[Remote] Private Cloud AI Sales Specialist and Consultant (Federal)
Note: The job is a remote job and is open to candidates in USA. Hewlett Packard Enterprise is a global edge-to-cloud technology company. The company is seeking a Private Cloud AI Sales Specialist and Consultant to lead complex federal sales pursuits, develop long-term pipelines, support account managers, and build consultative relationships with federal clients and executive stakeholders.
Responsibilities
- Develops long term sales pipeline to increase the company's market share in specialized area
- Use specialty expertise to seek out new opportunities for customer value by expanding and enhancing existing opportunities to build the pipeline in and drive pursuit in specialty area
- Provide support to the Account managers
- Set direction for business development and solution replication
- Creates and grows reference customers
- Sell complex products or solutions to customers on a partnership basis
- May act as a dedicated resource to a few strategic accounts
- Services specialists may also be responsible for selling small outsourcing deals
- For Services Consultants: Focus on growing contractual renewals for large accounts with more complexity, to higher- total contract-value renewals
- Establish a professional, working, and consultative, relationship with the client, 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
- Maintain and use overall cross-portfolio knowledge to support account le with integration of solutions
- Contribute to enduring executive relationships that establish the company's consultative professionalism and promote its total solution capabilities
- Maintains expertise on IT at all levels - new applications, maintenance, typical budgets of the CIO's, typical objectives, measures, metrics
- Maintains broad market and competitor knowledge to ensure credibility with Customer Executives
Skills
- University or Bachelor's degree; Advanced University preferred
- Directly related previous work experience
- Demonstrated achievement of progressively higher quota diversity of business customer, and higher level customer interface
- Considered a mentor of selling strategy, including designing strategy
- Typically 10+ years of related technology sales experience
- Experience selling to Federal clients required
- Top Secret Clearance required
- As this role sells to Federal clients, US Citizenship is required
- Is considered a master in knowledge of products, solution or service offerings as well as competitor's offerings to be able to sell large, complex solutions
- Know strengths and weaknesses of key competitors in account and how to leverage this knowledge in the account
- Uses expertise specialty, consultative solution selling and business development skills to align the client's business needs with solution
- In-depth knowledge of client's business, organizational structure, business processes and financial structure
- Considerable knowledge of the customer's infrastructure and architecture
- Demonstrates leadership and initiative in successfully driving services sales in accounts - prospecting, negotiating and closing deals
- Demonstrates leadership and initiative in successfully driving full portfolio including hardware, software and services needed for the customer's requirements
- Strategic planning on a business development level; can build an effective business case reflecting the value of an appropriate strategy
- Balance strategic and tactical pursuits to optimize coverage and develop a predictable revenue stream
- Uses C-level engagement skills in collaboration with account le to offer value-add solutions to the client
- Excellent project oversight skills
- Works with the account team to build an effective account plan and strategy to drive incremental revenue in the account
- Utilizes Salesforce as an expert and accurately forecasts business
- Successful partner engagement experience
- Demonstrates the ability to leverage the company's portfolio of products and services to change the playing field against our competition
- Understands the leverage of services as part of strategic portfolio of products
- Promotes services as part of all strategic opportunities
- Maintain knowledge of industry trends, associated solutions, and key partner/ISV solutions
- Experience selling Private Cloud solutions preferred
Benefits
- Remote/Teleworker role; primarily work from home.
- A comprehensive suite of benefits supporting team members' and their loved ones' physical, financial, and emotional wellbeing.
- Specific personal and professional development programs to help employees reach career goals, become knowledge experts, or apply their skills to another division.
- Flexibility to manage work and personal needs.
Company Overview