Private Cloud AI Sales Specialist

Private Cloud AI Sales Specialist

  

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:

   

This Position Resides in Connecticut and Massachusetts

The HPE Private Cloud AI (PCAI) Sales Specialist is a subject matter expert in positioning HPE Private Cloud AI, identifying and leading engagements with customers. This individual possesses Subject Matter Expert in the areas of AI Platforms & Generative AI and expertise in the AI use cases, outcomes and technology stack (HW, SW) as well as differentiation from Hyperscalers and traditional competitors. This Sales Specialist is brought into customer discussions to lead AI conversations supported by account managers, influencing the client and helping to close complex deals. They also leverage market data Propensity To Buy (PTB), expertise & time to uncover other potential opportunities and hunt for new logos.

This role has a preference to NYC, as this will be the main area this role is supporting, but may be open to the other locations listed on the req for qualified candidates. 

Key Responsibilities

1. Strategic Sales & AI Evangelism

• Lead the AI Narrative: Serve as the primary lead for AI-specific engagements, positioning HPE Private Cloud AI, Data Fabric, and services to help customers execute on their desired business outcomes.
• Subject Matter Expertise: Demonstrate deep fluency in AI Platforms, Generative AI use cases, and the supporting technology stack (HW, SW, & services).
• Opportunity Hunting: Leverage market data, including Propensity To Buy (PTB) analytics, to uncover net-new opportunities and "hunt" for new logos within the territory as well as cross selling into existing install base accounts.
• Deal Structuring: Conceptualize and articulate targeted solutions—from initial proposal to contract sign-off—negotiating profitable deals that expand HPE’s footprint.

2. Pipeline Management & Execution

• Overlay Collaboration: Actively prospect within assigned accounts in close cooperation with Account Managers, validating leads and prioritizing opportunities based on technical and business feasibility ("Qualify-in"/"Qualify-out").
• Pipeline Growth: rigorously manage the sales pipeline to ensure consistent revenue generation, upselling, and cross-selling of service attachments.
• Consultative Selling: Establish professional relationships with client executives, developing a core understanding of their unique industry challenges to guide their IT business decisions.

3. Ecosystem & Enablement

• Partner Collaboration: Work closely with channel partners and ISVs to extend reach and deliver comprehensive solutions.
• Internal Leadership: Interface with internal industry experts and product teams to anticipate customer needs and facilitate future solution development.
• Knowledge Transfer: Build sales readiness across the broader account teams by acting as a mentor and reducing the client learning curve regarding AI infrastructure.

Qualifications & Experience

• Experience: Typically requires 10+ years of advanced/technical sales experience, with a strong track record of quota over-achievement and managing complex, high-level customer relationships.
• Education: University or Bachelor's degree preferred.
• Technical Sales Background: Demonstrated exposure to the technical aspects of Hybrid Cloud, AI Hardware (GPU/Accelerators), AI / ML Ops Software stacks, data pipelines, aaS solutions, & managed services.
• Industry Knowledge: Detailed knowledge of key customer types, industry trends, and the competitive landscape.

Knowledge & Skills

• Competitive Differentiation: In-depth knowledge of HPE’s offerings versus competitor and public cloud offerings, with the ability to articulate clear business adv