Sales Specialist Pointnext New Business
Hewlett Packard Enterprise
Meyrin, Switzerland
vor 1 Tg.

At Hewlett Packard Enterprise, we bring together the brightest minds to create breakthrough technology solutions that advance the way people live and work.

What sets us apart? Our people and our relentless dedication to helping our customers make their mark on the world.

We are a team of doers, dreamers and visionaries; inspired by our purpose and driven by our strategy. We live by our three values : partner, innovate and act.

Our legacy inspires us as we forge ahead, always pushing to discover what’s next. Every day is a new opportunity to advance and grow ourselves, our company and the industry.

Some people call it an obsession, we call it a way of life.

  • Actively prospects within accounts to discover or cultivate solutions sales opportunities within area of technical specialty (in close cooperation with the account manager.
  • Manage sales pipeline.
  • Formulate and expand solutions to generate additional product or service attachments and up sell revenue.
  • Certain roles may also sell through the channel.
  • Establish a professional, working, and consultative, relationship with the client, by developing a core understanding of the unique business needs ofthe client within their industry.
  • Work with the client up to IT management level.
  • Contribute to building of the pipeline by generating leads and referrals and new customer opportunities within specialty area.
  • May focus on growing contractual renewals for small-to-mid size accounts with limited complexity, to higher-total contract-value renewals.
  • Interface with both internal and external / industry experts to anticipate customer needs and facilitate solutions development.
  • Build sales readiness and reduce client learning curve through effective knowledge transfer in area of specialization.
  • University or Bachelor's degree preferred.Demonstrated achievement of progressively higher quota, diversity of business customer and higher level customer interface.
  • Detailed knowledge of key customer types or customers on given products.
  • Typically 3-5 years of experience in specialty sales.
  • In depth knowledge about product, service, solution and differentiators between own offerings and what competitor's offerings.
  • Applies specialized technical product / service / solution knowledge in working with account teams to screen and prioritize multiple leads for feasibility.
  • Use knowledge in specialty, and consultative selling skills, to proactively help customers with making IT business decisions.
  • Assesses solution feasibility from a technical and business perspective to determine "qualify-in" / "qualify-out" status
  • Solid communication and presentation skills within IT at the manager level.
  • Product demonstration, customer training, product installation skills. (for product specialty roles)
  • Conceptualizes and articulates well-targeted solutions in area of specialty - product, service, solution from proposal to contract sign- off.
  • Have enough knowledge about a product, service or solution to be able to qualify a deal.
  • Negotiates profitable deals so that the company can expand opportunities based on the existing business and increase the company's footprint and revenue.
  • Opportunity prospecting as related to specialty area and in expanding existing client business, in order to generate leads / referrals to account team.
  • Maintain knowledge of industry trends, associated solutions, and key partner / ISV solutions.
  • Regular use of Siebel updating deal profile and forecasting accurately.
  • HPE is an equal opportunity employer / Female / Minority / Individual with Disabilities / Protected Veteran Status

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