HP: Networking Sales Specialist - Jobs in South Africa

HP: Networking Sales Specialist

Posted on :

3 Jun, 2016

Category :

Sales Jobs in South Africa

HPE Aruba offers a comprehensive open and standards-based portfolio designed to address a broad range of customer segments, from small & medium businesses, to the largest enterprises with advanced requirements for leading branch, campus LAN and data center solutions. HPE Aruba’s innovative technology and open, standards-based approach to networking is resonating with customers around the world and networking revenue exceeds the sum of its next five competitors.

Job Description:

 

  • • 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 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 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 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.
  • 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 company's solutions differentially address specific vertical industry challenges as well as their cross-segment capabilities
  • Account 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 company 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 company's portfolio and change the playing field on our competitors.
  • Utilizes Sales Force as an expert and accurately forecasts business.
  • Understands and sells high value software solutions
  • Understands 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

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