Digital Sales Representative for Virtualisation Software
This role has been designed as ‘’Onsite’ with an expectation that you will primarily work from an HPE office.
Who We Are:
Hewlett Packard Enterprise is the global edge-to-cloud company advancing the way people live and work. We help companies connect, protect, analyze, and act on their data and applications wherever they live, from edge to cloud, so they can turn insights into outcomes at the speed required to thrive in today’s complex world. Our culture thrives on finding new and better ways to accelerate what’s next. We know diverse backgrounds are valued and succeed here. We have the flexibility to manage our work and personal needs. We make bold moves, together, and are a force for good. If you are looking to stretch and grow your career our culture will embrace you. Open up opportunities with HPE.
Job Description:
HPE VME Digital Sales Representatives are product, services, software, or solution specialists who are responsible for leading pursuits in their assigned focus areas. Collaborates with and supports Account Managers and provides specialist expertise within the sales team. Drives proactive campaigns to build the pipeline, uses specialized knowledge and skills to prospect and qualify opportunities. May have named accounts allocated, cover a designated geography, or may be allocated to one high-potential, competitive attack account.
Applies developed subject matter knowledge to solve common and complex business issues and recommends appropriate alternatives. Works on problems of diverse complexity and scope. May act as a team or project leader providing direction to team activities and facilitates information validation within the team decision making process. Exercises independent judgment to identify and select a solution. Ability to handle most unique situations. May seek advice in order to make decisions on complex business issues.
HPE VME DSR with an Enterprise and below account focus for pipeline creation, progression and conversion with focus on new logo and new revenue streams to HPE. Able to lead customer conversations, qualify opportunities for HPE VME solution. Focus on driving preferably standard solutions and scale through partners. Report into the Denver Sales center with a dotted line to Hybrid Solution Leader.
Responsibilities:
- Development and support of a customer portfolio in a specific region / of assigned new and existing customers (e.g Enterprise segment and below customers across all industries) with a focus on HPE Virtualization solutions
- Proactive sale of the complete HPE product portfolio taking into account the corporate strategy and industry trends as well as processing of transaction business
- Analysis of customer industries and competitive situations in order to best adapt the HPE portfolio to the customer's needs and goals
- Participation in solution campaigns to increase sales and generate new projects as well as building your own network
- Up- and cross-selling of IT solutions to customers as part of the customer loyalty strategy
- Sources and develops new opportunities and expands and enhances existing opportunities for Virtualization Sales bookings and revenue, while maintaining a critical focus on prospective customer’s outcomes.
- Meet quarterly and annual sales objectives.
- Provide updates on all active accounts and report on sales, activities, status, and progress on a weekly basis.
- Leverages PTB and IB data to target and prioritize opportunities in collaboration with Account Manager to create a plan to seek out new virtualization opportunities to build and manage pipeline.
- Leverages HPE VME expertise to conduct account and industry research to position HPE VME solution
- Maintains knowledge of competitors in account to strategically position the company's products and services better.
- Drives initial Virtualization customer conversation and validates the virtualization opportunity, covering virtualization use cases and technical knowledge to position HPE VME solution
- Develops pursuit plans and manage the pipeline to ensure alignment with account managers.
- Establishes a professional consultative relationship with the client by developing a core understanding of the unique business needs of the client within their industry.
- Supports account manager, work closely with partners with Channel, GSI, and SDPs.
Education and Experience Required:
- University or Bachelor's degree preferred. Preferably with related previous work experience.
- Demonstrated success in achieving progressively higher quota.
- A high degree of personal responsibility as well as proactivity and the "will to learn"
- Initial sales experience, ideally in an IT-related technical environment. VMWare knowledge will be a significant plus
- Practical experience with Salesforce or other CRM systems would be a plus
Knowledge and Skills:
- Demonstrated sales grit.
- Possess natural curiosity.
- Possess high EQ.
- Capable of engaging in both technical and business conversations at multiple levels of the prospective customer’s organization, including with Director/C/VP level people.
- Thrive in complex orchestration of opportunities across various enterprise personas.
- Ability to work at both a tactical and strategic level.
- Must possess a can-do, self-starter mentality in a highly collaborative atmosphere.
- Technical knowledge of HPE virtualization solution offerings as well as competitor's offerings, to be able to sell expansive systems or services and attached products.
- Understands the industry and market segment in which key accounts are situated and integrates this knowledge into consultative selling.
- Broad understanding of the customer needs; applies standard as well as creative solutions to meet those needs.
- Translate product knowledge into customer's added business value. Actively and preferrably lead customer to standardized solutions and configurations.
- Ability to take a deal through the sales cycle including closing or supporting the close of a deal.
- Drive the right pricing strategy using quoting tools and /or standard offers and coordinate with Channel specialists and/or pre-win Solution Hub for custom deals
- Understand the channel and work on an effective plan to increase sales with our partners.
- Rigorous use of Salesforce CRM system updating deal profile and forecasting accurately.
- Understands services as part of strategic solution sales.
- Good prioritization and delegation skills in order to focus on the key client opportunities. Knowledge of industry trends, associated solutions, and key partner/ISV solutions.
Join us and make your mark!
We offer:
• A competitive salary and extensive social benefits
• Diverse and dynamic work environment
• Work-life balance and support for career development
• An amazing life inside the element! Want to know more about it?
Then let’s stay connected!
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HPE is an Equal Employment Opportunity/ Veterans/Disabled/LGBT and Affirmative Action employer. We are committed to diversity and building a team that represents a variety of backgrounds, perspectives, and skills. We do not discriminate and all decisions we make are made on the basis of qualifications, merit, and business need. Our goal is to be one global diverse team that is representative of our customers, in an inclusive environment where we can continue to innovate and grow together.
Accommodation of special needs for qualified candidates may be considered within the framework of the HPE Accommodation Policy.
Additional Skills:
Accountability, Accountability, Active Learning (Inactive), Active Listening, Assertiveness, Bias, Building Rapport, Buyer Personas, Coaching, Complex Sales, Creativity, Critical Thinking, Cross-Functional Teamwork, Customer Experience Strategy, Customer Interactions, Design Thinking, Empathy, Financial Acumen, Follow-Through, Growth Mindset, Identifying Sales Opportunities, Industry Knowledge, Intellectual Curiosity (Inactive), Long Term Planning, Managing Ambiguity {+ 6 more}
What We Can Offer You:
Health & Wellbeing
We strive to provide our team members and their loved ones with a comprehensive suite of benefits that supports their physical, financial and emotional wellbeing.
Personal & Professional Development
We also invest in your career because the better you are, the better we all are. We have specific programs catered to helping you reach any career goals you have — whether you want to become a knowledge expert in your field or apply your skills to another division.
Diversity, Inclusion & Belonging
We are unconditionally inclusive in the way we work and celebrate individual uniqueness. We know diverse backgrounds are valued and succeed here. We have the flexibility to manage our work and personal needs. We make bold moves, together, and are a force for good.
Let's Stay Connected:
Follow @HPECareers on Instagram to see the latest on people, culture and tech at HPE.
#unitedstates
Job:
Sales
Job Level:
Specialist
States with Pay Range Requirement
The expected salary/wage range for a U.S.-based hire filling this position is provided below. Actual offer may vary from this range based upon geographic location, work experience, education/training, and/or skill level. If this is a sales role, then the listed salary range reflects combined base salary and target-level sales compensation pay. If this is a non-sales role, then the listed salary range reflects base salary only. Variable incentives may also be offered. Information about employee benefits offered can be found at https://myhperewards.com/main/new-hire-enrollment.html.
USD Annual Salary: $87,500.00 - $205,500.00Estimated job application period closure is May 2025. While this is the expected application time frame, there are many factors which may result in a change. If this position is still open beyond the anticipated closure time frame, it is likely HPE is still actively recruiting for this role and all qualified and interested candidates are encouraged to apply.
HPE is an Equal Employment Opportunity/ Veterans/Disabled/LGBT and Affirmative Action employer. We are committed to diversity and building a team that represents a variety of backgrounds, perspectives, and skills. We do not discriminate and all decisions we make are made on the basis of qualifications, merit, and business need. Our goal is to be one global diverse team that is representative of our customers, in an inclusive environment where we can continue to innovate and grow together. Please click here: Equal Employment Opportunity.
Hewlett Packard Enterprise is EEO F/M/Protected Veteran/ Individual with Disabilities.
HPE will comply with all applicable laws related to employer use of arrest and conviction records, including laws requiring employers to consider for employment qualified applicants with criminal histories. .
