Services Sales Consultant

This role has been designed as ‘Hybrid’ with an expectation that you will work on average 2-3 days per week from an HPE office.

Job Description:

The Services Sales Consultant is responsible for selling hybrid and private cloud solutions, technology and technology management services to end-user customers in an assigned geographic territory or industry, focusing on new business or up-selling within an account. They must have a passion for working with customers to deliver mission critical services, hybrid cloud and AI solutions that will align with their current and future technical and business plans. The position requires a solid understanding of the hybrid/private cloud, as-a-service and technology services value propositions and how services contracts and proposals are constructed to meet the needs of the client. The successful candidate must be capable of using a consultative services-led approach to lead discussions from a services perspective and be extremely comfortable selling both new and mature solutions including AI to a range of audiences that will include CxO level execs, IT admins and specialists. The ideal candidate will have excellent presentation skills and will be able to switch comfortably from a technical conversation to a business focused one.

Responsibilities:

• Drives sales of the hybrid cloud, private cloud, as-a-service and services portfolio in assigned territory, industry or accounts, using strong leadership and initiative to successfully prospect, negotiate and close deals.
• Achieves or exceeds quota objectives by negotiating and driving profitable deals to ensure successful closure and a high win rate.
• Collaborates with the account pursuit teams providing advanced services solutions expertise to actively generate customer interest and new opportunities and to anticipate customer's buying trends.
• Takes the lead from a HPE cloud, as-a-service and services perspective and participates in deep-dive discussions, evaluates the customer's current business needs and desired end-state solution to meet any complex technical requirements.
• Understands HPE’s cloud, as-a-service and services market segment and can deliver an in-depth comparative analysis of alternative proposals from a technical as well as a business point of view.
• Cultivates and maintains positive relationships with customers, including C-level, to ensure account retention and growth, positioning the company as the preferred vendor to meet business needs.
• Acts as a trusted services solutions consultant establishing a professional and consultative relationship with the client by achieving an advanced understanding of the unique business needs of the client.
• Actively monitors competitive activities and their client advocates within accounts to anticipate and plan for competitive threats.
• Develops plans for competitive takeout’s, demonstrating technical superiority, and leveraging other parts of HPE’s business units to improve on our overall proposal and offering.
• Effectively uses internal sales tools, especially Salesforce, to maintain a healthy pipeline, prioritizing high potential deals and engaging the right resources within HPE.
• Forges deep relationships with the Channel and provides enablement of key service offerings, reinforcing and articulating HPE's strategy and portfolio to uncover new co-sell business opportunities and contacts.
• Effectively leads, evangelizes, and helps to coordinate as-a-service and services marketing campaigns (digital /new techniques) to ensure a successful launch and maintenance of the campaign momentum, in alignment with the account strategy.
• Effectively uses references to craft a story that makes complex technologies seem simple and understandable for the customers.

Education and Experience Required:

• University or Bachelor's degree preferred.
• Demonstrated achievement of progressively higher quota.
• Extensive selling experience within industry and on similar solutions and services.
• Interface with diverse business customers at all levels.
• Typically 8-10+ years of sales experience.
• Experience in services and solutions sales, typically 4-5+ years.

Knowledge and Skills:

• Demonstrates expert technical understanding and skills in services and solutions offerings, specifically hybrid and private cloud, as-a-service and technology management services.
• Good understanding of AI and the AI landscape and can demonstrate where this fits within the services, hybrid and private cloud domains.
• Understands the industry and market segment in which key accounts are situated, and integrates this knowledge into consultative selling.
• Expert knowledge of the company offerings, strategic initiatives, current trends, competitor products and strategies within the services and solutions landscape in New Zealand.
• Demonstrates expert consultative selling techniques, including active listening, framing, white boarding, storytelling etc.
• Leadership and initiative in successfully driving services and solutions sales in accounts - prospecting, negotiating and closing deals with a high win rate.
• Has successfully completed one or more services or AI related industry certifications.
• Strong project management knowledge or experience with excellent analytical and problem-solving skills, including appropriate due diligence.
• Excellent business and financial acumen, with an understanding of financial return and achievement of business goals.
• Broad understanding of the customer needs; able to translate services and solutions knowledge into customer’s added business value.
• Conceptualizes and articulates well-targeted solutions, developing from proposal to contract sign-off.
• Understands the channel and works an effective plan to increase sales with our partners.
• Expert level written and verbal communication skills; able to craft and present professional services and solutions proposals.

• Knowledge of company business, technical tools, and standard CRM systems and tools.

Accountability, Accountability, Active Learning (Inactive), Active Listening, Assertiveness, Bias, Building Rapport, Buyer Personas, Coaching, Complex Sales, Creativity, Critical Thinking, Cross-Functional Teamwork, Customer Experience Strategy, Customer Interactions, Design Thinking, Empathy, Financial Acumen, Follow-Through, Growth Mindset, Identifying Sales Opportunities, Industry Knowledge, Intellectual Curiosity (Inactive), Long Term Planning, Managing Ambiguity {+ 6 more}

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.

Diversity, Inclusion & Belonging

We are unconditionally inclusive in the way we work and celebrate individual uniqueness. We know diverse 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.

#newzealand

#globalIT, #greenlakecloudplatform, #sales

Job:

Sales

Job Level:

Specialist

Hewlett Packard Enterprise is EEO F/M/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.