HP: Networking Sales Specialist

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