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Hewlett Packard Enterprise · 1 day ago

Federal Storage Sales Specialist

United States

Full-time

Remote

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 Federal Storage Sales Specialist is responsible for leading storage pursuits within the Department of Defense, collaborating with account managers, and driving proactive sales campaigns to build a strong pipeline.

Data CenterEnterprise SoftwareInformation TechnologyIT ManagementNetwork Security

No H1B

U.S. Citizen Only

Responsibilities

Responsible for sales of storage products and solutions in assigned territory or accounts

Uses advanced storage expertise to seek out new opportunities for customer value by expanding and enhancing existing opportunities

Creates and drives the storage sales pipeline. Captures leads outside of specialization and uses closed-loop lead management to ensure assignment and follow-up by others

Collaborates 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 in storage

Contributes to development of quota objectives and future direction for storage product lines

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

Effectively uses internal sales tools to maintain a healthy pipeline and the account plan in a timely fashion

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 of the storage 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 products and services

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

Effectively leads, evangelizes, and helps to coordinate Storage marketing campaigns (digital /new techniques) to ensure a successful launch and maintenance of the campaign momentum, in alignment with the account strategy

Acts as a trusted storage solutions consultant for the slated accounts/region

Reinforces and articulates HPE's strategy and portfolio to partners and champions to uncover new business opportunities and contacts, including new logos when appropriate

Effectively uses references to craft a story that makes complex technologies seem simple and understandable for the customers

Actively generates customer interest and anticipates customer's buying trends. Links business and financial benefits with technology offerings. Illustrates the ROI & TCO advantages of HPE offerings for the customer's business

Cultivates and maintains positive relationships with customers to ensure account retention and growth, to position the company as the preferred vendor to meet business needs

Supports deal closure in partnership with relevant internal stakeholders including account managers and channel partners

Qualification

Storage Sales ExperienceDepartment of Defense SalesSales Pipeline ManagementTechnical Solution AssessmentIndustry KnowledgeNegotiation SkillsCustomer Relationship ManagementConsultative SellingFinancial AcumenCoaching SkillsCross-Functional Teamwork

Required

5+ years of sales experience working directly with the Department of Defense

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

Extensive vertical industry knowledge required

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 for 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 prospect within accounts to discover or cultivate sales opportunities

Is considered an expert in knowledge of storage, cloud, solution or service offerings as well as competitor's offerings to be able to sell large 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 challenges

Understands the role of IT within the area of storage. Understands how the company's solutions differentially address specific vertical industry challenges, as well as their cross-segment capabilities

Demonstrates high service, product, and solution knowledge. Can articulate and differentiate HPE's product offerings against the competition

Understands the industry and market segments in which key accounts are situated, 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 & modern applications and change the playing field on our competitors

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 the business models of service providers, to be able to engage and sell

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

Clearly address challenges on customer's/partner's business horizon, aligns with requirements and priorities, reflects strategic partnering, and contributes to account growth objectives

Demonstrates courage to take calculated risks; creates a sense of trust to inspire innovation in the team

Rewards, recognizes and celebrates successes

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

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

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

May lead sales engagements to position creative storage solution which is the key to a profitable and successful delivery

Accounts may be international or global

Typically assigned higher than average quota

Orchestrates the regional pursuit resources for the account