Sales Assistant

Account PrincipalHybrid role: work on average 2 days per week from an HPE office.Who We AreHewlett 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 value varied backgrounds and provide the flexibility to manage 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.Job DescriptionJob Family DefinitionSales Specialists & Consultants are product, services, software or solution specialists that are responsible for leading pursuit in their assigned focus areas.They collaborate with and support Account Managers and provide specialist expertise within the sales team.They drive proactive campaigns to build the pipeline, use specialized knowledge and skills to prospect, qualify, negotiate and close opportunities.They may have named accounts allocated, cover a designated geography, or be allocated to one high-potential, competitive attack account.Management Level DefinitionUnique mastery and recognized authority on relevant subject matter knowledge, including technologies, theories and techniques.Contributes to the development of innovative principles and ideas.Operates in the most complex disciplines required for company success.Provides highly innovative solutions.Leads large, cross-division functional teams or projects that affect the organization's long-term goals and objectives.May participate in cross-division, multi-function teams.Provides mentoring and guidance to lower level employees.Exercises independent judgment in developing methods, techniques and criteria for achieving objectives.Develops strategy and sets functional policy and direction.Acts as a functional manager within area of expertise but does not manage other employees as a primary job function.ResponsibilitiesDevelops long-term sales pipeline to increase the company market share in the Telecom Industry, focusing on OSS and Core Network Subscriber Data Management solution areas.Use specialty expertise to seek out new opportunities for customer value by expanding and enhancing existing opportunities to build the pipeline and drive pursuit in specialty area.Set direction for business development and solution replication.Creates and grows reference customers.Sell complex products or solutions to customers on a partnership basis acting as a dedicated resource to a few strategic accounts.Focus on growing contractual renewals for large accounts with more complexity, to higher-total contract-value renewals.Establish a professional, working, and consultative relationship with the client, including the C-level for mid-to-large accounts by developing a core understanding of the unique business needs of the client within their industry.Maintain and use overall cross-portfolio knowledge to support account leads with integration of solutions.Contribute to enduring executive relationships that establish company consultative professionalism and promote its total solution capabilities.Maintains expertise on the Telecom Technology at all levels – new applications, maintenance, typical budgets of the CTOs, typical objectives, measures, metrics.Maintains broad market and competitor knowledge to ensure credibility with Customer Executives.Scope and ImpactWorks on large accounts with well-established business relationships as well as smaller emerging accounts of greater strategic (long-term) value to the company.Significant percentage of time spent directly with customer interfaces with all levels.Minimal direct time with customer's technical buyers.Typically assigned higher than average quota.Education and Experience RequiredUniversity or Bachelor's degree; Advanced University or MBA preferred.Directly related previous work experience.Demonstrated achievement of progressively higher quota, diversity of business customer, and higher level customer interface.Prior selling experience includes multiple, diverse sets of selling responsibilities.Viewed as expert in given field by company and customer.Considered a mentor of selling strategy, including designing strategy.Typically 12+ years of related sales experience.Project management skills required.3-5 years' experience in the desired specialty.Knowledge and Skills RequiredIs considered a master in knowledge of products, solution or service offerings as well as competitors' offerings to sell large, complex solutions.Know strengths and weaknesses of key competitors in account and how to leverage this knowledge in the account.Uses expertise in specialty, consultative solution selling and business development skills to align the client's business needs with solution.In-depth knowledge of client's business, organizational structure, business processes and financial structure.Considerable knowledge of the customer's infrastructure and architecture.Demonstrates leadership and initiative in successfully driving services sales in accounts – prospecting, negotiating and closing deals.Demonstrates leadership and initiative in successfully driving full portfolio including software and services needed for the customer's requirements.Strategic planning on a business development level; can build an effective business case reflecting the value of an appropriate strategy.Balance strategic and tactical pursuits to optimize coverage and develop a predictable revenue stream.Uses C-level engagement skills in collaboration with account leads to offer value-add solutions to the client.Excellent project oversight skills.Works with the account team to build an effective account plan and strategy to drive incremental revenue in the account.Utilizes Salesforce as an expert and accurately forecasts business.Successful partner engagement experience.Works effectively with our partners to drive additional revenue.Understands and sells high value software solutions.Demonstrates the ability to leverage company portfolio of products and services to change the playing field against our competition.Understands the leverage of services as part of strategic portfolio of products.Promotes services as part of all strategic opportunities.Maintains knowledge of industry trends, associated solutions, and key partner/ISV solutions.Additional SkillsAccountabilityActive LearningActive ListeningAssertivenessBiasBuilding RapportBuyer PersonasCoachingComplex SalesCreativityCritical ThinkingCross-Functional TeamworkCustomer Experience StrategyCustomer InteractionsDesign ThinkingEmpathyFinancial AcumenFollow-ThroughGrowth MindsetIdentifying Sales OpportunitiesIndustry KnowledgeIntellectual CuriosityLong Term PlanningManaging AmbiguityWhat We Can Offer YouHealth & WellbeingWe 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 DevelopmentWe 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 InclusionWe 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 ConnectedFollow @HPECareers on Instagram to see the latest on people, culture and tech at HPE.JobSalesJob LevelMasterHPE 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 based on 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.HPE will comply with all applicable laws related to employer use of arrest and conviction records, including laws requiring employers to consider for employment qualified applicants with criminal histories.No Fees Notice & Recruitment Fraud DisclaimerIt has come to HPE's attention that there has been an increase in recruitment fraud whereby scammers impersonate HPE or HPE-authorized recruiting agencies and offer fake employment opportunities to candidates.These scammers often seek to obtain personal information or money from candidates.Please note that Hewlett Packard Enterprise (HPE), its direct and indirect subsidiaries and affiliated companies, and its authorized recruitment agencies/vendors will never charge any candidate a registration fee, hiring fee, or any other fee in connection with its recruitment and hiring process.The credentials of any hiring agency that claims to be working with HPE for recruitment of talent should be verified by candidates and candidates shall be solely responsible to conduct such verification.Any candidate/individual who relies on the erroneous representations made by fraudulent employment agencies does so at their own risk, and HPE disclaims liability for any damages or claims that may result from any such communication.#J-*****-Ljbffr