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What you need to know about the job
Job ID : 1058455 Date Posted : 1 / 10 / 2020 Primary Location : Las Rozas, Madrid Job Category : Sales Schedule : Full time Shift : No shift premium (Spain)
Sales Specialists & Consultants are product, services, software or solution specialists that are responsible for leading pursuit 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.
Responsible for sales of storage products and solutions in assigned territory, industry or accounts.
Uses advanced storage expertise to seek out new opportunities for customer value by expanding and enhancing existing opportunities.
Develops the long term sales pipeline and sets direction for business development, to increase the company's market share in storage.
Balances strategic and tactical pursuits to optimize coverage and develop a predictable revenue stream.
Builds sales readiness and reduces client learning curve through effective knowledge transfer in storage.
Provides unique mastery and cross-portfolio knowledge to support account leads with integration of ed solutions.
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 deal 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.
Acts as a recognized authority on competitors and industry knowledge, building and ensuring credibility with executive customers.
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 orchestrate storage marketing campaigns (digital / new techniques) to ensure a successful launch and maintenance of the campaign momentum, in alignment with the account strategy.
Specializes and is considered a trusted consultant in a declared area of storage solutions, product lines, etc.
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 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.
Contributes to enduring executive relationships and promotes the company's total storage solution capabilities.
Drives incremental revenue by working with the account team to build an effective sales plan and strategy.
May act as a dedicated resource to a few strategic accounts.
May also be responsible for selling small outsourcing deals.
Supports deal closure in partnership with relevant internal stakeholders including account managers and channel partners
The sections below help differentiate between levels to enable consistency.
Education and Experience
University or Bachelor's degree; Advanced Degree or MBA preferred.
Demonstrated achievement of progressively higher quota, interface with diverse business customers at all levels.
Typically 8-12+ years of sales experience.
Extensive experience in storage sales, typically 3-5+ years.
Prior selling experience includes multiple, diverse set of selling responsibilities.
Project management experience required.
Knowledge and Skills
Storage Specialist- Sales Acumen & Behaviors
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 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 prospects within accounts to discover or cultivate sales opportunities.
Is considered a master in knowledge of storage, cloud, solution and / or service offerings as well as competitor's offerings to be able to sell large, complex 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 any challenges. Member of an industry organization and / or professional network relative to a trend or vertical.
Acts as a thought leader in area of expertise.
Possesses specialty expertise in storage. Engages in consultative solution selling and business development skills to align the client's business needs with the proposed solution.
Demonstrates high service, product, and solution knowledge. Can articulate and differentiate HPE's product offerings against the competition.
Know strengths and weaknesses of key competitors in the account. Understands how to leverage this knowledge in the account 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 and modern applications.
Able to change the playing field on our competitors.
Uses C-level engagement skills in collaboration with account leads to offer value-add solutions to the client.
Expertise in strategic planning on a business development level; can build an effective business case reflecting the value of an appropriate strategy.
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 business models of service providers, to be able to engage and sell.
Expertise in maintaining a successful partner engagement experience.
Ability to work effectively with our partners to drive additional revenue.
Provides steady leadership, clear direction and positive attitude in face of change.
Coaches and mentors teammates / team members for optimal performance.
Untangles complexities, removes obstacles and steers team through customer business problems and deals.
Demonstrates courage to take calculated risks; creates a sense of trust to inspire innovation in the team.
Reward / recognizes and celebrate success to motivate team members.
Demonstrates leadership and initiative in successfully driving full portfolio including hardware, software and services needed for the customer's requirements.
Expertise in financial acumen in driving profitable business and increasing SOW in storage.
In-depth knowledge of client's business, organizational structure, business processes and financial structure.
Excellent project oversight skills.
Impact / Scope
Works on the company's larger accounts.
Accounts may be international or global.
Typically assigned higher than average quota.
Orchestrates the regional pursuit resources for the account.
Significant percentage of time spent directly with customer interfaces with all levels.
Minimal direct time with customer's technical buyers.
HPE is an equal opportunity employer / Female / Minority / Individual with Disabilities / Protected Veteran Status