OEM Sales Specialist - North America

OEM Sales Specialist - North America

  

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 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:

   

We are seeking an OEM Sales Specialist for North America to manage OEM customers.  This is a Telework position and will be based in the US.  Travel is expected to be 40%.  Sales Specialists and Consultants are product, services, software or solution specialists that are responsible for leading OEM new business pursuits in their assigned focus areas. Drives proactive campaigns to build the pipeline, uses specialized knowledge and skills to prospect, qualify, negotiate and close opportunities. May have named accounts allocated, cover a designated geography, or may be allocated to several high-potential competitive attack account.

Applies advanced subject matter knowledge to solve complex business issues and is regarded as a subject matter expert. Frequently contributes to the development of new ideas and methods. Works on complex problems where analysis of situations or data requires an in-depth evaluation of multiple factors. Leads and/or provides expertise to functional project teams and may participate in cross-functional initiatives. Acts as an expert providing direction and guidance to process improvements and establishing policies. Frequently represents the organization to external customers/clients. Exercises significant independent judgment within broadly defined policies and practices to determine the best method for accomplishing work and achieving objectives. May provide mentoring and guidance to lower level employees.

Responsibilities:

• Actively prospects within accounts to discover or cultivate new OEM design sales opportunities within existing OEM accounts.
• Utilize and sell through the OEM channel partners.
• Maintain knowledge of industry trends, associated solutions, and key partner/ISV solutions.

• Responsible for creating and driving their sales pipeline. Capture leads outside of specialization and uses closed-loop lead management to ensure assignment and follow- up by others.
• Maintains knowledge of competitors in account to strategically position the company's products and services better.
• Use specialty expertise to seek out new opportunities and expand and enhance existing opportunities to build the pipeline in and drive pursuit.
• Provide support to Account managers and provide input regarding business development and solution expertise.
• Development of quota objectives and future direction for defined product category.
• Some specialists are also responsible for selling outsourcing deals.
• Establish a professional, working, and consultative, relationship with the client, up to and 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.
• May invest time working with and leveraging external partners to deliver sales.
• For Services Consultants: Focus on growing contractual renewals for mid-to-large accounts with more complexity, to higher- total contract-value renewals.
• Directs or coordinates supporting sales activities.

Education and Experience Required:

• University or Bachelor's degree. 
• Directly related previous work experience.
• Understanding of OEM Go to Market strategies and other “sell thru” motions.
• Detailed knowledge of key OEM persona types or customers in OEM customer targets.
• Demonstrated achievement of progressively higher quota, diversity of business customer, and higher level customer interface.
• Extensive selling experience within industry and on similar products.
• Typically, 8-12 years of advanced sales experience.
• Project management skills required.
• 2-3 years of product sales in the desired specialty.

Knowledge and Skills:

• Is considered an expert in knowledge of products, solution or service offerings as well as competitor's offerings to be able to sell large solut