Greenlake Sales Specialist / Consultant, HP Enterprise
Ventes Services
Office located in Hauts-de-Seine, FRA
Global edge-to-cloud company
Be an early applicant
Global edge-to-cloud company
1001+ employees
Be an early applicant
Office located in Hauts-de-Seine, FRA
1001+ employees
Company mission
To help customers use technology to turn ideas into value, and empower them to transform industries, markets and lives.
Role
Who you are
- 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
- 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
- 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 (Inactive), Long Term Planning, Managing Ambiguity
What the job involves
- 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
- 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 to determine best method for accomplishing work and achieving objectives
- May provide mentoring and guidance to lower level employees
- The Services Sales Consultant is responsible for selling technology, services and/or technology management services (TMS) to end-user customers (and/or partners) in an assigned geographic territory or industry focusing on new business or up-selling within an account
- The position requires a solid understanding of the services value proposition and how customers assign services contracts
- Knowledge of marketing campaigns to align initiatives with account planning activities is also required
- The Services Consultant develops consultative customer proposals, tailoring strategy and solutions to meet the needs of the customer
- They understand the customer’s business challenges /objectives to provide value added services and solutions
- In some instances these specialists may also be responsible for outsourcing deals
- 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
- 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
Our take
Hewlett Packard Enterprise is a global edge-to-cloud company that delivers unique technology solutions. The company enables its clients to unlock value from all of their data, providing actionable insights that accelerate business outcomes.
Founded in 1937, the company has grown to become one of the world’s leading enterprise technology companies. Among its offerings are cloud services, high-performance computing & AI, Intelligent Edge, and storage – to help with business model development, engagement, performance, and more.
HP Enterprise has been incredibly focused on the optimization of its current offerings as well as setting the standard of future innovation with its ever-expanding portfolio. For example, its HPE Machine Learning Development System (launched in April 2022) removes barriers traditionally seen when incorporating AI and ML into products and services, enabling companies to realize the full potential of AI.
With its range of product announcements and launches (including HPE ProLiant Gen11 and HPE GreekLake) coupled with its strategic partnerships and acquisitions, HP Enterprise is well set to lead the next generation of enterprise software solutions.
Steph
Company Specialist at Welcome to the Jungle
Insights
11% employee growth in 12 months
Company
Company benefits
- Competitive base pay and benefits
- The chance to earn an annual bonus based on performance
- Recognition for your contributions, and potential participation in long-term incentives like annual equity awards
- Subsidized health insurance, retirement programs and paid time off, including an industry-leading maternity and paternity leave package
- A hybrid, flexible work model that ensures connectivity, a commitment to our culture and continued impact for team members
- Opportunities for personal and professional development to help you reach your career goals
Leadership
Antonio Neri
(President & CEO)Previously served as the company's Executive VP before becoming the President & CEO. Worked at HP in a number of roles, including Senior VP and General Manager.
Salary benchmarks
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