Description
The Storage Sales Specialist is the primary Subject Matter Expert for Storage and related products. You will be responsible for driving storage sales in an assigned territory, industry, or account(s). You will demonstrate a 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.
Responsibilities:
- Drive storage sales in assigned territory, industry or accounts
- Use advanced storage expertise to seek out new opportunities for customer value
- Create and drive the storage sales pipeline
- Collaborate with account pursuit teams to leverage their solutions expertise for business development
- Build sales readiness and reduce client learning curve through effective knowledge transfer in storage
- Contribute to development of quota objectives and future direction for storage product lines
- Direct and coordinate supporting sales activities related to pipeline hygiene
- Negotiate and drive profitable deals to ensure successful closure and a high win rate
- Establish a professional and consultative relationship with clients
- Leverage advanced knowledge of competitors and industry trends to strategically position the company's products and services
- Focus on and work with the channel to forge relationships, provide enablement of key technologies, and co-sell to end-users
- Lead, evangelize, and help to coordinate Storage marketing campaigns
- Act as a trusted storage solutions consultant for the slated accounts/region
- Reinforce and articulate HPE's strategy and portfolio to partners and champions
- Generate customer interest and link business and financial benefits with technology
- Cultivate and maintain positive relationships with customers
- Support deal closure in partnership with relevant internal stakeholders
Education and Experience:
- 6+ years of sales experience
- 5+ years sales experience to the Federal Government, experience selling to Department of Energy is preferred
- US citizenship required
- 2+ years of experience in storage sales
- Demonstrated achievement of progressively higher quota
- Extensive vertical industry knowledge required
- University or Bachelor's degree preferred
Knowledge and Skills:
- Possess expertise to assess solution feasibility from a technical and business perspective
- Use expertise to negotiate and drive deals
- Demonstrate hunter mentality to actively pursue solution opportunities
- Possess the ability to independently articulate the technical solution and commercial benefits
- Possess knowledge of digital and modern methods to connect and sell
- Use storage knowledge to actively prospect within accounts
Technology Focus:
- Is considered an expert in knowledge of storage, cloud, solution or service offerings
- Understands the outside-In view and possesses deep knowledge of industry trends
- Understands the role of IT within the area of storage
- Demonstrates high service, product, and solution knowledge
Solutions Acumen:
- Understands the industry and market segments in which key accounts are situated
- Possesses the ability to leverage the company's product portfolio and services
- Possesses deep expertise of end to end data solutions
Additional Skills Needed for this role:
- Understands how and when to engage different types of partners effectively
- Expertise in mapping the right partner skills to the required storage related opportunity
- Possesses deep understanding of business models of service providers
- Possesses advanced financial acumen
- Maintains expertise on IT at all levels
- Understands and applies program/project management methods and processes
- Collaborates with management and sales teams
Leadership:
- Persuades and negotiates with others
- Motivates, coaches and supports peer sales team members
- Clearly addresses challenges on customer's/partner's business horizon
- Demonstrates courage to take calculated risks
- Rewards, recognizes and celebrates successes
Impact/Scope:
- May lead sales engagements
- Accounts may be international or global
- Typically assigned higher than average quota
- Orchestrates the regional pursuit resources for the account
Complexity:
- Accounts may be international or global
- May perform project management role
- Coordinates external partners