Sales Specialist, Network for AI, LATAM

Sales Specialist, Network for AI, LATAM

This role has been designated as ‘Remote/Teleworker’, which means you will primarily work from home.

Job Description:

Job Family Definition

Sales Specialists and Consultants are product, services, software, or solution specialists responsible for leading sales efforts in assigned focus areas. They collaborate with and support Account Managers while providing specialized expertise within the sales team. They develop proactive campaigns to build the sales pipeline and use specialized knowledge and skills to prospect, qualify, negotiate, and close opportunities. They may be assigned specific accounts, a designated geographic area, or a priority account in a competitive market.

Management Level Definition

Demonstrates advanced expertise and recognized authority in relevant subject matter, including technologies, theories, and techniques. Contributes to the development of innovative principles and ideas. Successfully operates in highly complex areas in which the company must perform effectively. Provides innovative solutions and leads large, cross-division, multifunctional teams or projects that affect the organization’s long-term goals and objectives.

May participate in cross-division, multifunctional teams. Provides mentoring and guidance to employees at various career levels. Routinely exercises independent judgment when developing methods, techniques, and criteria for achieving objectives. Develops strategies and establishes functional policies and direction. Acts as a functional manager within an area of expertise but does not manage employees as a primary job function.

Responsibilities

• Develops a long-term sales pipeline to increase the company’s market share in a specialized area.
• Uses specialized expertise to identify new opportunities for customer value by expanding and enhancing existing opportunities and advancing sales efforts in the specialty area.
• Provides support to Account Managers.
• Sets direction for business development and solution reuse.
• Develops and expands customer references.
• Sells complex products or solutions to customers through consultative partnerships.
• May act as a dedicated resource for several strategic accounts.
• Services Specialists may also be responsible for selling smaller outsourcing engagements.
• For Services Consultants, focuses on increasing contractual renewals for large, complex accounts and higher-value contracts.
• Establishes professional, consultative relationships with clients, including senior executives for mid-sized and large accounts, by developing a thorough understanding of each client’s business needs and industry.
• Maintains and applies cross-portfolio knowledge to support Account Managers with solution integration.
• Builds long-term relationships with senior stakeholders that demonstrate the company’s consultative expertise and promote its total-solution capabilities.
• Maintains expertise in information technology, including new applications, maintenance, typical CIO budgets, objectives, measures, and metrics.
• Maintains broad market and competitor knowledge to support credibility with customer decision-makers.

Education and Experience

• Bachelor’s degree, advanced degree, or equivalent professional experience. An MBA or other advanced business education is preferred.
• Relevant professional experience in sales, business development, consulting, or a related field.
• Demonstrated success managing increasing sales targets, diverse customer portfolios, and progressively more senior customer interactions.
• Sales experience across multiple responsibilities, customer segments, products, or solution areas.
• Demonstrated expertise in the relevant field.
• Demonstrated ability to develop, communicate, and share sales strategies.
• Substantial relevant sales or business development experience, or equivalent expertise.
• Project management skills.

Knowledge and Skills

• Expert knowledge of products, solutions, services, and relevant competitor offerings sufficient to sell large, complex solutions.
• Knowledge of relevant competitors and the ability to apply that knowledge to customer opportunities.
• Uses specialized expertise, consultative solution-selling, and business-development skills to align client business needs with appropriate solutions.
• In-depth knowledge of clients’ businesses, organizational structures, business processes, and financial models.
• Considerable knowledge of customer infrastructure and architecture.
• Demonstrates leadership and initiative in advancing services sales within assigned accounts, including prospecting, negotiating, and finalizing sales agreements.
• Demonstrates leadership and initiative in managing the full portfolio of hardware, software, and services needed to meet customer requirements.
• Applies strategic planning and business-development skills to build effective business cases that communicate the value of appropriate strategies.
• Balances strategic and operational priorities to optimize account coverage and develop a predictable revenue stream.
• Uses senior executive engagement skills, in collaboration with Account Managers, to offer value-added solutions to clients.
• Demonstrates strong project oversight skills.
• Works with the account team to build effective account plans and strategies that drive incremental revenue.
• Demonstrates advanced proficiency with Siebel and accurately forecasts business.
• Demonstrates successful partner-engagement experience.
• Works effectively with partners to drive additional revenue.
• Understands and sells high-value software solutions.
• Demonstrates the ability to leverage the company’s portfolio of products and services to differentiate its offerings from competitors.
• Understands the role of services within a strategic portfolio of products.
• Promotes services as part of strategic opportunities.
• Maintains knowledge of industry trends, associated solutions, and key partner and independent software vendor solutions.

Impact and Scope

• Works with the company’s largest or most strategically significant accounts.
• Spends significant time interacting directly with customers across relevant organizational roles.
• Has limited direct interaction with customers’ technical procurement stakeholders.
• May be assigned sales targets aligned with the scope and complexity of the accounts or market area.

Complexity

• Leads sales engagements in which specialized expertise is important to profitable and successful delivery.
• Accounts may be international or global.
• Coordinates regional sales resources supporting the account.
• May be assigned sales targets aligned with the scope and complexity of the accounts or market area.
• Balances industry knowledge with the value of technology to clearly communicate business value during customer engagements.

Accessibility

HPE is committed to creating an inclusive and accessible workplace and encourages applications from all qualified individuals, including those with disabilities. If you believe you require accommodation during any stage of the application or interview process, please submit your request by completing our secure form linked here.

Note: This option is reserved for applicants needing assistance/reasonable accommodation related to a disability.

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.

Job:

Sales

Job Level:

Master

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Accessibility

HPE is committed to creating an inclusive and accessible workplace and encourages applications from all qualified individuals, including those with disabilities. If you believe you require accommodation during any stage of the application or interview process, please submit your request by completing our secure form linked here.

Note: This option is reserved for applicants needing assistance/reasonable accommodation related to a disability.

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