarily work from home.

Who We Are:

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:

   

Storage Sales Specialists are product, services, software and solution specialists that are responsible for leading pursuit in their assigned territory. Collaborates with and supports Account Generalists and provides storage expertise within the sales team. Drives proactive campaigns to build the pipeline, uses specialized knowledge and skills to prospect, qualify, negotiate and close opportunities. Will cover a designated geography. 

How You'll Make Your Mark -

• Responsible for sales of storage products and solutions in assigned territory, industry or accounts.

• Seeks out new opportunities  through prospecting, industry networking and events.

• Develops pursuit plans and builds and manages the storage sales pipeline.

• Contributes to proposal development, negotiations and deal closings.

• Works closely with and supports the Account Manager, providing technical expertise and support. Participates in client engagements up to C- level for complex solutions in smaller accounts.

• Directs and coordinates supporting sales activities related to pipeline hygiene through account managers, Presales, channel partners and other relevant stakeholders.

• 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 to qualify/disqualify opportunities

• Negotiates profitable deals so that the company can expand opportunities based on the existing business, and increase the company's footprint and revenue in storage.

• Drives sales of the Storage portfolio, using strong leadership and initiative to successfully prospect, negotiate and close deals.

• Focuses on and works with the channel to forge relationships, provide enablement of key technologies, and co-sell to end-users.

• Effectively leads, evangelizes, and helps to coordinate Storage marketing campaigns (digital/new techniques) to ensure successful launches and maintenance of campaign momentum, in alignment with the account strategy.

• Acts as a trusted storage solutions consultant for the slated accounts/region.

• Reinforces and articulates HPE's strategy and portfolio to partners and champions to uncover new business opportunities and contacts, including new logos when appropriate.

• Effectively uses references to craft a story that makes complex technologies seem simple and understandable for the customers.

• Actively generates customer interest and understands the customer's buying trends. Links business and financial benefits with technology offerings. Illustrates the ROI & TCO advantages of HPE offerings for the customer's business.

About You -

Education and Experience

• 5-8 years of selling experience with a major storage company (Dell/EMC, Pure, NetApp)
• Candidate must reside in designated territory to be considered - San Diego
• 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
• Ability to perform hands-on demo of portfolio sold in the past
• Self-starter and able to ramp quickly

Additional Skills:

Accountability, Accountability, Active Learning (Inactive), Active Listening, Assertiveness, Bias, Building Rapport, Buyer Personas, Coaching, Complex Sales, Creativity, Critical Thinking, Cross-Functional T