Sales Specialist

Greenlake SpecialistThis role has been designed as ‘Hybrid’ with an expectation that you will work on average 2 days per week from an HPE office.

Job Description:

Job Family Definition

As a Service & Private Cloud Sales Specialists are talented people able to position with a service approach the whole HPE Hybrid Cloud portfolio based on Products (Servers, Storage), Cloud Platform Software (Morpheus, Opsramp, Zerto,…), Private Cloud Platforms (AI, Virtualization, SAP) and Managed Services.

They are responsible for leading 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 one high-potential, competitive attack account

Management Level Definition

Applies advanced subject matter knowledge to solve complex business issues and is regarded as a subject matter expert. Frequently contributes to the development of new ideas and methods. Works on complex problems where analysis of situations or data requires an in-depth evaluation of multiple factors. Leads and/or provides expertise to functional project teams and may participate in cross-functional initiatives. Acts as an expert providing direction and guidance to process improvements and establishing policies. Frequently represents the organization to external customers/clients. Exercises significant independent judgment within broadly defined policies and practices to determine best method for accomplishing work and achieving objectives. May provide mentoring and guidance to lower-level employees

Responsibilities

• Responsible for sales of aaS & Private Cloud solutions in assigned territory, industry or accounts.

• Collaborate with the account pursuit teams to leverage their solutions expertise for business development.

• Build sales readiness and reduces client learning curve through effective knowledge transfer As a Service and Private Cloud Solutions.

• Contributes to development of quota objectives and future direction for Private Cloud Portfolio

• Directs and coordinates supporting sales activities related to pipeline hygiene through account managers, presales, channel partners and other relevant stakeholders.

• Collaborates across the HPE teams to deliver a consistent approach to developing business, including account planning for end to end solutions.

• Assesses solution feasibility from a technical and business perspective to determine """"qualify-in""""/""""qualify-out"""" status.

• Negotiates and drives profitable deals to ensure successful closure and a high win rate.

• Drives sales for aaS and Private Cloud portfolio, using strong leadership and initiative to successfully prospect, negotiate and close deals.

• Establishes a professional and consultative relationship with the client by achieving an advanced understanding of the unique business needs of the client within the industry. Works with clients up to and including the C-level for mid-to-large accounts.

• Leverages advanced knowledge of competitors and industry trends to strategically position the company's aaS portfolio.

• Focuses on and works with the channel to forge relationships, provide enablement of key technologies, and co-sell to end-users.

Education and Experience

• University or Bachelor's degree preferred.

• Demonstrated achievement of progressively higher quota, interface with diverse business customers at all levels.

• Ideally between 3-7 years of sales experience.

• Extensive vertical industry knowledge required.

• Project management experience required.

• Fluent in English & Italian

Knowledge and Skills

• Sales Specialist: Sales Acumen & Behaviors.

• Technology focus: Is considered an expert in knowledge of cloud, solution or service offerings as well as competitor's offerings to be able to sell large solutions.

• Solutions acumen: Understands the industry and market segments in which key accounts are situated and integrates this knowledge into consultative selling.

• Understands how and when to engage different types of partners effectively, and is able to map the right partner to an opportunity.

• Persuades and negotiates with others, draws upon interpersonal skills, empathy, and understanding of personality types

• Motivates, coaches and supports peer sales team members to ensure effective selling; counsels through selling challenges.

• Possesses advanced financial acumen and leverages the available tools to profile each account's business unit.

• Maintains expertise on IT at all levels - new applications, maintenance, typical budgets of the CIO's, typical objectives, measures, metrics.

• In-depth understanding of private cloud technologies, architecture, and deployment models

• Strong grasp of cloud computing concepts, including IaaS, PaaS, and SaaS

• Ability to explain technical solutions clearly to technical and non-technical stakeholders

• Proven sales and negotiation skills tailored to enterprise IT solutions

Customer relationship management (CRM) proficiency (e.g., Salesforce, HubSpot)

• Strong presentation and communication abilities, both written and verbal

• Strategic account management and pipeline development expertise

• Understanding of IT infrastructure including networking, virtualization, and security

• Knowledge of industry trends and competitive landscape in cloud computing

• Financial acumen including understanding of pricing models, cost-benefit analysis, budget management and client financial constraints

• Ability to sales strategies with client business goals

• Familiarity with Artificial Intelligence (AI) and Machine Learning (ML) concepts, applications, and how they integrate with cloud solutions

• Proactive and results-driven sales professional with a strong hunting mindset, skilled at identifying and pursuing new business opportunities to expand market presence and drive order growth

Accountability, Accountability, Active Learning, Active Listening, Assertiveness, Bias, Building Rapport, Buyer Personas, Coaching, Complex Sales, Creativity, Critical Thinking, Cross-Functional Teamwork, Customer Experience Strategy, Customer Interactions, Design Thinking, Empathy, Financial Acumen, Follow-Through, Growth Mindset, Identifying Sales Opportunities, Industry Knowledge, Intellectual Curiosity (Inactive), Long Term Planning, Managing Ambiguity {+ 6 more}

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.

#italy#hybridcloud

Job:

Sales

Job Level:

Master"The expected salary/wage range for this position is provided below. Actual offer may vary from this range based upon geographic location, work experience, education/training, and/or skill level.
– Italy: Annual Salary EUR 117,000 - 218,000
This range reflects the minimum to maximum combined base and target-level sales compensation that would be paid if the hire performs at 100% of their sales plan. Of that on-target pay amount, the mix of base salary and target-level sales compensation is 60%/40%."

Hewlett Packard Enterprise is EEO 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.

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We have become aware of an increase in fraudulent recruitment activities in which individuals impersonate our company or authorized recruitment agencies to offer fake employment opportunities. These scams may occur through false websites, emails, social media, or chat-based applications and often aim to obtain personal information or money. Please note that Hewlett Packard Enterprise (HPE), its direct and indirect subsidiaries and affiliated companies, and its authorized recruitment agencies/vendors will never charge a candidate a registration fee, hiring fee, or any other fee in connection with its recruitment and hiring process. We also never request personal information such as back account details, Social Security numbers, or national IDs via social media or chat applications.

All legitimate job opportunities will come through official company channels, and candidates are responsible for verifying the credentials of any third party claiming to represent the company. Any reliance on fraudulent communication is at the individual’s own risk, and HPE disclaims legal liability for any resulting damages. If you suspect recruitment fraud, do not share personal information or make any payments and report the incident to your local authorities immediately.