Lead Sales Specialist - Unstructured Data Solutions

Lead Sales Specialist - Unstructured Data SolutionsThis role has been designed as 'Hybrid' with a requirement that you will work on average 2 days per week from an HPE office.

Job Description:

The Unstructured Data Solutions Sales Specialist is the primary Subject Matter Expert for Storage and related products.  Responsible for owning and leading  the HPE Alletra Storage MP X10000 business in-GEO. Sales-led and accountable for the planning, the sales funnel and making Data Solutions the platform of choice inside HPC & AI.

The Lead Storage Sales Specialist is the primary Subject Matter Expert for Storage and related products.  Responsible for driving storage sales in an assigned territory, industry, or account(s). Demonstrates solid understanding of the features and benefits in the area of evolving storage technical solutions as well as how HPE solutions are differentiated from the competition. Maintains an outside-in view, stays abreast of competitors, leverages HPE’s opportunities and mitigates challenges.

Exercises deep expertise of end to end data solutions leveraging the HPE storage portfolio and ecosystem of partners. Effectively uses references to craft a story that makes complex technologies seem simple & understandable for our customers.  

Actively hunts for solution opportunities in acquisition and development accounts to pursue new business.  Actively generates customer interest and links business & financial benefits with technology. Brings a services-led approach to build stickiness through consultative engagements and financial constructs. Laser focused on the channel to forge relationships, provide enablement of key technologies, and co-sell to end-users.

Key Responsibilities:

• Own the GEO X10000 business: Write and run the 12–18 month plan. Be the single point of accountability for bookings, pipeline quality, forecast and competitive position across the GEO, with a hard focus on UK, Saudi Arabia and the UAE.

• Build and convert the funnel: Originate and co-originate opportunities. Qualify hard. Lead major pursuits. Maintain a living account and opportunity map so the next several quarters of revenue are visible, not hoped for.

• Make Data Solutions default inside HPC & AI:  Build a working alliance with the GEO HPC / AI organisation. Ensure material AI Factory, Private Cloud AI, sovereign AI and HPC pursuits have an explicit data-platform decision — with X10000 as the primary platform of choice, not an optional attach.

• Open new personas and ship sales plays: Engage data-layer and AI buyers (CDO, CAIO, Head of HPC, data-platform, cyber-recovery), not only storage. Build practical plays that take the field from current knowledge to the required state: AI data layer, sovereign AI, data lakes / RAG, modern protection, competitive take-out.

• Enable the wider GEO Data Solutions team: Lift sales and presales competency and confidence so X10000 is sold without this person in every meeting. Coach live deals. Create named seller + SE champions in each priority country.

• Drive ISV, partner and GSI engagement: Prioritise a short list and run named joint pursuits — NVIDIA ecosystem, selected ISVs, GSIs and local GCC partners. Partners must change architectures and source pipeline, not decorate slides.

Attributes:

• Owner, not commentator: Has carried a number — quota, pipeline, forecast — and built a multi-country or GEO motion, not only run inbound deals in one market.
• Credible in the theatre: Depth in at least two of unstructured / object / parallel file, HPC, enterprise AI infrastructure, or data platforms. Can brief a Head of AI or HPC without sliding into array feature-speak.
• Multiplier through the line: Sells with lined account teams and partners, not around them. Builds plays people actually use. Measures enablement by other people’s pipeline.
• Commercially and politically adult: Fluent in a matrix. Sharp on deal desk, consumption / GreenLake and close plans. Honest on competition in Data Solutions & Storage.
• Travel:  Willingness to travel the UK–KSA–UAE triangle. High agency in programmes that move slowly, then all at once. Fluency in English both written and verbally is required. Fluency in Arabic would be a real advantage but not essential.

Education and Experience:

• University or Bachelor's degree; Advanced Degree or MBA preferred.
• Demonstrated achievement of progressively higher quota, interface with diverse business customers at all levels.
• Typically, 8 + years of sales experience.
• Extensive experience in Unstructured Data Solutions storage sales, typically 3-5+ years.
• Prior selling experience includes multiple, diverse set of selling responsibilities.
• Project management experience required.

Knowledge and Skills:

Storage Specialist- Sales Acumen & Behaviours:

• Possesses expertise to be able to assess solution feasibility from a technical and business perspective, to determine "qualify-in"/"qualify-out" status.
• Uses expertise to negotiate and drive deals to ensure successful closure and a high win rate.
• Demonstrates hunter mentality to actively pursue solution opportunities in acquisition and development accounts and to pursue new business.
• Possesses the ability to independently articulate the technical solution and the commercial benefits to the client.
• Possesses knowledge of digital and modern methods to connect and sell.
• Uses storage knowledge to actively prospects within accounts to discover or cultivate sales opportunities.

Technology Focus:

• Is considered a master in knowledge of storage, cloud, solution and/or service offerings as well as competitor's offerings to be able to sell large, complex solutions.
• Understands the outside-in view and possesses deep knowledge of industry trends. Stays abreast of competitors and key partner/ISV solutions, including both traditional and emerging vendors. Leverages HPE's opportunities and mitigates any challenges. Member of an industry organization and/or professional network relative to a trend or vertical. Acts as a thought leader in area of expertise.
• Possesses specialty expertise in storage. Engages in consultative solution selling and business development skills to align the client's business needs with the proposed solution.
• Demonstrates high service, product, and solution knowledge. Can articulate and differentiate HPE's product offerings against the competition.

Solutions Acumen:

• Know strengths and weaknesses of key competitors in the account. Understands how to leverage this knowledge in the account and integrates this knowledge into consultative selling.
• Possesses the ability to leverage the company's product portfolio and services to up sell.
• Possesses deep expertise of end to end data solutions leveraging the HPE storage portfolio and ecosystem of partners, with a strong focus on traditional and modern applications. Able to change the playing field on our competitors.
• Uses C-level engagement skills in collaboration with account leads to offer value-add solutions to the client.
• Expertise in strategic planning on a business development level; can build an effective business case reflecting the value of an appropriate strategy.

Partnering Acumen:

• Understands how and when to engage different types of partners effectively, and is able to map the right partner to an opportunity.
• Expertise in mapping the right partner skills to the required storage related opportunity.
• Possesses deep understanding of business models of service providers, to be able to engage and sell.
• Expertise in maintaining a successful partner engagement experience.
• Ability to work effectively with our partners to drive additional revenue.

Leadership:

• Provides steady leadership, clear direction and positive attitude in face of change.
• Coaches and mentors teammates / team members for optimal performance.
• Untangles complexities, removes obstacles and steers team through customer business problems and deals.
• Demonstrates courage to take calculated risks; creates a sense of trust to inspire innovation in the team.
• Reward/recognizes and celebrate success to motivate team members.
• Demonstrates leadership and initiative in successfully driving full portfolio including hardware, software and services needed for the customer's requirements.

Other:

• Expertise in financial acumen in driving profitable business and increasing SOW in storage.
• In-depth knowledge of client's business, organizational structure, business processes and financial structure.
• Excellent project oversight skills.

Accessibility

HPE is committed to creating an inclusive and accessible workplace and encourages applications from all qualified individuals, including those with disabilities. If you believe you require accommodation during any stage of the application or interview process, please submit your request by completing our secure form linked here.

Note: This option is reserved for applicants needing assistance/reasonable accommodation related to a disability.

Health & Wellbeing

We strive to provide our team members and their loved ones with a comprehensive suite of benefits that supports their physical, financial and emotional wellbeing.

Personal & Professional Development

We also invest in your career because the better you are, the better we all are. We have specific programs catered to helping you reach any career goals you have — whether you want to become a knowledge expert in your field or apply your skills to another division.

Unconditional Inclusion

We are unconditionally inclusive in the way we work and celebrate individual uniqueness. 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.

Job:

Sales

Job Level:

Master

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