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Storage Specialist

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

AI generated summary

  • You need a relevant degree, 12+ years in sales, storage and AI expertise, project management skills, and experience with consultative selling and C-level engagement. Australian citizen; government clearance needed.
  • You will develop sales pipelines, support account managers, build customer relationships, sell solutions, and maintain industry expertise to enhance market share and drive growth.

Requirements

  • University or Bachelor's degree; Advanced University or MBA preferred.
  • Experience in storage, data protection and AI based solutions and knowledge in these areas is highly preferred
  • Must be an Australian Citizen with the ability to obtain a Government Security Clearance
  • Demonstrated achievement of progressively higher quota diversity of business customer, and higher level customer interface.
  • Prior selling experience includes multiple, diverse set of selling responsibilities.
  • Considered a mentor of selling strategy, including designing strategy.
  • 12+ years of related sales experience.
  • Project management skills required.
  • Is considered a master in knowledge of products, solution or service offerings as well as competitor's offerings to be able to sell large, complex solutions.
  • Know strengths and weaknesses of key competitors in account and how to leverage this knowledge in the account.
  • Uses expertise specialty, consultative solution selling and business development skills to align the client's business needs with solution.
  • In-depth knowledge of client's business, organizational structure, business processes and financial structure.
  • Considerable knowledge of the customer's infrastructure and architecture.
  • Demonstrates leadership and initiative in successfully driving services sales in accounts - prospecting, negotiating and closing deals.
  • Demonstrates leadership and initiative in successfully driving full portfolio including hardware, software and services needed for the customer's requirements.
  • Strategic planning on a business development level; can build an effective business case reflecting the value of an appropriate strategy.
  • Balance strategic and tactical pursuits to optimize coverage and develop a predictable revenue stream.
  • Uses C-level engagement skills in collaboration with account leads to offer value-add solutions to the client.
  • Excellent project oversight skills.
  • Works with the account team to build an effective account plan and strategy to drive incremental revenue in the account.
  • Utilizes Siebel as an expert and accurately forecasts business.
  • Works effectively with our partners to drive additional revenue.
  • Understand and sells high value software solutions.
  • Demonstrates the ability to leverage the company's portfolio of products and services to change the playing field against our competition.
  • Understands the leverage of services as part of strategic portfolio of products.
  • Promotes services as part of all strategic opportunities.
  • Maintain knowledge of industry trends, associated solutions, and key partner/ISV solutions.

Responsibilities

  • Develops long term sales pipeline to increase the company's market share in specialized area.
  • Use specialty expertise to seek out new opportunities for customer value by expanding and enhancing existing opportunities to build the pipeline in and drive pursuit in specialty area.
  • Provide support to the Account managers.
  • Set direction for business development and solution replication.
  • Creates and grows reference customers.
  • Sell complex products or solutions to customers on a partnership basis.
  • May act as a dedicated resource to a few strategic accounts.
  • Services specialists may also be responsible for selling small outsourcing deals.
  • For Services Consultants: Focus on growing contractual renewals for large accounts with more complexity, to higher-total contract-value renewals.
  • Establish a professional, working, and consultative relationship with the client, including the C-level for mid-to-large accounts by developing a core understanding of the unique business needs of the client within their industry.
  • Maintain and use overall cross-portfolio knowledge to support account leads with integration of solutions.
  • Contribute to enduring executive relationships that establish the company's consultative professionalism and promote its total solution capabilities.
  • Maintains expertise on IT at all levels - new applications, maintenance, typical budgets of the CIO's, typical objectives, measures, metrics.
  • Maintains broad market and competitor knowledge to ensure credibility with Customer Executives.

FAQs

Do we support remote work?

This role is designed as 'Onsite' with an expectation to primarily work from an HPE office.

What qualifications are required for this position?

A University or Bachelor's degree is required, with an Advanced University degree or MBA preferred.

Is prior experience in sales necessary for this role?

Yes, at least 12+ years of related sales experience is required, along with demonstrated achievement in progressively higher quota diversity and higher-level customer interface.

What specific knowledge areas are preferred for candidates?

Experience in storage, data protection, and AI-based solutions is highly preferred.

Are there opportunities for personal and professional development?

Yes, HPE invests in employees’ careers with specific programs to help them reach their career goals.

Is this position open to candidates of all backgrounds?

Yes, HPE is committed to diversity and building a team that represents a variety of backgrounds, perspectives, and skills.

Is a security clearance required for this position?

Yes, candidates must be Australian citizens with the ability to obtain a Government Security Clearance.

What kinds of relationships are expected to be established in this role?

Establishing professional, consultative relationships with clients, including C-level executives for mid-to-large accounts, is essential.

What skills are essential for success in this role?

Mastery in knowledge of products, consultative solution selling, and strategic planning are essential skills for this position.

Does HPE provide benefits to support health and well-being?

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

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.