Digital Sales Representative for Virtualisation Software
| Company | Hewlett Packard Enterprise |
|---|---|
| Location | Denver, CO, USA |
| Salary | $87500 – $205500 |
| Type | Full-Time |
| Degrees | Bachelor’s |
| Experience Level | Junior |
Requirements
- 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.
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.
Preferred Qualifications
- 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 preferably 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.