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Hewlett Packard Enterprise · 1 month ago

FSI Federal System Integrator Compute Sales Specialist

Frisco, Texas, United States of America

Full-time

Onsite

Senior Level

$194K/yr - $456K/yr

5+ years exp

Hewlett Packard Enterprise is the global edge-to-cloud company advancing the way people live and work. The FSI Federal System Integrator Compute Sales Specialist is responsible for managing Federal System Integrator accounts, understanding their IT and operational objectives, and implementing HPE’s strategy to drive sales and build relationships with key decision-makers.

Data CenterEnterprise SoftwareInformation TechnologyIT ManagementNetwork Security

No H1B

U.S. Citizen Only

Responsibilities

Responsible for creating and driving the sales pipeline within the federal government and system integrators

Has a keen understanding of Federal funding cycles and acquisition authorities/policies

Captures leads outside of specialization and uses closed-loop lead management to ensure assignment and follow-up by others

Builds and maintains long-term relationships with key decision-makers, including government agencies and system integrators

Maintains knowledge of competitors in accounts to strategically position the company's products and services

Uses specialty expertise to seek out new opportunities and expand/enhance existing ones to build the pipeline and drive pursuit

Provides support to FSI and Federal Account Managers and offers input regarding business development and solution expertise

Develops quota objectives and future direction for defined product categories

Establishes a professional, consultative relationship with clients, including C-level personas, by developing a core understanding of their unique business needs within the federal government

Works with and leverages external partners to deliver sales

Directs or coordinates supporting sales activities

Qualification

Federal government experienceSales experienceSolution-based sellingAccount planningIndirect channel modelSalesforce proficiencyProduct knowledgeCustomer relationship managementEmpathyLeadershipCritical thinking

Required

Due to the requirements of the role, US Citizenship is required

Demonstrated achievement of success with progressively higher quotas, diversity of business customers, and higher-level customer interfaces

Extensive selling experience within the industry and on similar products

5+ years of advanced sales experience with IT experience with the Federal government or FSI space.or experience working directly with an FSI

Understanding of solution and outcome-based selling

Self-starter with the ability to ramp up quickly

Considered an expert in products, as well as competitor offerings, to sell large solutions

Understands the industry and market segment in which key accounts are situated and integrates this knowledge into consultative selling

Applies program/project management methods and processes to define, plan, cost, resource, track, and ensure successful pursuit

Understands the role of IT within the federal government and how the company's solutions address specific challenges and cross-segment capabilities

Skilled in account planning and accurate account revenue forecasting

Collaborates with management and sales teams in shared accounts to ensure seamless integration of specialist sales with other sales activities

Cultivates and maintains positive relationships with customers to ensure account retention and growth, positioning the company as the preferred vendor

Establishes a professional working relationship, up to the executive level, with clients

Demonstrates leadership and initiative in successfully driving specialty sales in accounts—prospecting, negotiating, and closing deals

Demonstrates high product knowledge and professionalism in researching and sharing service-related information with account teams and customers

Deep knowledge of product, solution, or service offerings, as well as competitor offerings

Understands how to leverage the company's portfolio to gain competitive advantage

Utilizes Salesforce expertly and accurately forecasts business

Understands and sells high-value software solutions

Skilled in selling services

Leverages services as part of strategic product sales

Maintains expertise in industry trends, associated solutions, and key partner/ISV solutions

Maintains expertise in IT at all levels—new applications, maintenance, typical CIO budgets, objectives, measures, and metrics