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

Job Description:

HPE Data Services and Storage is looking for an experienced Storage Sales specialist

HPE is offering an exciting opportunity in a market that is moving faster than ever before. Digital transformation has become an imperative for every customer – and successful digital transformation requires data-first modernization. This demands a shift to a data-centric mindset – understanding that data is the key driver of value creation, and a key organizing principle for business success.

HPE is a proud leader in the storage market and known as the most innovative vendor in the marketplace. Our culture is characterized by a no-nonsense culture with high drive and optimistic people; entrepreneurs who embrace the constant transformation that our industry is facing and looking for new market opportunities to keep and expand our leading market position. The result is what counts at HPE.

Summary

Responsible for managing and developing HPE Storage Partners. Creates and drives the Joint Storage Business Plan and help his/her assigned partners proactively, using his/her specialized knowledge and skills to prospect, qualify, negotiate and close opportunities. Have dedicated partners allocated, and/or may be allocated to one high-potential, competitive partners.

Main responsibilities

• Responsible for managing the goals in the Joint Storage Business Plan.

• Uses advanced storage expertise to seek out new opportunities for partners by expanding and enhancing existing opportunities.

• Creates and drives the storage sales pipeline. Captures leads outside of specialization and uses closed-loop lead management to ensure assignment and follow-up by others.

• Collaborates with the account pursuit teams to leverage their solutions expertise for business development.

• Contributes to development of quota objectives and future direction for storage product lines.

• Directs and coordinates supporting sales activities related to pipeline hygiene through account managers, Presales, channel partners and other relevant stakeholders.

• Effectively uses internal sales tools to maintain a healthy pipeline and the account plan in a timely fashion.

• Collaborates across the HPE teams to deliver a consistent approach to developing business, including account planning for end-to-end solutions.

• Establishes a professional and consultative relationship with your partners by achieving an advanced understanding of the unique business needs of the client within the industry.  

• Reinforces and articulates HPE's strategy and portfolio to partners and champions to uncover new business opportunities and contacts, including new logos when appropriate.

• Effectively uses references to craft a story that makes complex technologies seem simple and understandable for the customers

• Actively generates customer interest and anticipates customer's buying trends. Links business and financial benefits with technology offerings. Illustrates the ROI & TCO advantages of HPE offerings for the customer's business.

• Cultivates and maintains positive relationships with customers to ensure account retention and growth, to position the company as the preferred vendor to meet business needs.

Knowledge and Skills Required:

• Understanding Data Services and Storage and software, Greenlake as a Services and financial offerings.

• Understand the competition and differentiate presenting HPE’s unique values.

• Understands the industry and market segment in which key accounts are situated, and integrates this knowledge into consultative selling.

• Business planning skills, multi-dimensional.

• Experienced with working with channel partners and/or end-users

• Financial planning and modelling skills, comfortable to manage high complexity business planning and reporting

• Strong communication skills at senior management internally and externally

Education and Experience Required:

• University or bachelor’s degree preferred.

• Demonstrated achievement of progressively higher quota, interface with diverse business customers at all levels.

• Dutch native language is required as well as English

• Solution selling with high complexity. Focus on multiple business units solutions

• Typically 6-10+ years of sales experience. Experience in storage sales, typically 3+ years.

• 5 years of product sales experience

• Directly related previous work experience.

Additional Skills:

What We Can Offer You:

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.

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HPE 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 made on the basis of 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.