Presales Consultant
This role has been designed as "Onsite" with an expectation that you will primarily work 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 today's complex world.
Job Description:
Global Sales at HPE is about building the future. Our sales organization is comprised of 10,000+ professionals in sales, presales, service, and support functions. Together with our partners, we deliver global, commercial, public sector & small/medium business customers throughout 11 geographies.
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 intermediate level of subject matter knowledge to solve a variety of common business issues. Works on problems of moderately complex scope. Acts as an informed team member providing analysis of information and limited project direction input. Exercises independent judgment within defined practices and procedures to determine appropriate action. Follows established guidelines and interprets policies. Evaluates unique circumstances and makes recommendations.
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.
What you'll do:
•Actively prospects within accounts to discover or cultivate solutions sales opportunities within area of technical specialty (in close cooperation with the account manager)
•Manage sales pipeline
•Formulate and expand solutions to generate additional product or service attachments and up sell revenue
•Certain roles may also sell through the channel
•Establish a professional, working, and consultative relationship with the client, by developing a core understanding of the unique business needs of the client within their industry
•Work with the client up to IT management level
•Contribute to building of the pipeline by generating leads and referrals and new customer opportunities within specialty area
•May focus on growing contractual renewals for small-to-mid size accounts with limited complexity, to higher-total contract-value renewals
•Interface with both internal and external/industry experts to anticipate customer needs and facilitate solutions development
•Build sales readiness and reduce client learning curve through effective knowledge transfer in area of specialization
What you need to bring:
•University or Bachelor's degree preferred. Demonstrated achievement of progressively higher quota, diversity of business customer and higher level customer interface
•Detailed knowledge of key customer types or customers on given products
•Typically 3-5 years of experience in specialty sales
Knowledge and Skills:
•In depth knowledge about product, service, solution and differentiators between own offerings and what competitor's offerings
•Applies specialized technical product/service/solution knowledge in working with account teams to screen and prioritize multiple leads for feasibility
•Use knowledge in specialty, and consultative selling skills, to proactively help customers with making IT business decisions
•Assesses solution feasibility from a technical and business perspective to determine "qualify-in"/"qualify-out" status
•Solid communication and presentation skills within IT at the manager level
•Product demonstration, customer training, product installation skills (for product specialty roles)
•Conceptualizes and articulates well-targeted solutions in area of specialty - product, service, solution - from proposal to contract sign-off
•Have enough knowledge about a product, service or solution to be able to qualify a deal
•Negotiates profitable deals so that the company can expand opportunities based on the existing business and increase the company's footprint and revenue
•Opportunity prospecting as related to specialty area and in expanding existing client business, in order to generate leads/referrals to account team
•Maintain knowledge of industry trends, associated solutions, and key partner/ISV solutions
•Regular use of Siebel updating deal profile and forecasting accurately
What We Can Offer You:
•Health & Wellbeing: a comprehensive suite of benefits that supports physical, financial and emotional wellbeing
•Personal & Professional Development: programs catered to helping you reach any career goals
•Unconditional Inclusion: a workplace that celebrates individual uniqueness and flexibility to manage work and personal needs
