Sales Specialist IV, Solutions

Sales Specialist IV, Solutions

  

This role has been designed as ‘’Onsite’ with an expectation that you will primarily work 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:

   

Hewlett Packard Enterprise (HPE) 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.

AI is a high-growth market for HPE, and we believe we are uniquely suited to bring our end-to-end technologies spanning compute technologies from Edge to Cloud, purpose-built AI software, interconnect, and services, to support our customers’ AI journey.   This is an incredibly exciting time to join a dynamic and rapidly growing team where you can play a key role in understanding the needs of our customers and enabling them to deliver their mission critical AI initiatives.

In a typical day as Industry AI Sales Specialist you:

• Develop and implement a sales strategy against defined hunting accounts, industry verticals and net new logos
• Focus on liaising with a broad range of customer personas from IT decision makers to Data Scientists and ML Engineers in existing HPE customers and/or new logos for HPE
• Lead with differentiating IP in terms of HPC/AI solutions and HPE GreenLake Platforms
• Articulate HPE’s point of view in mega trends such as Generative AI, Data and Hybrid Cloud.
• Based on advisory led approach, shape customer decision making criteria and guide to HPE’s differentiation portfolio (HPC/AI software stack, workload optimized infrastructure and as-a-service offerings)
• Develop a deep understanding of, and effectively articulate, the HPE AI-at-Scale offerings and value propositions
• Develop pursuit plans and manage pipeline
• Establish a professional, working, and consultative, relationship with the prospect, by developing a core understanding of the unique business needs of the prospect within their industry.
• Drive proposal development, negotiations, and deal closure
• Maintain knowledge of competitors in account, to strategically position the HPE’s HPC/AI solutions and HPE GreenLake Platforms
• Interface with both internal and external/industry experts to anticipate prospect needs
• Constantly focus on outbound prospecting/pipeline generation to ensure long-term success
• Partner with Enterprise Account Managers, Client Specialists, Cloud Services, Services and  Ezmeral team to define winning strategies
• Achieve attainable quota on quarterly and annual sales objectives

If you are…

• Good at partnering, innovating, and making things happen? Good start, you are aligned to our core values!

If you have these Skills, Expertise, Attitude and Education…

• University or Bachelor's degree
• Ability to translate industry vertical requirements into HPE differentiating portfolio
• Advanced sales experience ideally in the Data Science and AI environment
• Demonstrated ability to prospect, develop and close complex sales in enterprise accounts
• Challenger Sales attitude (Utilise customer insights to tailor messages, take control of the selling and create constructive tension)
• Demonstrate sales grit and determination
• Capable of engaging in both technical and business conversations at multiple levels of the organization, including Director/C/VP level across IT and AI/Machine Learning/Deep Learning
• Eagerness to develop deep knowledge and continuous learning of technology and industry trends as well as competitor's offerings
• Understanding the role of AI/M