Vaga de HPC & AI SC Sales Specialist LATAM
1 vaga: | Publicada em 04/07
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HPC & AI SC Sales Specialist LATAM
This role has been designed as Hybrid with an expectation that you will work on
average 2-3 days per week from an HPE office.
Who We Are:
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 todays complex
world. Our culture thrives on finding new and better ways to accelerate whats
next. We know diverse backgrounds are valued and succeed here. We have the
flexibility to manage our work and personal needs. We make bold moves, together,
and are a force for good. If you are looking to stretch and grow your career our
culture will embrace you. Open up opportunities with HPE.
Job Description:
Job Family Definition:
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.
Management Level Definition:
Applies advanced subject matter knowledge to solve complex business issues and is
regarded as a subject matter expert. Frequently contributes to the development of
new ideas and methods. Works on complex problems where analysis of situations or
data requires an in-depth evaluation of multiple factors. Leads and/or provides
expertise to functional project teams and may participate in cross-functional
initiatives. Acts as an expert providing direction and guidance to process
improvements and establishing policies. Frequently represents the organization to
external customers/clients. Exercises significant independent judgment within
broadly defined policies and practices to determine best method for accomplishing
work and achieving objectives. May provide mentoring and guidance to lower level
employees.
Responsibilities:
Responsible for creating and driving their sales pipeline. Capture leads outside
of specialization and use closed-loop lead management to ensure assignment and
follow- up by others.
Maintains knowledge of competitors in account to strategically position the
company's products and services better.
Use specialty expertise to seek out new opportunities and expand and enhance
existing opportunities to build the pipeline in and drive pursuit.
Provide support to Account managers and provide input regarding business
development and solution expertise.
Development of quota objectives and future direction for defined product category.
Some specialists also responsible for selling outsourcing deals.
Establish a professional, working, and consultative, relationship with the client,
up to and including the C-level for mid-to-large accounts, by developing a core
understanding of the unique business needs of the client within their industry.
May invest time working with and leveraging external partners to deliver sale.
For Services Consultants:
Focus on growing contractual renewals for mid-to-large accounts with more
complexity, to higher- total contract-value renewals.
Directs or coordinates supporting sales activities.
Education and Experience Required:
University or Bachelor's degreeDirectly related previous work experience.
Demonstrated achievement of progressively higher quota, diversity of business
customer, and higher level customer interface.
Extensive selling experience within industry and on similar products.
Typically 8-12 years of advanced sales experience.
Project management skills required.
2-3 years of product sales in the desired specialty.
Knowledge and Skills:
Is considered an expert in knowledge of products, solution or service offerings as
well as competitor's offerings to be able to sell large solutions.
Understands the industry and market segment in which key accounts are situated,
and integrates this knowledge into consultative selling.
Understands and applies program/project management methods and processes to
define, plan, cost, resource, track and ensure successful pursuit.
Understands the role of IT within area of specialization and how the company's
solutions differentially address specific vertical industry challenges as well as
their cross-segment capabilitie.
Account planning and accurate account revenue forecasting skills.
Collaborates with management and sales teams in shared accounts to ensure seamless
integration of specialist sales with other sales activities.
Cultivates & maintains positive relationships with customers to ensure account
retention & growth, and positions the company as the preferred vendor for meeting
all business needs.
Establishes a professional working relationship, up to the executive level, with
the client.
Demonstrates leadership and initiative in successfully driving specialty sales in
accounts - prospecting, negotiating and closing deals.
Demonstrates high service or product knowledge and professionalism in researching
and sharing service-related information with account teams and customers.
Deep knowledge of products, solution or service offerings as well as competitor's
offerings.
Understands how to leverage the company's portfolio and change the playing field
on our competitors.
Utilizes Siebel as an expert and accurately forecasts business.
Understands and sells high value software solutions.
Understands selling of services sales.
Leverages services as part of strategic product sales.
Maintain expertise of industry trends, associated solutions, and key partner/ISV
solutions.
Maintains expertise on IT at all levels - new applications, maintenance, typical
budgets of the CIO's, typical objectives, measures, metrics.
Additional Skills:
Accountability, Accountability, Active Learning, Active Listening, Assertiveness,
Bias, Building Rapport, Buyer Personas, Coaching, Complex Sales, Creativity,
Critical Thinking, Cross-Functional Teamwork, Customer Experience Strategy,
Customer Interactions, Design Thinking, Empathy, Financial Acumen, Follow-Through,
Growth Mindset, Identifying Sales Opportunities, Industry Knowledge, Intellectual
Curiosity, Long Term Planning, Managing Ambiguity {+ 6 more}
What We Can Offer You:
Health & Wellbeing
We strive to provide our team members and their loved ones with a comprehensive
suite of benefits that supports their physical, financial and emotional wellbeing.
Personal & Professional Development
We also invest in your career because the better you are, the better we all are.
We have specific programs catered to helping you reach any career goals you have
whether you want to become a knowledge expert in your field or apply your skills
to another division.
Diversity, Inclusion & Belonging
We are unconditionally inclusive in the way we work and celebrate individual
uniqueness. We know diverse backgrounds are valued and succeed here. We have the
flexibility to manage our work and personal needs. We make bold moves, together,
and are a force for good.
Let's Stay Connected:
Follow on Instagram to see the latest on people, culture and tech at
HPE.
Job:
Sales
Job Level:
Expert
HPE is an Equal Employment Opportunity/ Veterans/Disabled/LGBT and Affirmative Action employer. We are committed to diversity and building a team that represents a variety of backgrounds, perspectives, and skills. We do not discriminate and all decisions we make are made on the basis of qualifications, merit, and business need. Our goal is to be one global diverse team that is representative of our customers, in an inclusive environment where we can continue to innovate and grow together. Please click here:
Equal Employment Opportunity.
Hewlett Packard Enterprise is EEO F/M/Protected Veteran/ Individual with
Disabilities.
HPE will comply with all applicable laws related to employer use of arrest and
conviction records, including laws requiring employers to consider for employment
qualified applicants with criminal histories.