Federal Storage Sales Specialist
Hewlett Packard Enterprise
Ottawa, Ontario
4d ago

At Hewlett Packard Enterprise, we bring together the brightest minds to create breakthrough technology solutions that advance the way people live and work.

What sets us apart? Our people and our relentless dedication to helping our customers make their mark on the world.

We are a team of doers, dreamers and visionaries; inspired by our purpose and driven by our strategy. We live by our three values : partner, innovate and act.

Our legacy inspires us as we forge ahead, always pushing to discover what’s next. Every day is a new opportunity to advance and grow ourselves, our company and the industry.

Some people call it an obsession, we call it a way of life.

What you need to know about the job

Storage Sales Specialist is responsible for leading pursuit and strategy for the Canadian Federal Government. Collaborates with and supports Enterprise Account Managers and provides specialist expertise within the sales team.

Reporting directly to the Federal Sales Leader 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 along with complete Federal Government coverage.

Responsibilities

  • 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.
  • Creates and drives the storage sales pipeline. Captures leads outside of specialization and uses closed-loop lead management to ensure assignment and follow-up by others.
  • Collaborates with the account pursuit teams to leverage their solutions expertise for business development.
  • Build sales readiness and reduces client learning curve through effective knowledge transfer in storage.
  • Contributes to development of quota objectives and future direction for storage product lines.
  • 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 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.

  • Leverages advanced knowledge of competitors and industry trends to strategically position the company's products and services.
  • 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 coordinate Storage marketing campaigns (digital / new techniques) to ensure a successful launch and maintenance of the campaign momentum, in alignment with the account strategy.
  • Acts as a trusted storage solutions consultant for the slated accounts / region.
  • 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 the 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.

  • Cultivates and maintains positive relationships with customers to ensure account retention and growth, to position the company as the preferred vendor to meet business needs.
  • Supports deal closure in partnership with relevant internal stakeholders including account managers and channel partners
  • Education and Experience

  • University or Bachelor's degree preferred.
  • Demonstrated achievement of progressively higher quota, interface with diverse business customers at all levels.
  • Typically 10+ years of sales experience.
  • Experience in storage sales, typically 5+ years.
  • Extensive vertical industry knowledge required.
  • Project management experience required.
  • Uses storage knowledge to actively prospects within accounts to discover or cultivate sales opportunities.
  • Understands the role of IT within the area of storage. Understands how the company's solutions differentially address specific vertical industry challenges, as well as their cross-segment capabilities.
  • Demonstrates high service, product, and solution knowledge. Can articulate and differentiate HPE's product offerings against the competition.
  • Possesses deep expertise of end to end data solutions leveraging the HPE storage portfolio and ecosystem of partners, with a strong focus on traditional & modern applications and change the playing field on our competitors
  • Expertise in mapping the right partner skills to the required storage related opportunity.
  • Motivates, coaches and supports peer sales team members to ensure effective selling; counsels through selling challenges.
  • Possesses advanced financial acumen and leverages the available tools to profile each account's business unit.
  • May lead sales engagements to position creative storage solution which is the key to a profitable and successful delivery.
  • About HPE

    Thanks for taking the time to review our job, if you think it is a match to your experience and interests please apply today we are eager to learn more about you! If you know a friend who may be a fit for the job please refer them.

    Please note the above statements describe the general nature and level of work only. They are not a complete list of all required responsibilities, duties and skills.

    Other duties may be added, or this description amended at any time.

    Please Note

    In order to satisfy our contractual obligations with clients, the successful candidate will be required to pass a basic, standard Criminal Records check.

    You will also be required to sign off on HPE's Confidentiality, Non-Solicitation and Conflict of Interest Agreement.

    Hewlett-Packard Enterprise is an equal opportunity employer. We welcome the many dimensions of diversity.

    Accommodation of special needs for qualified candidates may be considered within the framework of the HPE Accommodation Policy.

    We offer :

  • A competitive salary and extensive social benefits
  • Diverse and dynamic work environment
  • Work-life balance and support for career development
  • An amazing life inside the element! Want to know more about it?
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