Connecting employers with military veterans!

Connecting employers with military veterans!

Posted by: Hewlett Packard Enterprise on Sep 14, 2017


Bracknell, 0

Job Description:

Hewlett Packard Enterprise creates new possibilities for technology to have a meaningful impact on people, businesses, governments and society. HPE brings together a portfolio that spans software, services and IT infrastructure to serve more than 1 billion customers in over 170 countries on six continents. HPE invents, engineers, and delivers technology solutions that drive business value, create social value, and improve the lives of our clients. We’re solving the world’s most complex challenges, and our people are at the forefront of progress. In a Sales role at HPE, you’ll play a part in building the future – one big idea at a time. You’ll be selling HPE products, services, software, or solutions to customers, both directly and indirectly. Working at HPE, you’ll have the resources to develop your talent and creativity. Are you ready to unleash your potential?

Financial Services is uniquely positioned to help customers move to the New Style of IT by providing: - Investment solutions that enhance business flexibility and agility - Investment expertise on a globally consistent basis - The capability and control to scale technology with speed and confidence We help customers build IT investment strategies that support transformation and the ability to deliver on business goals.

Seek out new opportunities and expands and enhances existing opportunities to build and manage the pipeline in specialty area.Maintain knowledge of competitors in account to strategically position HP's products and services better.Develop pursuit plans and manage the pipeline to ensure alignment with account managers.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.Contributes to proposal development, negotiations and deal closings.Work closely with and support account manager, providing technical expertise and support, and participating in client engagements up to C-level engagements for more complex solutions in smaller accounts.May focus on growing contractual renewals for midsize accounts with some 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.
Scope and Impact:
May coordinate internal & external partners to deliver appropriate solution sale. Establishes relationships with customer/partner at all organizational levels; able to interface with senior levels in internal and external groups.Assigned average or higher size quota. Account size ranges; may work in a Small-Medium, Enterprise, or Corporate Segment; varied sales cycle. 
Education and Experience Required:
University or Bachelor's degree preferred.Directly related previous work experience.Demonstrated success in achieving progressively higher quota.Extensive vertical industry knowledge required.Typically 5-8 years advanced sales experience required.

Knowledge and Skills Required:
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 HP's solutions differentially address specific vertical industry challenges as well as their cross-segment capabilitiesAccount 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 position HP as the preferred vendor for meeting all business needs   Excellent project management skills.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 HP's portfolio and change the playing field on our competitors.Utilizes Siebel as an expert and accurately forecasts business.Understands and sells high value software solutionsUnderstands 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.
Critical Competencies to Drive Business Results:

 New Business Acquisition

Aggressively searches for opportunities in new or existing accounts, expanding business in a way that ensures profitability for HP  

Opportunity Qualification, Development and Closing

Assesses feasibility of pursuing an opportunity given what the customer is trying to accomplish, competitive presence and strength, and risk to HP of proceeding. Defines and positions well-targeted solutions to generate customer acceptance, develop internal HP buy-in, and wins the deal

Knowledge Transfer

Establishes HP' technical credibility with customers, educates account teams in area of specialization, and provides an interface between HP and its customer base

Account Planning and Alignment

Supports the development of account plans that focus sales activities, ensure accurate forecasts, and integrate specialist-selling seamlessly within an overall account strategy

Customer Relationship Management

Demonstrates customer-sensitive practices within accounts to support trust in HP and advance HP's account presence

Margin Management Support

Supports maintenance of the profit margin essential for protecting the business interests of HP

Sales Effectiveness Fundamentals

Tools & Resources Utilization, Businesses & Offers, Competitive Positioning, Organizational Collaboration

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About Hewlett Packard Enterprise

At Hewlett Packard Enterprise, our ideas propel our world faster. We’re an industry-leading technology company. And we’re accelerating everything we do. With the industry’s most comprehensive portfolio, our technology and services help transform our customers around the world to become more efficient, more productive and more secure. They enable our customers to go further. And our employees to develop, learn and advance their careers. Ready to change the world? No one’s doing it faster. Mission: We help customers use technology to slash the time it takes to turn ideas into value. In turn, they transform industries, markets and lives. Some of our customers run traditional IT environments. Most are transitioning to a secure, cloud-enabled, mobile-friendly infrastructure. Many rely on a combination of both. Wherever they are in that journey, we provide the technology and solutions to help them succeed.

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