OEM Pursuit Sales Specialist

Job description

Job ID 1022570 Date posted 5/2/2018 Primary Location New Jersey, United States; D.C., United States; Maryland, United States; Pennsylvania, United States Other location All,District of Columbia,United States of America;All,Maryland,United States of America;All,New Jersey,United States of America Job Category Sales Schedule Full time Shift No shift premium (United States of America)

Sales Specialists & Consultants are product, services, software or solution specialists that are responsible for leading OEM new business pursuits in their assigned focus areas. Collaborates with and supports Account Managers and provides specialist expertise within the sales team. 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.

Responsibilities -

·  Actively prospects within accounts to discover or cultivate new OEM design sales opportunities in close cooperation with the account managers.
·  Manage sales pipeline.
·  Formulate and expand solutions to generate additional product or service attachments and up sell revenue – new design wins.
·  Utilizing and sell through the OEM channel partners.
·  Establish a professional, working, and consultative, relationship with the client, by developing a core understanding of the unique business needs of the client within their industry.
·  Work with the client up to VP management levels.
·  Contribute to building of the pipeline by generating leads and referrals and new customer opportunities within specialty area.
·  May focus on growing contractual renewals for small-to-mid size accounts with limited complexity, to higher-total contract-value renewals.
·  Interface with both internal and external/industry experts to anticipate customer needs and facilitate solutions development.
·  Build sales readiness and reduce client learning curve through effective knowledge transfer in area of specialization.

Qualifications:

Education and Experience Required -

·  University or Bachelor's degreepreferred.
·  Demonstratedachievement of progressively higher quota, diversity of business customer and higher level customer interface.
·  Detailed knowledge of key customer types or customers on given products.
·  Typically 3-5 years of experience in specialty sales.

Knowledge and Skills -

·  In depth knowledge about product, service, solution and differentiators between own offerings and what competitor's offerings.
·  Applies specialized technical product/service/ solution knowledge in working with account teams to screen and prioritize multiple leads for feasibility.
·  Use knowledge in specialty, and consultative selling skills, to proactively help customers with making IT business decisions.
·  Assesses solution feasibility from a technical and business perspective to determine"qualify-in"/"qualify-out"status
·  Solid communication and presentation skills within IT at the manager level.
·  Product demonstration, customer training, product installation skills. (for product specialty roles)
·  Conceptualizes and articulates well-targeted solutions in area of specialty - product, service, solution -- from proposal to contract sign- off.
·  Have enough knowledge about a product, service or solution to be able to qualify a deal.
·  Negotiates profitable deals so that the company can expand opportunities based on the existing business and increase the company's footprint and revenue.
·  Opportunity prospecting as related to specialty area and in expanding existing client business, in order to generate leads/referrals to account team.
·  Maintain knowledge of industry trends, associated solutions, and key partner/ISV solutions.
·  Regular use of Sales Force Dot Com for updating deal profile and forecasting accurately.
·  Understanding of OEM got to market strategies and other “sell thru” motions
·  Understand the channel/partner/reseller routes to market

#HPETG
Hewlett Packard Enterprise is EEO F/M/Protected Veteran/ Individual with Disabilities. HPE will comply with all applicable laws related to the use of arrest and conviction records, including the San Francisco Fair Chance Ordinance and similar laws and will consider for employment qualified applicants with criminal histories.