Description
Hewlett Packard Enterprise is the global edge-to-cloud company advancing the way people live and work. We help companies connect, protect, analyze, and act on their data and applications wherever they live, from edge to cloud, so they can turn insights into outcomes at the speed required to thrive in today’s complex world.
As a Presales Consultant, you will be 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.
Responsibilities:
- Actively prospect within accounts to discover or cultivate solutions sales opportunities within area of technical specialty (in close cooperation with the account manager).
- Manage sales pipeline.
- Formulate and expand solutions to generate additional product or service attachments and up-sell revenue.
- 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.
- Work with the client up to IT management level.
- Contribute to building of the pipeline by generating leads and referrals and new customer opportunities within specialty area.
- 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.
Requirements:
- University or Bachelor's degree preferred.
- Demonstrated achievement of progressively higher quota, diversity of business customer and higher level customer interface.
- Typically 3-5 years of experience in specialty sales.
- Detailed knowledge of key customer types or customers on given products.
Knowledge and Skills:
- In-depth knowledge about product, service, solution, and differentiators between own offerings and what competitor's offerings.
- Applies specialized technical product/service/solution knowledge in working with account teams to screen and prioritize multiple leads for feasibility.
- Use knowledge in specialty, and consultative selling skills, to proactively help customers with making IT business decisions.
- Assesses solution feasibility from a technical and business perspective to determine "qualify-in"/"qualify-out" status.
- Solid communication and presentation skills within IT at the manager level.
- Product demonstration, customer training, product installation skills.
- Conceptualizes and articulates well-targeted solutions in area of specialty - product, service, solution -- from proposal to contract sign-off.
- Have enough knowledge about a product, service, or solution to be able to qualify a deal.
- Negotiates profitable deals so that the company can expand opportunities based on the existing business and increase the company's footprint and revenue.
- Opportunity prospecting as related to specialty area and in expanding existing client business, in order to generate leads/referrals to account team.
- Maintain knowledge of industry trends, associated solutions, and key partner/ISV solutions.
- Regular use of Siebel updating deal profile and forecasting accurately.
Benefits:
- Comprehensive suite of benefits that supports physical, financial, and emotional wellbeing.
- Investment in career development and growth.
- Unconditional inclusion and celebration of individual uniqueness.