Services Sales Specialist Jobs

This role has been designated as ‘Edge’, which means you will primarily work outside of an HPE office.

Job Family Definition:

Sales Specialists & Consultants are product, services, software or solution specialists that are responsible for leading pursuit 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 one high-potential, competitive attack account.

Management Level Definition

Applies developed subject matter knowledge to solve common and complex business issues and recommends appropriate alternatives. Works on problems of diverse complexity and scope. May act as a team or project leader providing direction to team activities and facilitates information validation and team decision making process. Exercises independent judgment to identify and select a solution. Ability to handle most unique situations. May seek advice in order to make decisions on complex business issues.

The Services Sales Consultant is responsible for selling technology, services and/or technology management services (TMS) to end-user customers (and/or partners) in an assigned geographic territory or industry focusing on new business or up-selling within an account. The position requires a solid understanding of the services value proposition and how customers assign services contracts. Knowledge of marketing campaigns to align initiatives with account planning activities is also required. The Services Consultant develops consultative customer proposals, tailoring strategy and solutions to meet the needs of the customer. They understand the customer’s business challenges /objectives to provide value added services and solutions. In some instances these specialists may also be responsible for outsourcing deals.

Responsibilities

• Develop pursuit plans and manage the pipeline to ensure alignment with account managers.
• Seek out new opportunities and expands and enhances existing opportunities to build and manage the pipeline in specialty area.
• Work closely with and supports account manager, providing technical expertise and support, and participating in client engagements up to C- level engagements for more complex solutions in smaller accounts.
• 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.
• Contributes to proposal development, negotiations and deal closings.
• May focus on growing contractual renewals for mid size accounts with some 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.
• Maintains knowledge of competitors in account to strategically position the company's products and services better.

Education And Experience Required

• Demonstrated success in achieving progressively higher quota.
• Extensive vertical industry knowledge required.
• University or Bachelor's degree preferred.Directly related previous work experience.
• Typically 5-8 years advanced sales experience required.

Knowledge And Skills

• Uses client engagement skills in collaboration with account leads to propose expansive systems or service solutions to client.
• Negotiates and drives deals to ensure successful closes and high win rate.
• Ability to take a deal through the sales cycle including closing or supporting the close of a deal.
• Understands the industry and market segment in which key accounts are situated, and integrates this knowledge into consultative selling.
• Understands services as part of strategic product sales.
• Regular use of Siebel updating deal profile and forecasting accurately.
• Uses specialty knowledge to actively prospects within accounts to discover or cultivate sales opportunities.
• Translate product knowledge into customer's added business value.
• Good prioritization and delegation skills in order to focus on the key client opportunities. Knowledge of industry trends, associated solutions, and key partner/ISV solutions
• Understand the channel and work an effective plan to increase sales with our partners.
• Broad understanding of the customer needs; applies standard as well as creative solutions to meet those needs.
• Understands the role of IT within area of specialization and how the company's solutions differentially address specific vertical industry challenges as well as their cross-segment capabilities.
• Conceptualizes and articulates well-targeted solutions in area of technical specialty -- from proposal to contract sign-off
• Leadership and initiative in successfully driving specialty sales in accounts - prospecting, negotiating and closing deals.
• Demonstrates high service 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, to be able to sell expansive systems or services and attached products.

#Canada

Job

Sales

Job Level

Specialist

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

HPE will comply with all applicable laws related to employer use of arrest and conviction records, including laws requiring employers to consider for employment qualified applicants with criminal histories.