AMD Server Sales Specialist
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HPE AMD SERVER SALES SPECIALIST NORTH AMERICA
HPE Server Sales Specialists responsible for driving sales of HPE AMD-based servers, including ProLiant DL and Apollo server platforms. Specialist is the HPE AMD server sales resource and subject matter expert aligned by designated North America Sales Segment (including Enterprise, Public Sector, SMB, Canada and/or Channel) driving:
HPE field and channel partner training and sales enablement
Creating and identifying pipeline 3x sales goal
Supporting all aspects of the sale process including account planning, customer presentations, POC and demo support, leveraging sales and pricing programs to ensure HPE NA exceeds our FY19 unit and revenue sales goals with AMD server sales goals
Sales Specialist 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 Presales solution architects and provides 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.
Invest time working with and leveraging external partners to deliver sale.
Directs or coordinates supporting sales activities.
Education and Experience
University or Bachelor's degree / Directly 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 capabilities.
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 SFDC 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.
May perform project management role.
May invest time working external partners.
Significant percentage of time spent directly with customer; interfaces with all levels, including highest within customer organization.
May develop business plan in conjunction with customer.
May lead sales engagements where the field of specialty is the key to a profitable and successful delivery.
Accounts may be international or global.
Orchestrates the regional pursuit resources for the account.
Balances industry knowledge with the value of technology to enable articulation of business value in a customer engagement.
May perform project management role.
Coordinates external partners.
A competitive salary and extensive social benefits
Diverse and dynamic work environment
Work-life balance and support for career development
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Hewlett Packard Enterprise is EEO F/M/Protected Veteran/ Individual with Disabilities.
HPE will comply with all applicable laws related to the use of arrest and conviction records, including the San Francisco Fair Chance Ordinance and similar laws and will consider for employment qualified applicants with criminal histories.
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