Hybrid IT Value Sales Specialist

Job description

Job ID 1027226 Date posted 10/31/2018 Primary Location , South Africa Job Category Sales Schedule Full time Shift No shift premium (South Africa)

At Hewlett Packard Enterprise (HPE), innovation is critical to who we are and what we do. Innovation was the core principle that brought our founders, Bill and Dave, together. But it’s collaboration that brings great ideas to life. Here, we work side-by-side with some of the best the industry has to offer, building strong relationships with each other so we can bring the best solutions to our customers.

We live by three core values that drive our business: Partner. Innovate. Act. These values combined help us create important work all over the world to advance how people live and work. HPE makes Hybrid IT simple. HPE helps customers to design the right mix of Hybrid IT to serve their unique needs. We bring next generation infrastructure that uses intelligent software to simplify and accelerate the delivery of new apps, services and business insights. HPE Labs, our research teams, are working on new technologies that will change the way IT will look and operate in the near future with projects like The Machine. The Machine is already delivering real world benefits to society with a collaborative effort with DZNE in the research for a cure of Alzheimer’s Disease. Couple these great research teams with key acquisitions like Nimble Storage and SimpliVity and it is easy to see how we are shaping a new style of IT, one that has our customer’s success top of mind.

Join our team as the Hybrid IT Value Sales Specialist and propel your career by contributing to the success of our Customers and Society. You will be collaborating and developing strategic relationships with selected Systems Integrators (SIs) and Independent Software Vendors (ISVs), leveraging their ecosystem and our next generation infrastructure to drive new business through joint engagements. If working for an organisation that is serious about the sustainability and welfare of its Customers, Partners and Society then Hewlett Packard Enterprise is the right choice for you.

Responsibilities:

·  Responsible for creating and driving their sales pipeline.
·  Capture leads outside of specialization and use closed-loop lead management to ensure assignment and follow-up by others.
·  Maintain knowledge of competitors in account to strategically position HPE’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.
·  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 sale.
·  Directs or coordinates supporting sales activities

Education and Experience Required

·  University or Bachelor’s degree
·  Directly related previous work experience.
·  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 preferable.

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 solutions.
·  Understands the industry and market segment in which key accounts are situated, and integrates this knowledge into consultative selling.
·  Understands and applies program/project management methods and processes to define, plan, cost, resource, track and ensure successful pursuit.
·  Understands the role of IT within area of specialization and how HPE’s solutions differentially address specific vertical industry challenges as well as their cross-segment capabilities
·  Account planning and accurate account revenue forecasting skills.
·  Collaborates with management and sales teams in shared accounts to ensure seamless integration of specialist sales with other sales activities.
·  Cultivates & maintains positive relationships with customers to ensure account retention & growth, and position HPE as the preferred vendor for meeting all business needs.
·  Excellent project management skills.
·  Establishes a professional working relationship, up to the executive level, with the client.
·  Demonstrates leadership and initiative in successfully driving specialty sales in accounts – prospecting, negotiating and closing deals.
·  Demonstrates high service or product knowledge and professionalism in researching and sharing service-related information with account teams and customers.
·  Deep knowledge of products, solution or service offerings as well as competitor’s offerings.
·  Understands how to leverage HPE’s portfolio and change the playing field on our competitors.
·  Utilizes Salesforce.com as an expert and accurately forecasts business.
·  Understands and sells high value software solutions
·  Understands selling of services sales.
·  Leverages services as part of strategic product sales.
·  Maintain expertise of industry trends, associated solutions, and key partner/ISV solutions.
·  Maintains expertise on IT at all levels – new applications, maintenance, typical budgets of the CIO’s, typical objectives, measures, metrics.

Hewlett Packard Enterprise is EEO F/M/Protected Veteran/ Individual with Disabilities.