Private Cloud AI Sales Specialist

Private Cloud AI Sales Specialist

  

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:

• Sources and develops new opportunities and expands and enhances existing opportunities for PCAI sales bookings and revenue, while maintaining a critical focus on prospective customer’s AI outcomes.
• Meet quarterly and annual sales objectives.
• Provide updates on all active accounts and report on sales, activities, status, and progress on a weekly basis.
• Leverages PTB data to target and prioritize opportunities in collaboration with Account Manager to create a plan to seek out new opportunities to build and manage pipeline.
• Leverages Private Cloud AI solution expertise to conduct account and industry research to position PCAI.
• Maintains knowledge of competitors in account to strategically position the company's products and services better.
• Drives initial AI customer conversation and validates PCAI opportunity, covering AI use cases and technical knowledge to position PCAI.
• Positions PCAI with all AI personas: technical/SW personas (CDO, MLOps, AI/ML Engineer, Data Scientist), outcome-driven personas (CEO, CTO, LOB) and ITDMs (CIO, VP Infrastructure).
• Develops pursuit plans and manage the pipeline to ensure alignment with account managers.
• Establishes a professional consultative relationship with the client by developing a core understanding of the unique business needs of the client within their industry.
• Provides next steps and alternatives for opportunity follow up, including technical input for PCAI Sizing tool.
• Drives proposal development, negotiations and deal closings.
• Works closely with and supports account manager, providing technical expertise and support, partners with Channel, GSI, and SDPs, and participates in client engagements up to C- level for more complex solutions in smaller accounts.
• Interfaces with both internal and external/industry experts to anticipate customer needs and facilitate solutions development. Builds 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. Directly related previous work experience.
• Demonstrated success in achieving progressively higher quota.
• Knowledgeable in technical aspects of hybrid cloud, AI HW & SW.
• Typically, 5-8 years advanced sales experience required.

Knowledge and Skills:

• Demonstrated sales grit.
• Possess natural curiosity.
• Possess high EQ.
• Capable of engaging in both technical and business conversations at multiple levels of the prospective customer’s organization, including with Director/C/VP level people.
• Thrive in complex orchestration of opportunities across various enterprise personas.
• Adept at developing solution business case and orchestrating overall prospect decision cycle.
• Ability to work at both a tactical and strategic level.
• Must possess a can-do, self-starter mentality in a highly collaborative atmosphere.
• Deep knowledge of products, solution or service offerings as well as competitor's offerings, to be able to sell expansive systems or services and attached products.
• Understands the industry and market segment in which key accounts are situated and integrates this knowledge into consultative selling.
• 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 capabilities.
• Negotiates and drives deals to ensure successful closes and high win rate.
• Broad understanding of the customer needs; applies standard as well as creative solutions to meet those needs.
• Uses client engagement skills in collaboration with account leads to propose expansive systems or service solutions to client.
• Leadership and initiative in successfully driving specialty sales in accounts - prospecting, negotiating and closing deals.
• Translate product knowledge into customer's added business value.
• Uses specialty knowledge to actively prospects within accounts to discover or cultivate sales opportunities.
• Conceptualizes and articulates well-targeted solutions in area of technical specialty -- from proposal to contract sign-off
• Ability to take a deal through the sales cycle including closing or supporting the close of a deal.
• Demonstrates high service knowledge and professionalism in researching and sharing service- related information with account teams and customers.
• Understand the channel and work an effective plan to increase sales with our partners.
• Rigorous use of Salesforce CRM system updating deal profile and forecasting accurately.
• Understands services as part of strategic product sales.
• Good prioritization and delegation skills in order to focus on the key client opportunities. 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:

Specialist

    

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.