Storage Sales Specialist

$189,500 - $445,500/Yr

Hewlett Packard Enterprise - Annapolis, MD

Full-time - Mid Level

Remote - Annapolis, MD

5,001-10,000 employees

Computer and Electronic Product Manufacturing

About the position

The Storage Sales Specialist at Hewlett Packard Enterprise (HPE) is responsible for driving sales of storage products and solutions within assigned territories or accounts. This role requires advanced expertise in storage solutions, collaboration with account managers, and the ability to build and maintain a robust sales pipeline. The specialist will engage with clients, including C-level executives, to understand their unique business needs and position HPE's offerings effectively. The position emphasizes proactive sales strategies, negotiation skills, and the ability to foster strong relationships with customers and partners.

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.
• Builds 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 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.
• 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.

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.

Nice-to-haves

• Expertise in mapping the right partner skills to the required storage related opportunity.
• Possesses deep understanding of business models of service providers, to be able to engage and sell.

Benefits

• Health & Wellbeing benefits for team members and their loved ones.
• Personal & Professional Development programs to help reach career goals.
• Diversity, Inclusion & Belonging initiatives to celebrate individual uniqueness.