Greenlake Specialist

Job description

Greenlake Specialist This role has been designed as ‘Hybrid’ with an expectation that you will work on average 2 days per week 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 varied 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: Job Family Definition As a Service & Private Cloud Sales Specialists are talented people able to position with a service approach the whole HPE Hybrid Cloud portfolio based on Products (Servers, Storage), Cloud Platform Software (Morpheus, Opsramp, Zerto,…), Private Cloud Platforms (AI, Virtualization, SAP) and Managed Services. They 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, qualify, negotiate and close opportunities. May have named accounts allocated, cover a designated geography, or may be allocated to one high-potential, competitive attack account Management Level Definition Applies advanced subject matter knowledge to solve complex business issues and is regarded as a subject matter expert. Frequently contributes to the development of new ideas and methods. Works on complex problems where analysis of situations or data requires an in-depth evaluation of multiple factors. Leads and/or provides expertise to functional project teams and may participate in cross-functional initiatives. Acts as an expert providing direction and guidance to process improvements and establishing policies. Frequently represents the organization to external customers/clients. Exercises significant independent judgment within broadly defined policies and practices to determine best method for accomplishing work and achieving objectives. May provide mentoring and guidance to lower-level employees Responsibilities Responsible for sales of aaS & Private Cloud solutions in assigned territory, industry or accounts. Collaborate 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 As a Service and Private Cloud Solutions. Contributes to development of quota objectives and future direction for Private Cloud Portfolio Directs and coordinates supporting sales activities related to pipeline hygiene through account managers, presales, channel partners and other relevant stakeholders. 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 for aaS and Private Cloud 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 aaS portfolio. Focuses on and works with the channel to forge relationships, provide enablement of key technologies, and co-sell to end-users. Education and Experience 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. Extensive vertical industry knowledge required. Project management experience required. Fluent in English & Italian Knowledge and Skills Sales Specialist: Sales Acumen & Behaviors. Technology focus: Is considered an expert in knowledge of cloud, solution or service offerings as well as competitor's offerings to be able to sell large solutions. Solutions acumen: Understands the industry and market segments in which key accounts are situated and integrates this knowledge into consultative selling. Understands how and when to engage different types of partners effectively, and is able to map the right partner to an opportunity. Persuades and negotiates with others, draws upon interpersonal skills, empathy, and understanding of personality types Motivates, coaches and supports peer sales team members to ensure effective selling; counsels through selling challenges. Possesses advanced financial acumen and leverages the available tools to profile each account's business unit. Maintains expertise on IT at all levels - new applications, maintenance, typical budgets of the CIO's, typical objectives, measures, metrics. In-depth understanding of private cloud technologies, architecture, and deployment models Strong grasp of cloud computing concepts, including IaaS, PaaS, and SaaS Ability to explain technical solutions clearly to technical and non-technical stakeholders Proven sales and negotiation skills tailored to enterprise IT solutions Customer relationship management (CRM) proficiency (e.g., Salesforce, HubSpot) Strong presentation and communication abilities, both written and verbal Strategic account management and pipeline development expertise Understanding of IT infrastructure including networking, virtualization, and security Knowledge of industry trends and competitive landscape in cloud computing Financial acumen including understanding of pricing models, cost-benefit analysis, budget management and client financial constraints Ability to sales strategies with client business goals Familiarity with Artificial Intelligence (AI) and Machine Learning (ML) concepts, applications, and how they integrate with cloud solutions Proactive and results-driven sales professional with a strong hunting mindset, skilled at identifying and pursuing new business opportunities to expand market presence and drive order growth Salary range: 124,000 - 160,000 € gross annually Additional Skills: Accountability, Accountability, Active Learning, 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. Unconditional Inclusion We are unconditionally inclusive in the way we work and celebrate individual uniqueness. We know varied 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. #italy #hybridcloud Job: Sales Job Level: Master "The expected salary/wage range for this position is provided below. Actual offer may vary from this range based upon geographic location, work experience, education/training, and/or skill level. – Italy: Annual Salary EUR 117,000 - 218,000 This range reflects the minimum to maximum combined base and target-level sales compensation that would be paid if the hire performs at 100% of their sales plan. Of that on-target pay amount, the mix of base salary and target-level sales compensation is 60%/40%." HPE is an Equal Employment Opportunity/ Veterans/Disabled/LGBT employer. We do not discriminate on the basis of race, gender, or any other protected category, and all decisions we make are made on the basis of qualifications, merit, and business need. Our goal is to be one global 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 Protected Veteran/ Individual with Disabilities. 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