Manufacturing Solution Sales Specialist

Who We Are

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 thrives on finding new and better ways to accelerate what’s next.

We value and succeed with varied backgrounds. We provide flexibility for work and personal needs and celebrate bold moves together as a force for good.

This role is designed as ‘Hybrid’ with an average expectation of 2 days per week from an HPE office. Sales Specialists & Consultants are product, services, software or solution specialists that lead pursuit in their assigned focus areas, collaborate with and support Account Managers, and provide specialist expertise. They drive proactive campaigns to build pipeline, prospect, qualify, negotiate, and close opportunities.

They may have named accounts allocated, cover a designated geography, or focus on high‑potential competitive accounts.

• Create and drive sales pipeline, capture leads outside of specialization and use closed‑loop lead management for assignment and follow‑up by others.
• Maintain knowledge of competitors in account to position HPE’s products and services strategically.
• Use specialty expertise to seek out new opportunities and expand existing ones to grow the pipeline.
• Support Account Managers and provide input on business development and solution expertise.
• Develop quota objectives and future direction for defined product category.
• Sell outsourcing deals (when applicable).
• Build professional, consultative relationships with clients up to C‑level for mid‑to‑large accounts, understanding unique business needs in their industry.
• Invest time working with external partners to deliver sales.
• For Services Consultants: focus on growing contractual renewals for mid‑to‑large accounts with higher total contract‑value renewals.
• Direct or coordinate supporting sales activities.

• University or Bachelor’s degree directly related to previous work experience.
• Demonstrated achievement of progressively higher quota, diversity of business customer, and higher level customer interface.
• Extensive selling experience within industry and on similar products.
• Typically 8‑12 years of advanced sales experience.
• Project management skills required.
• 2‑3 years of product sales in the desired specialty.

• Expert knowledge of products, solutions or services and competitor offerings to sell large solutions.
• Understand industry and market segment in which key accounts are situated and integrate this knowledge into consultative selling.
• Apply program/project management methods and processes to define, plan, cost, resource, track, and ensure successful pursuit.
• Understand how HPE’s solutions address specific vertical industry challenges and cross‑segment capabilities.
• Account planning and accurate revenue forecasting skills.
• Collaborate with management and sales teams in shared accounts for seamless integration of specialist sales.
• Cultivate and maintain positive relationships with customers to ensure account retention & growth, positioning HPE as the preferred vendor.
• Establish professional working relationships up to the executive level.
• Demonstrate leadership and initiative in driving specialty sales—prospecting, negotiating and closing deals.
• High service or product knowledge and professionalism in researching and sharing service‑related information with account teams.
• Deep knowledge of products, solutions or services and competitor offerings.
• Leverage the company’s portfolio to change the playing field on competitors.
• Utilize Siebel as an expert and accurately forecast business.
• Understand and sell high‑value software solutions and services sales.
• Leverage services as part of strategic product sales.
• Maintain expertise on industry trends, solutions, and key partner/ISV solutions.
• Keep expertise on IT at all levels—new applications, maintenance, typical budgets of CIOs, typical objectives, measures, metrics.