Enterprise Sales Manager

Enterprise Sales Manager

  

This role has been designed as ‘Hybrid’ with an expectation that you will work on average 2 days per week from an HPE office.

Job Description:

   

Global Sales at HPE is about building the future. We are creating opportunities for our customers, one big idea at a time. Selling products, services, software, or solutions we provide innovation and expertise to our customers, both directly and indirectly. To make is happen, our sales teams are given the resources to develop individual talent and creativity. 

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 developed subject matter knowledge to solve common and complex business issues and recommends appropriate alternatives. Works on problems of diverse complexity and scope. May act as a team or project leader providing direction to team activities and facilitates information validation and team decision making process. Exercises independent judgment to identify and select a solution. Ability to handle most unique situations. May seek advice in order to make decisions on complex business issues.

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:

• Seek out new opportunities and expands and enhances existing opportunities to build and manage the pipeline in specialty area.

• Maintains knowledge of competitors in account to strategically position the company'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 supports 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 mid size 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.

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.

What you need to bring:

• 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.

• Regular use of Siebel 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, 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.

Unconditional Inclusion

We are unconditionally inclusive in the way we work and celebrate individual uniqueness. We know varied 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 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.

   

No Fees Notice & Recruitment Fraud Disclaimer

 

It has come to HPE’s attention that there has been an increase in recruitment fraud whereby scammer impersonate HPE or HPE-authorized recruiting agencies and offer fake employment opportunities to candidates.  These scammers often seek to obtain personal information or money from candidates.

 

Please note that Hewlett Packard Enterprise (HPE), its direct and indirect subsidiaries and affiliated companies, and its authorized recruitment agencies/vendors will never charge any candidate a registration fee, hiring fee, or any other fee in connection with its recruitment and hiring process.  The credentials of any hiring agency that claims to be working with HPE for recruitment of talent should be verified by candidates and candidates shall be solely responsible to conduct such verification. Any candidate/individual who relies on the erroneous representations made by fraudulent employment agencies does so at their own risk, and HPE disclaims liability for any damages or claims that may result from any such communication.