Enterprise Solution Specialist

Enterprise Solution Specialist

  

This role has been designed as ‘Hybrid’ with an expectation that you will work on average 2-3 days per week from an HPE office.

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 diverse 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:

   

Responsibilities:

• Develops long term sales pipeline to increase the company's market share in specialized area.

• Use specialty expertise to seek out new opportunities for customer value by expanding and enhancing existing opportunities to build the pipeline in and drive pursuit in specialty area.

• Provide support to the Account managers.

• 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.

• Services specialists may also be responsible for selling small outsourcing deals.

• For Services Consultants: Focus on growing contractual renewals for large accounts with more complexity, to higher- total contract-value renewals.

• 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.

Education and Experience Required:

• University or Bachelor's degree; Advanced University or MBA preferred.

• Directly related previous work experience.

• Demonstrated achievement of progressively higher quota diversity of business customer, and higher level customer interface.

• Prior selling experience includes multiple, diverse set of selling responsibilities.

• Viewed as expert in given field by company and customer.

• Considered a mentor of selling strategy, including designing strategy.

• Typically 12+ years of related sales experience.

• Project management skills required.

• 3-5 years' experience.

Knowledge and Skills:

• 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 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