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Storage Sales Specialist

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Hewlett Packard Enterprise

1mo ago

  • Job
    Full-time
    Senior & Expert Level
  • Sales & Business Development
    IT & Cybersecurity
  • Washington

AI generated summary

  • You need a degree, 6-10+ years in sales (2-3+ in storage), project management experience, strong customer connections, and expertise in data management and a major vertical.
  • You will drive storage sales, manage the sales pipeline, collaborate with teams, engage clients, negotiate deals, and cultivate customer relationships to ensure account growth and retention.

Requirements

  • University or Bachelor's degree preferred.
  • Demonstrated achievement of progressively higher quota, interface with diverse business customers at all levels.
  • Typically 6-10+ years of sales experience.
  • Experience in storage sales, typically 2-3+ years.
  • Extensive vertical industry knowledge required.
  • Project management experience required.
  • 5-8 years of selling experience with a major storage company (Dell/EMC, Pure, NetApp)
  • Proven customer relationships with 5 major customers in the assigned territory
  • Expert in working with indirect channel model
  • Deep competitive knowledge of at least 1 major storage vendor
  • Expert in selling complete data lifecycle management portfolio – block, file, backup, ransomware protection & others
  • Deep expertise in at least one of the major verticals (FSI, manufacturing, Healthcare) and related solutions
  • Ability to perform hands-on demo of portfolio sold in the past
  • Self-starter and able to ramp quickly

Responsibilities

  • Responsible for sales of storage products and solutions in assigned territory, industry or accounts.
  • Uses advanced storage expertise to seek out new opportunities for customer value by expanding and enhancing existing opportunities.
  • Creates and drives the storage sales pipeline. Captures leads outside of specialization and uses closed-loop lead management to ensure assignment and follow-up by others.
  • Collaborates with the account pursuit teams to leverage their solutions expertise for business development.
  • Build sales readiness and reduces client learning curve through effective knowledge transfer in storage.
  • Contributes to development of quota objectives and future direction for storage product lines.
  • 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 and drives profitable deals to ensure successful closure and a high win rate.
  • 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 an advanced understanding of the unique business needs of the client within the industry. Works with clients up to and including the C-level for mid-to-large accounts.
  • Leverages advanced knowledge of competitors and industry trends to strategically position the company's products and services.
  • 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 a successful launch and maintenance of the 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 anticipates 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.
  • Cultivates and maintains positive relationships with customers to ensure account retention and growth, to position the company as the preferred vendor to meet business needs.
  • Supports deal closure in partnership with relevant internal stakeholders including account managers and channel partners.

FAQs

Do we support remote work?

Yes, this position is designated as 'Remote/Teleworker', which means you will primarily work from home.

What is the job title for this position?

The job title is Storage Sales Specialist.

What is the primary responsibility of the Storage Sales Specialist?

The primary responsibility is to sell storage products and solutions in the assigned territory and expand customer value by identifying new opportunities.

What is the expected salary range for this position?

The expected salary range for this position is USD Annual Salary: $189,500.00 - $445,500.00.

What is the required experience for this role?

Typically, candidates should have 6-10+ years of sales experience and 2-3+ years specifically in storage sales.

Is a university or bachelor's degree required?

A university or bachelor’s degree is preferred for this position.

What geographic area does this position cover?

The territory for this position includes Maryland, Virginia, and the District of Columbia, in and around the Nation's Capital.

What type of candidates are we looking for in terms of industry knowledge?

Candidates should have extensive vertical industry knowledge, especially in areas like Financial Services, Manufacturing, or Healthcare.

Does HPE provide benefits for health and well-being?

Yes, HPE offers a comprehensive suite of benefits that supports the physical, financial, and emotional well-being of team members and their loved ones.

Are there opportunities for personal and professional development?

Yes, HPE invests in your career with specific programs to help you reach your career goals.

How does HPE promote inclusion?

HPE is committed to unconditional inclusion, celebrating individual uniqueness, and ensuring a flexible work environment to manage personal needs.

What skills are especially important for the Storage Sales Specialist role?

Important skills include complex sales capabilities, customer experience strategy, active listening, and the ability to negotiate profitable deals.

Will I be working with C-level clients?

Yes, the role involves establishing a professional relationship with clients at all levels, including C-level executives for mid-to-large accounts.

What is expected in terms of sales pipeline management?

The Storage Sales Specialist is responsible for creating and driving the storage sales pipeline and using internal sales tools to maintain a healthy pipeline and account plan.

Does HPE encourage collaboration among teams?

Yes, the role requires collaboration across HPE teams to deliver consistent business development approaches, including account planning for end-to-end solutions.

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Hewlett Packard Enterprise

Information Technology & Services

Technology
Industry
10,001+
Employees
1939
Founded Year

Mission & Purpose

HPE (Hewlett Packard Enterprise) is a global technology company that provides a comprehensive range of IT solutions and services. They offer hardware, software, and hybrid IT infrastructure solutions, including servers, storage systems, networking equipment, and cloud computing services. HPE's ultimate mission is to help their clients thrive in the digital age by providing transformative technology solutions that drive innovation, enhance productivity, and enable business growth. Their purpose is to empower organisations to harness the power of technology and data to solve complex challenges, optimise their IT infrastructure, and accelerate their digital transformation. HPE strives to be a trusted partner, delivering cutting-edge technology and expertise that enables their clients to adapt, innovate, and stay ahead in an ever-changing and competitive marketplace.