PC AI Sales Specialist DC/VA

PC AI Sales Specialist DC/VA

  

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:

   

This Position Resides in Washington DC and Virginia

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.

Responsibilities:

• Sources and develops new opportunities and expands and enhances existing opportunities for PCAI sales bookings and revenue, while maintaining a critical focus on prospective customer’s AI outcomes.
• Meet quarterly and annual sales objectives.
• Provide updates on all active accounts and report on sales, activities, status, and progress on a weekly basis.
• Leverages PTB data to target and prioritize opportunities in collaboration with Account Manager to create a plan to seek out new opportunities to build and manage pipeline.
• Leverages Private Cloud AI solution expertise to conduct account and industry research to position PCAI.
• Maintains knowledge of competitors in account to strategically position the company's products and services better.
• Drives initial AI customer conversation and validates PCAI opportunity, covering AI use cases and technical knowledge to position PCAI.
• Positions PCAI with all AI personas: technical/SW personas (CDO, MLOps, AI/ML Engineer, Data Scientist), outcome-driven personas (CEO, CTO, LOB) and ITDMs (CIO, VP Infrastructure).
• Develops pursuit plans and manage the pipeline to ensure alignment with account managers.
• Establishes a professional consultative relationship with the client by developing a core understanding of the unique business needs of the client within their industry.
• Provides next steps and alternatives for opportunity follow up, including technical input for PCAI Sizing tool.
• Drives proposal development, negotiations and deal closings.
• Works closely with and supports account manager, providing technical expertise and support, partners with Channel, GSI, and SDPs, and participates in client engagements up to C- level for more complex solutions in smaller accounts.
• Interfaces with both internal and external/industry experts to anticipate customer needs and facilitate solutions development. Builds sales readiness and reduce client learning curve through effective knowledge transfer in area of specialization.

Education and Experience Required:

• University or Bachelor's degree preferred. Directly related previous work experience.
• Demonstrated success in achieving progressively higher quota.
• Knowledgeable in technical aspects of hybrid cloud, AI HW & SW.
• Typically, 5-8 years advanced sales experience required.

Knowledge and Skills:

• Demonstrated sales grit.
• Possess natural curiosity.
• Possess high EQ.
• Capable of engaging in both technical and business conversations at multiple levels of the prospective customer’s organization, including with Director/C/VP level people.
• Thrive in complex orchestration of opportunities across various enterprise personas.
• Adept at developing solution business case and orchestrating overall prospect decision cycle.
• Ability to work at both a tactical and strategic level.
• Must possess a can-do, self-starter mentality in a highly collaborative atmosphere.

• Deep knowledge of products, solution or service offerings as well as competitor's offerings, to be able to s