Services Sales Representative​/West

Overview

Services Sales Representative (Central/West). This role has been designated as Remote/Teleworker, which means you will primarily work from home.

Hewlett 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 values varied backgrounds, flexibility, and bold moves, together, as a force for good.

If you are looking to stretch and grow your career, our culture will embrace you. Open up opportunities with HPE.

The Services Sales Representative (Central/West) is a strategic sales role focused on driving renewals, conversions, and revenue growth within Enterprise customer segments by expanding existing relationships through upsell and cross-sell opportunities. This role is responsible for strengthening customer retention and generating new revenue by identifying key business events to introduce value-added services, aligning solutions with customer objectives, and collaborating with account teams and partners to ensure services are integrated into broader business plans and positioned effectively to meet customer needs.

• Seek out new opportunities and expand and enhance existing opportunities to build and manage the pipeline in the specialty area.
• Maintain knowledge of competitors in the account to strategically position the company’s products and services.
• Develop pursuit plans and manage the pipeline to ensure alignment with account managers.
• Establish a professional, working, consultative relationship with the client by developing a core understanding of the unique business needs of the client within their industry.
• Contribute to proposal development, negotiations, and deal closings.
• Work closely with and support the account manager, providing technical expertise and support, and participate in client engagements up to C-level for more complex solutions in smaller accounts.
• May focus on growing contractual renewals for mid-size accounts with some complexity toward higher-total contract-value renewals.
• Interface with 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 the area of specialization.

• University or Bachelor’s degree preferred. Directly related previous work experience.
• Demonstrated success in achieving progressively higher quota.
• Extensive vertical industry knowledge required.
• Typically 5+ years advanced sales experience required.

• Deep knowledge of products, solutions or services offerings as well as competitors’ offerings, 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.
• Understands the role of IT within area of specialization and how the company’s solutions address specific vertical industry challenges as well as cross-segment capabilities.
• Negotiates and drives deals to ensure successful closes and high win rate.
• Broad understanding of customer needs; applies standard as well as creative solutions to meet those needs.
• Uses client engagement skills in collaboration with account leads to propose expansive systems or service solutions.
• Leadership and initiative in successfully driving specialty sales in accounts—prospecting, negotiating and closing deals.
• Translates product knowledge into the customer’s added business value.
• Uses specialty knowledge to actively prospect within accounts to discover or cultivate sales opportunities.
• Conceptualizes and articulates well-targeted solutions in the area of technical specialty—from proposal to contract sign-off.
• Ability to take a deal through the sales cycle including closing or supporting the close of a deal.
• Demonstrates high service knowledge and professionalism in researching and sharing…