PC AI Sales Specialist - California

PC AI Sales Specialist - California

  

This role has been designated as ‘Remote/Teleworker’, which means you will primarily work from home.

Job Description:

   

The HPE Private Cloud AI (PCAI) Sales Specialist is a subject matter expert in positioning HPE Private Cloud AI, identifying and leading engagements with customers. This individual possesses Subject Matter Expert in the areas of AI Platforms & Generative AI and expertise in the AI use cases, outcomes and technology stack (HW, SW) as well as differentiation from Hyperscalers and traditional competitors. This Sales Specialist is brought into customer discussions to lead AI conversations supported by account managers, influencing the client and helping to close complex deals. They also leverage market data Propensity To Buy (PTB), expertise & time to uncover other potential opportunities and hunt for new logos.

Responsibilities:

• 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.

Education and Experience Required:

• 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.

• Exposure to technical aspects of hybrid cloud, AI HW & SW.

• Typically, 3-5 years advanced sales experience required.

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.

Accountability, Accountability, Active Learning (Inactive), 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 {+ 6 more}

Health & Wellbeing

We strive to provide our team members and their loved ones with a comprehensive suite of benefits that supports their physical, financial and emotional wellbeing.

Personal & Professional Development

We also invest in your career because the better you are, the better we all are. We have specific programs catered to helping you reach any career goals you have — whether you want to become a knowledge expert in your field or apply your skills to another division.

Diversity, Inclusion & Belonging

We are unconditionally inclusive in the way we work and celebrate individual uniqueness. We know diverse backgrounds are valued and succeed here. We have the flexibility to manage our work and personal needs. We make bold moves, together, and are a force for good.

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Job:

Sales

Job Level:

Intermediate

    

States with Pay Range Requirement

The expected salary/wage range for a U.S.-based hire filling this position is provided below. Actual offer may vary from this range based upon geographic location, work experience, education/training, and/or skill level. If this is a sales role, then the listed salary range reflects combined base salary and target-level sales compensation pay. If this is a non-sales role, then the listed salary range reflects base salary only. Variable incentives may also be offered. Information about employee benefits offered can be found at https://myhperewards.com/main/new-hire-enrollment.html.

USD Annual Salary: $106,000.00 - $249,000.00

Hewlett Packard Enterprise is EEO F/M/Protected Veteran/ Individual with Disabilities.

   

HPE will comply with all applicable laws related to employer use of arrest and conviction records, including laws requiring employers to consider for employment qualified applicants with criminal histories. .