SLED Storage Sales Specialist - WA/OR

Summary

Hewlett Packard Enterprise is a global edge-to-cloud company that helps organizations connect, protect, analyze, and act on their data and applications. The SLED Storage Sales Specialist drives new business and expands customer relationships across the Washington/Oregon territory by selling HPE's storage portfolio, building pipeline, and collaborating with account managers, presales teams, and channel partners.

Responsibilities

• Responsible for sales of storage products and solutions in assigned territory, industry or accounts
• Seeks out new opportunities by expanding and enhancing existing opportunities
• Develops pursuit plans and builds and manages the storage sales pipeline
• Contributes to proposal development, negotiations and deal closings
• Build sales readiness and reduces client learning curve through effective knowledge transfer in storage
• Works closely with and supports the Account Manager, providing technical expertise and support. Participates in client engagements up to C- level for complex solutions in smaller accounts
• Directs and coordinates supporting sales activities related to pipeline hygiene through account managers, Presales, channel partners and other relevant stakeholders
• Effectively uses internal sales tools to maintain a healthy pipeline and the account plan in a timely fashion
• Collaborates across the HPE teams to deliver a consistent approach to developing business, including account planning for end to end solutions
• Assesses solution feasibility from a technical and business perspective to determine "qualify-in"/"qualify-out" status
• Negotiates profitable deals so that the company can expand opportunities based on the existing business, and increase the company's footprint and revenue in storage
• Drives sales of the Storage portfolio, using strong leadership and initiative to successfully prospect, negotiate and close deals
• Establishes a professional and consultative relationship with the client by achieving a developed understanding of the unique business needs of the client within the industry
• Interfaces with both internal and external/industry experts to anticipate customer needs and facilitate solutions development
• Focuses on and works with the channel to forge relationships, provide enablement of key technologies, and co-sell to end-users
• Effectively leads, evangelizes, and helps to coordinate Storage marketing campaigns (digital/new techniques) to ensure successful launches and maintenance of campaign momentum, in alignment with the account strategy
• Acts as a trusted storage solutions consultant for the slated accounts/region
• Reinforces and articulates HPE's strategy and portfolio to partners and champions to uncover new business opportunities and contacts, including new logos when appropriate
• Effectively uses references to craft a story that makes complex technologies seem simple and understandable for the customers
• Actively generates customer interest and understands the customer's buying trends. Links business and financial benefits with technology offerings. Illustrates the ROI & TCO advantages of HPE offerings for the customer's business
• Supports deal closure in partnership with relevant internal stakeholders, including account managers and channel partners

Skills

• 4+ years of enterprise technology field sales experience
• Demonstrated experience building pipeline and driving net new business
• Reside in Washington or Oregon and be willing to travel approximately 40–50% throughout the assigned territory
• Demonstrated success selling enterprise storage, data center, cloud infrastructure, or related technology solutions
• Experience selling into State & Local Government (SLED) customers with an understanding of public sector procurement and sales cycles
• Proven ability to build pipeline, prospect into net new accounts, and expand existing customer relationships
• Strong consultative selling skills with the ability to engage technical and business stakeholders, including executive-level decision makers
• Experience working collaboratively with channel partners (e.g., CDW, SHI, WWT, Insight) to develop opportunities and close business
• Working knowledge of HPE, competitor, and emerging infrastructure technologies, with the ability to articulate business value and ROI
• Self-starter with strong territory planning, pipeline management, forecasting, and opportunity management skills
• Excellent communication, presentation, negotiation, and relationship-building skills with the ability to work independently and across cross-functional teams
• University or Bachelor's degree preferred
• Experience selling into State & Local Government (SLED) customers strongly preferred
• Storage, data center infrastructure, cloud infrastructure, or enterprise hardware/software sales experience preferred

Qualifications

Must Haves

• 4+ years of enterprise technology field sales experience
• Demonstrated experience building pipeline and driving net new business
• Reside in Washington or Oregon and be willing to travel approximately 40–50% throughout the assigned territory
• Demonstrated success selling enterprise storage, data center, cloud infrastructure, or related technology solutions
• Experience selling into State & Local Government (SLED) customers with an understanding of public sector procurement and sales cycles
• Proven ability to build pipeline, prospect into net new accounts, and expand existing customer relationships
• Strong consultative selling skills with the ability to engage technical and business stakeholders, including executive-level decision makers
• Experience working collaboratively with channel partners (e.g., CDW, SHI, WWT, Insight) to develop opportunities and close business
• Working knowledge of HPE, competitor, and emerging infrastructure technologies, with the ability to articulate business value and ROI
• Self-starter with strong territory planning, pipeline management, forecasting, and opportunity management skills
• Excellent communication, presentation, negotiation, and relationship-building skills with the ability to work independently and across cross-functional teams

Nice to Haves

• University or Bachelor's degree preferred
• Experience selling into State & Local Government (SLED) customers strongly preferred
• Storage, data center infrastructure, cloud infrastructure, or enterprise hardware/software sales experience preferred

Benefits

• This role has been designated as ‘Remote/Teleworker’, which means you will primarily work from home.
• A comprehensive suite of benefits that supports team members' and their loved ones' physical, financial and emotional wellbeing.
• Specific programs catered to helping you reach your career goals, whether you want to become a knowledge expert in your field or apply your skills to another division.
• Flexibility to manage your work and personal needs.